The Sales And Marketing Divide

Topics:
Sales Regulations
Tags:
Marketers,
Marketing,
Marketing Research,
Sales,
Sales Force Management,
Sales Strategy
Source:
SalesVantage.com

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Overview: From the executive summary: ‘IT vendors are applying poor sales and marketing techniques that are resulting in less than optimal returns on sales and marketing investment. Marketers are wrongly applying the consumer-oriented marketing techniques to lengthy, business-to-business transactions. The consultative sales approach requires a more targeted, direct, and methodical formula that successfully maps content to help buyers achieve milestones throughout their decision-making process. Companies selling complex solutions can double the effectiveness of their sales and marketing efforts by changing the current execution models and tactics.’ The paper explains the reasons for sales and marketing divide.

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Format: HTML | Date: Jan 2003 | Pages: 1

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