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Aligning Sales & Marketing With the Lead Flow Process July 19, 2010

Posted by Mike Gospe in Integrated Marketing, Lead Gen, Marketing Operations.
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Ever been in the middle of the following heated dialog between the VPs of sales and marketing?

“Marketing sends us lousy leads!”
“The leads are fine!  The problem is that Sales can’t close!”

These statements are symptomatic of one or more areas of dysfunction between sales and marketing.  The three most common alignment problems are ambiguity, finger pointing and ignoring reality.  Janet Gregory, a veteran sales leader, wrote a wonderful article on how to identify the warning signs and what can be done to foster tighter alignment.

How have you been successful in aligning marketing and sales?  I invite you to share your stories.

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