Over the years of supporting sales reps I have watched them struggle to acquire new accounts. They spent a lot of time on the phone trying to contact the right people in the organization and to be quite honest wasted a lot of time with people who weren't interested in buying anything. As a solution architect that always had desires to get into sales this always something that scared me. Half the battle in sales is trying to find the right person to sell to at the right time.
I just read an excellent article shared with me by Marketo by Aaron Ross who created a new sales lead generation process and team that helped increase Salesforce.com’s recurring revenues by $100 million. It is part of Aaron's new book Predictable Revenue.
It is a great read for any executive who is trying help his sales force become more effective. The same methods that sales reps have been employing for years don't work as well so it is time to look at other methods. Aaron's piece is a great start. http://bit.ly/yy1PaH via @marketo
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