What is record company marketing?

B2B Marketing: How does your org define "Assisted Grassroots"?

• I'm looking to improve our terminology of "assisted grassroots" leads.  Here's a use case using fictional names: 1) A lead (John) comes in through a traditional marketing campaign and is assigned to a sales rep (Michelle). 2) Michelle then uses online tools to find John's supervisor, Mike.  John is the marketing lead and a typical grassroots lead is one whose company did NOT exist in Salesforce at the time it was manually created by the sales rep.  When she creates a new lead record for Mike it's a hybrid between marketing and grassroots.  How/where should the lead record for Mike be attributed and how do you label this lead?

• Answer:

  I'm of the opinion the salesperson who takes the initiative to research and find the longer tail sales lead should be credited with the lead. Had s/he not taken this initiative to do the research, make the calls, and follow through with the influencer and the decision maker then the original lead would probably not develop into a potential sale and would most likely become stale. Companies who want/need to grow sales channels need to focus more on enabling the success of their sales force. A large part of the sales teams success equates into an even larger success of the company's success in growing revenues. As for a definition call it "assisted grassroots" categorically, but know that sales are sales. Defining the incoming channel is important for workflow development, but less important than actually closing more sales.