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.”
