tag:blogger.com,1999:blog-7794386793170803972.post6078321646723752094..comments2024-01-22T07:31:42.008-05:00Comments on Digital Body Language: Golf, Putting, Sales Reps, and Growing RevenueSteven Woodshttp://www.blogger.com/profile/06376596253100522418noreply@blogger.comBlogger4125tag:blogger.com,1999:blog-7794386793170803972.post-20287446863905244832009-03-19T10:05:00.000-04:002009-03-19T10:05:00.000-04:00Mike, agreed, if there is one shift to make as mar...Mike, <BR/>agreed, if there is one shift to make as marketers, it's to think in terms of the buyers' buying process, rather than our own selling process.<BR/>SteveSteven Woodshttps://www.blogger.com/profile/06376596253100522418noreply@blogger.comtag:blogger.com,1999:blog-7794386793170803972.post-76877514231007440212009-03-18T19:56:00.000-04:002009-03-18T19:56:00.000-04:00Steve,Great post, and as an occasional hacker (on ...Steve,<BR/><BR/>Great post, and as an occasional hacker (on the golf course), I can relate to the analogy.<BR/><BR/>We as marketers can improve our game if and when we take the time to map our messaging and interaction to coincide with the prospect's buying cycle appropriately. To maximize the sales team's ability to close deals, rather than churning out traditional marketing fodder, we need to find out what information is relevant and meaningful to the prospect, and when and how to best deliver it. After all, whichever vendor understands the prospect and their pain points the best, wins.<BR/><BR/>For more on how to <B>"Optimize the marcom mix"</B>, check out my blog post on: http://marketingcampaigndevelopment.wordpress.com.<BR/><BR/>Good selling!<BR/><BR/>Mike GospeAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-7794386793170803972.post-62131479152696913962009-03-18T16:22:00.000-04:002009-03-18T16:22:00.000-04:00Thanks for your comment Kathi - although I'm not s...Thanks for your comment Kathi - although I'm not sure where that rumour came from though. We did do an adjustment back in October of 2008 that affected around 20% of our staff.<BR/><BR/>However, as we did that (and inline with the discussion in this article) we focused our investments in lead management throughout the funnel, and had our largest quarter ever in Q4 2008. The cart is definitely not in reverse.Steven Woodshttps://www.blogger.com/profile/06376596253100522418noreply@blogger.comtag:blogger.com,1999:blog-7794386793170803972.post-83689215155507692922009-03-18T16:11:00.000-04:002009-03-18T16:11:00.000-04:00Is this why Eloqua had to lay off 70% of its sales...Is this why Eloqua had to lay off 70% of its sales force a few months back? Seems like putting the cart in reverse...Anonymousnoreply@blogger.com