Steve Johnson on technology

For companies selling products worth less than $100,000-$250,000, the old school strategy of hiring more feet-on-the-street to drive revenue growth is failing more often. Or just fails.

An excellent post by Aaron Ross of Pebblestorm. Salespeople do not cause customer acquisition growth, they fulfill it; product marketing causes new customer acquisition and sales fulfills it. 

If you're asking for sales people to do prospecting instead of follow-up on hot leads, then product marketing isn't doing its job. Check out Ross' advice to see if this new mindset will work for your company.