Often sales people do not actively follow up on marketing generated leads. This may be a result of poor sales behaviors, but it is more likely that sales teams are not confident in the quality of the sales leads they are getting. Marketing Automation is a powerful technology, but it is important not to “over automate” the classification of the lead.

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Guest Post By Vanessa Fox

The energy was palpable among the 250 sales enablement professionals at the start of the Forrester Technology Sales Enablement Forum 2012 — then Brad Holmes, VP, Practice Leader, Sales Enablement and Technology Marketing, Forrester took off his jacket, and then his shirt — to reveal his Sales Enablement HERO tee shirt. He fortunately stopped there, but the enthusiasm didn’t!

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