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My wish lists for B2B marketing and sales
A new year is a good time for new ideas in your B2B marketing and sales programs. Refresh your thinking with these wish lists for both marketing and sales departments. Read the full article here: [Wish Lists for B2B Marketing and Sales](http://www.sales-lead-experts.com/tips/articles/wish-lists.cfm)
Here are a few examples:
### Marketing
- I wish that CEOs and CFOs would approve B2B marketing budgets based on the percentage of the forecasted sales revenue, rather than the percentage of last year’s revenue. B2B marketing is an investment in the company’s future sales. It shouldn’t be based on past results. Especially if last year’s sales were down.
- Better yet, I wish companies would budget for B2B marketing based on what needs to be accomplished, rather than simply based on a percentage of past or future sales.
- [More...](http://www.sales-lead-experts.com/tips/articles/wish-lists.cfm)
### Sales
- I wish corporate management would quit creating sales targets and quotas using the WAG (Wild Ass Guess) and WT (Wishful Thinking) methods. Instead, it would be more realistic to base targets and quotas on a combination of market research, past performance, and forecasts from the sales people in the field.
- I wish sales management would design compensation programs that reward salespeople for all behaviors that contribute to the success of the company. Commissions are important, but how about also rewarding salespeople for “closed-loop” feedback on sales leads, more accurate forecasts, adding names and information to the sales and marketing database, and other tasks important to the company’s ongoing success? Then, maybe salespeople would invest more time and effort towards these important tasks.
- [More...](http://www.sales-lead-experts.com/tips/articles/wish-lists.cfm)
