The movie, “Field of Dreams” launched the meme, “Build it and they will come.” While that’s a hopeful sentiment, it doesn’t apply to your website. We talk to many business owners and marketers frustrated that no new business is coming to them from their website. Unfortunately, they come to a few, erroneous conclusions about the possibilities for inbound lead generation.
It’s natural to avoid making sales calls. Especially for the introvert and internal thinker. (I am both.) I love talking to people, but when it comes to reaching out to someone I’ve never met on the phone I have resisted.
I’m stating the obvious - you need both marketing and sales functions in your business to grow your revenue. Whether you’re one person wearing both hats or, your company has multi-person teams doing the work, there are certain realities. Marketing’s job is to generate leads. Sales’ job is to work leads and close them. You have two functions, two teams with the same ultimate goal - generate revenue.
As we talk with executives of second stage companies on a strong growth path we’ve discovered they have a number of challenges in common. One of the biggest challenge is managing the marketing and sales function to keep the company growing while continuing to provide great service to their customers.