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It's easy to understand some of the typical divides between marketing and sales organizations. Marketing—fully versed in product and positioning and customer segments—produces reams of collateral to aid the sales force in making deals. But sales cuts and pastes and edits that material to suit the customers with whom they own personal relationships. The result is lots of wasted effort on both sides and little insight into what really worked with whom.


Go To: Direct Marketing News, Al Urbanski


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