His analysis of the lead qualification process is surely complementary and of tremendous value!

There’s another interesting discussion under way on the same subject here, but from a different perspective:

http://yeagernorth.com/news/how_many_leads_are_enough/

BLOG: How Many Leads Are Enough?
How to Implement Lead Goals to End the Debate between Sales & Marketing

Mark Yeager – September 3, 2009
As a marketing professional, how many times have you heard someone from the sales group say this: “We could hit our quotas if we had enough leads.”

I enjoyed reading the whole article. It was very engaging and applies well to our business. I was impressed to see application of TOC and evaporating clouds!!

Ravindra Tulsyan

A really novel idea! Sort of a “lead incubator.”

That said, if I understand correctly, you’re suggesting adding another layer to the business process. And even a “low cost CRM initiative” has a cost. In a day and age of tight budgets, where does the money come from? Do you cut some from marketing and some from sales?

And how do you qualify your process? Again, at some point even “low cost” costs add up and you need to disqualify some of your leads. There needs to be a way to put a dollar value on serving as a buffer between sales and marketing and there needs to be a way to measure whether you are getting at least that much out of applying this tactic.

Again, I really enjoyed the essay. The graphics were invaluable at engaging me and helping me visualize what you were saying, and the idea is novel. I’d be interested in knowing how you can pay for it and keep getting a budget for it, though.

You made an insightful and strategic presentation yesterday. I think there is complete congruence on the thought process including the Conflict Cloud.

Let’s solve our problems based on the further study being conducted by Sameer and Himanish.

The middle portion of the Sales Perspective must also include ” Support Infrastructure of Sales Organisations ” , ” Too many or too few products in the product range ” , ” Rewards/Incentive system ” etc.

Let’s do a good job with the OSP initiative.

regards

Pramod

* Effective and engaged top leadership
* Align workforce strategies with Business priorities.
* Treat employees similar to customers.

Essentially work of a leader is to create more leaders. Unfortunately, we mostly promote good managerialism and thus leadership suffers. Wonder is this is a colonial hangover to be good followers.

Also organisations are often misaligned to cultural ethos as described in Quality or Innovation. Priorities have to be consciously and deliberately nurtured. Short-term pressures also outweigh long-term benefits. WE NEED LEADERS.
Remarkably, in India engaged workforce is 37% which is good. No wonder, Indians perform well globally.

Sujit