Are sales and marketing on different planets? Sometimes it really seems as though the two departments are working for different companies, or certainly different goals! And sadly, there is often a disparity between how the two are measured and managed and that in part can highlight these issues.
The way we see it is that sales and marketing are both part of the same process: finding, winning and keeping customers. If you look at a traditional sales funnel, it used to be that sales people went further ‘back’ up the funnel. They did tasks that involved finding new prospects and making first contact. Today, the role of marketing has deepened and broadened meaning that marketing is usually how new prospects and customers are introduced. That’s a good thing, right? Read More