by Dan McDade, President and CEO, PointClear
A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call “inbounditis”) negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.
by Dan McDade, President and CEO, PointClear
This post originally appear on his blog, ViewPoint | The Truth About Lead Generation.
A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call “inbounditis”) negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.
The three major symptoms of inbounditis are:
- Deal sizes slowly decreasing as inbound leads increase;
- High-performing reps avoiding inbound lead follow-up; and
- The percent of sales accepted leads decrease while lead quotas increase.
If this sounds like your sales pipeline, it’s time to take action. How can you cure inbounditis? Find out in this edition of PowerMinute.
Dan McDade, President and CEO of PointClear. His blog, ViewPoint | The Truth About Lead Generation, explores issues related to B2B sales, marketing and lead generation. ViewPoint draws on his 20-plus years of experience helping companies develop prospects and drive revenues.
