2 thoughts on “Sales — whose problem is it anyway?”

  1. Peter/Intelliven,
    I think there is a key area/system that is understated in this discussion – strategic marketing. It is the responsibility of strategic marketing to provide the needed field and data research to help the entire organization (and specifically the sales organization) identify the ascribable customer in the target market segment – that is, the ideal customer for your products/services (and ‘like’ or adjacent market segments that could possibly become ‘new’ target customers) and to consult them directly to determine their present and changing and future needs. From this process, a target customer profile can be created which greatly assists Sales in their processes.When organizations omit this step, sales organizations are often left disorganized in their efforts and with little useful information about the target customer.

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