The Sales vs Marketing Divide


Another gem from Miller Heiman, this time talking about getting sales and marketing on the same page.  Read the whole story here...

It shouldn’t surprise anyone in sales or marketing to hear that 83 percent of companies are unsatisfied with the way their sales and marketing departments work together.

“We send hundreds of great leads to sales every month, but they seem to go down a black hole!”

• 74 percent of marketing departments consider they are supplying quality leads in sufficient quantity to sales but sales cannot close them.

While at the same time…..

“You call this a lead? Most of the time, the person I call doesn’t even remember asking to be contacted.”

• 89 percent of sales departments believe marketing is not producing enough leads and even those that are being generated are of poor quality.

Who’s to blame? Or, more likely, where does the preponderance of blame reside? More importantly, how do you know, quantitatively, how to judge which function is executing its tasks more effectively?

Get the rest of the story here...