Sales and Marketing Alignment Begins With Your Customer

50 percent of B2B sales staff keep missing their quotas. It’s a problem as old as business itself.  The culprit, according to sales, is the quality and volume of leads from marketing. The marketing department may be quick to snap back that sales is ignoring their leads or not trying hard enough to close them.  When the squabbling causes the revenue pipeline to become even more unpredictable, that gets the CEO’s attention..... Read the full article on Forbes.

Is Your 2013 Planning a Budget Battle? Try Something New – Preference Marketing

It’s budget season for most companies and a key part of the process is balancing revenue targets with investment levels. We all know how the story plays out; it’s always a fight leaving all involved bruised and sore with a good amount of lost trust. Oddly, people wonder why Sales and Marketing don’t get along? The irony is that both Sales and Marketing are wrong..... Read the complete post on Forbes.