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Sales is much more than just sales people

October 27, 2009 12 comments

There was an interesting thread on Twitter this morning, and it has become difficult to push the conversation to where it needs to go in 140 characters.  This is not a naming debate, by any stretch – this is probably better described as a process debate – among friends and peers (in other words, play nice!)

The conversation started with:

@PaulBuchtmann #sCRM can help #sales by building trust and loyalty with customers. Not help if UR focus is short term or “transaction” based (posted by Dr. Harish Kotadia)

@hkotadia Be interestered in see how U can achieve this given my survey results show less that 1 in 50 #sales people use the tools (response by Paul Buchtmann)

.@PaulBuchtmann: @hkotadia Sales is much more than just sales people. Unless they are cold calling, the leads come from everywhere (My comment)

@mjayliebs Got to weigh in on #sales #marketing #scrm. Leads are marketing domain, sales is closing (simple, yes, true, mostly) (John Moore – @johnfmoore – comment)

Then John Moore and I started a separate thread, which became more detailed and hard to convey the true thoughts in 140 characters. So, just as Leads transition from Marketing to Sales, we are transitioning from Twitter to a Blog. Interesting metaphor in and of itself. John pointed me to a post he wrote a few months ago, a fair reminder

Core to the issue that more and more vendors are putting the ownership of the process to obtain customers in Marketing’s capable hands (duh, it has always been there). But, who owns the relationship with the prospective customer? Is there a cold hand-off, a warm hand-off? What is the sales persons role? When do they take ownership of the relationship?After all, people like doing business with people they trust, so this is the sales person, right? What are the dependencies?

So, inviting an open debate, so that I am able to learn with everyone, please add your comments below.

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