Irrespective of what they say in the brand endorsements and the numerous advertisements, the All Blacks’ success is not due to jerseys or sports drinks.
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By taking more of a wooing approach you can nurture a prospective customer until they are ready to actually go on a ‘‘date’’ and buy.
Rather than blame sales people for not delivering, we need to examine how they are supported, and whether they are fed diesel or jet fuel in terms of their sales leads.
It is time for sales and marketing to switch traditional roles. Marketing should be the rugged forwards, doing the hard graft to build awareness and generate leads, while sales take the glory by conve
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