Richard Brock, thought of by many as the "Father of CRM", pulled no punches in talking about failure of lead management in so many companies.
He says companies fail because marketing and sales teams are like dogs and cats, but they are learning they need each other. The old way of nurturing is failing, he says. Marketing must establish credibility and then this opens the door for salespeople to have the conversations. Leads are like bananas he says, some are too green to eat right away, when they get old and brown it can't be eaten. Timing is everything. CRM today has to be more than record keeping. Richard is outspoken as always.
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