How to Improve the Effectiveness of Your Salesforce

Here's a problem a lot of companies face -- the marketing team complains that the leads they drive to the sales team get ignored, and the sales team complains that the leads marketing drives to them aren't any good.

Sound familiar?

According to Lisa Cramer with FirstWave, there's a solution to this problem. It involves developing a lead scoring system that grades leads based on a number of variables including visits to your website, length of time on your website, trade show engagement and a whole host of other important factors.

The result is that companies (like yours) can now more accurately gauge whether a prospect is in the "tire kicking" mode or the "ready to buy" mode.

I saw Lisa speak yesterday at the Customer Relationship Management Association's Return2Customer conference in Atlanta, Georgia. If you're interested in improving the effectiveness of your salesforce, visit the FirstWave website. Or, read "How to Win New Customers Before They're Even in the Buying Mode." on The 60 Second Marketer site.