Why Sales Leaders Should Champion B2B Demand Generation

Why Sales Leaders Should Champion B2B Demand Generation: from SellingPower by Gerhard Gschwandtner
Today's blog post is by Jeff Ogden, award-winning B2B marketing expert, president of the sales lead generation company Find New Customers, and creator of the popular syndicated online TV show Marketing Made Simple TV. Follow him on Twitter at @fearlesscomp. Salespeople are having a tough time nowadays. It is getting harder and harder to crack into accounts. The time has come for sales leaders to say to top management, “We need a best-practices B2B demand-generation program here ASAP!” A very recent study by Crain’s BtoB magazine found four areas of concern: The marketing mix is still not meeting the needs...