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This is a response to a http://www.softwareceo.com/ forum thread:
“Hello, We are a small ASP. Most of our marketing budget is spent on SEO and PPC ads. Our experience is the people who request a demo, quote or trial are ready to buy in the near future. To keep the pace of growth going we’re now considering alternative tactics such as direct mail postcards, tradeshows and whitepaper promotion. All of these we hope will generate leads, however I expect they will require more work to get them to a close.
A friend suggested to focus more on hiring great sales people and worry about lead generation later. His point is to go get a great salesperson who can generate their own leads. In fact he said when he was VP of Sales the quota was set at 300K per quarter, per person. This was about 7 sales per quarter based on their average price. He said 8 or 10 failed and were fired and 2 of 10 made or exceeded the quota.
My gut says we need to do both, but I was intrigued by the idea of hiring a very aggressive, proven salesperson that’s not afraid to use their roladex or cold call. Just wondering if anyone has encountered such spectacular salespeople?
