November 2010
Beginner
280 pages
6h 49m
English
Content preview from The Secrets of Success in Marketing
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206 PART 4 People matter: the inside track to success
To improve collaboration even further, encourage the
salesforce to provide constructive feedback on the reasons
why they reject any leads provided by you. It could be, for
example, that a sales representative does not deal with a
particular industry sector. In that situation, rather than
having the lead fall into the gap, it can now be picked up
and rerouted to the correct person. Equally, the lead could
be strong but the timing poor. Perhaps the prospect is at
an early stage in the buying cycle. If so, rather than losing
the opportunity, the system can store the lead an
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