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| Posted: |
23 Apr 2008 |
| Published: |
22 Jan 2008 |
| Format: |
PDF
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| Length: |
5
Page(s) |
| Type: |
White Paper |
| Language: |
English |
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ABSTRACT:
Top sales and marketing executives took away from the first CLOSE (The Coalition to Leverage and Optimize Sales Effectiveness) workshop at Columbia Business School in New York, that the core of the challenge to aligning Sales and Marketing efforts are environments with typical corporate cultures that do not foster cooperation. The three distinct areas that need addressing are people, processes and systems. One of the problems discussed was that Sales and Marketing have misperceptions in roles and responsibilities. Another problem discussed was that sales trainers in recent years have focused on "solution" selling. Marketing personnel have not received the same training as salespeople; there is a disconnect between the materials Marketing produces and the way Sales uses them in the marketplace.
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BROWSE RELATED RESOURCES:
CRM | Marketing | Sales Force Automation | Sales Information Systems | Sales Representatives |
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View All Resources
sponsored by CMO Council |
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