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In today's economic crisis, business-to-business (B2B) company survival depends more than ever on the ability to generate qualified sales leads and effectively turn those leads into purchase orders. Marketing and Sales organizations are under pressure to get results; even as teams are trimmed down and operating budgets are shrinking. This is an opportune time to evaluate the relationships and processes that tie these organizations together, and identify ways to improve individual and cross-functional productivity. The Sales team then takes over to process the leads through the various stages of the funnel.
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