Escaping the Black Hole: Minimizing the Damage from the Marketing-sales Disconnect

Escaping the Black Hole: Minimizing the Damage from the Marketing-sales Disconnect
ISBN-10
0324301251
ISBN-13
9780324301250
Category
Business & Economics / General
Pages
211
Language
English
Published
2005
Publisher
Thomson/South-Western
Author
Robert J. Schmonsees

Description

A fourth of all B2B marketing and sales resources are wasted on misguided initiatives and activities. As much as 80 to 90 percent of the content produced by marketing is considered useless by salespeople. And only 29 percent of a B2B salesperson's time is actually spent on selling. Companies who sell complex products and services struggle with the growth in the raw volume of content, the constant change, and the number of contributors. This often leads to significant duplication, inconsistent information, and a dilution of the message that complicates the sales process - confusing prospects and sales reps alike. Written by sales and marketing expert Bob Schmonsees, this enlightening book aligns marketing and sales organizations, putting everyone companywide - from the CEO to the assistant - on the same page. The last decade saw an increasing misalignment between marketing and sales, as well as allowed inefficiencies to creep into the marketing and selling model. Schmonsees reveals the secrets to bridging the gap, cutting the clutter, and eliminating the waste.

Get the book

Amazon.com
Amazon.com
Search the book
eBay.com
eBay.com
Search the book

Other editions

Similar books