Model Overview Report

The Demand Engine: An Introduction For Chief Sales Officers

May 10th, 2018

Summary

Chief sales officers (CSOs) must ensure that their sales teams optimize the mix of inputs to the sales process by balancing the flow of potential opportunities from several sources, creating a smoothly running demand engine. This engine’s four components —direct sales force, marketing/demand creation, teleprospecting, and channel teams — can each create leads. However, if one or more is not operating optimally, an excessive burden of opportunity creation may fall on the sales force. In this report, we provide an overview of the demand engine and give CSOs insights into the expected levels of contribution from each component.

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