Well in a word, yes. The task of selecting vertical markets and companies that fall within those verticals or targeting individuals with specific roles within those companies is actually ‘marketing 101′. The question is -should a Sales department be doing the marketing role of prospecting? I’ll give you the usual consultant’s answer and that is ‘it depends’.
What it most likely depends on is the size of the organization and whether they can afford to have a proper marketing department. If the organization is too small then perhaps the sales department is required to double up on their efforts and perform marketing tasks in order to find customers to sell to. If you’re in sales imagine if you had nothing but qualified people contacting you with questions about your product or service? What if you’re in sales management and your team had nothing to deal with but organizations contacting yours about services that you sell while your team was equipped with all the materials they needed to educate, answer questions, demonstrate your services and close sales.
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