Since they’re marketingautomation company, adding a manual process may seem contradictory but such activity helps sales people evaluate companies a lot more effectively.
Steven Woods is the author of Digital Body Language: Deciphering Customer Intentions in an Online World and chief technology officer for Eloqua, a marketingautomation company.
Executives must stop focusing on labor costs, which, with automation, have become a tiny part of product costs, and look into how to right-size marketing, sales, and general overhead expenses.