Repost: Prospects judging companies by how they're treated after the sale

http://www.btobonline.com/article/20130318/LEADGEN06/130319989/prospects-judging-companies-by-how-theyre-treated-after-the-sale#

How often have you heard, it's easy to do the marketing to get the interest, it's sometimes simple to get the sale, but after the sale has concluded that the issues begin?

This challenge is universal--and I can testify that over many companies, over many years, it's something we all deal with.  How do you keep sales and internal processes in lockstep?  Personally, I think it's a matter of communication.  Regular, structured, formalized communication between marketing, sales, and internal support organizations.  No matter how often you think you are in alignment, unless there is a consistent touch point, getting out of synch is easy.

This article points out instances of where that chasm can exist, and what you can do to remediate.

Repost: Should You Stop Generating Leads When Sales is Wasting Them?

http://blog.hubspot.com/blog/tabid/6307/bid/34250/Should-You-Stop-Generating-Leads-When-Sales-Is-Wasting-Them.aspx

We as marketers all struggle with the dichotomy of leads versus follow up.  This article from blogspot effectively argues why we should continue with the practice of generating leads.