Marketing Says and Sales Responds

Marketing Says:

• “Salespeople ignore corporate branding and positioning and just do their own             thing.”

• “We generate leads and create sales support materials that get ignored.”

• “We don’t know what collateral works or what is being used.”

• “We are swamped with sales requests for ad hoc support.”

• “Sales is slow to learn about new products—getting them up to speed takes                 forever.”

Sales Responds:

• “The one-size-fits-all corporate message doesn’t help me close orders.”

• “Marketing wouldn’t know a qualified lead if it tripped on one.”

• “We can’t find the sales support materials we need—and when we do, it isn’t                 targeted to my selling situation.”