Presentation at #UpStart Live by Kingshuk Hazra from LeadStrategus. It describes the elements - people, know-how, & tools required to convert leads into customers. It talks about closed loop management & customer lifecycle sales & marketing. It makes the premise that in many situations digital channels are necessary but neither enough nor sufficient to get customers out of leads. It talks about the specifics of the India market where much more intense F2F & tele touches are required. It talks about the sales motions - particularly around the ideology of AppDynamics founder Jyoti Bansal that Enterprise Sales is an absolute science and not an art! Happy reading & do share your feedback!