Launch Clinic

Why Asking Sales What They Need from Marketing is a Bad Idea (Fri, 03 Feb 2012)
A cardinal sin of a marketer is to ask the sales team what they need to be competitive. The response to that question elicits a range of requests, often unrelated to the realities of the market. Recently, two independent reports confirmed for me a trend I’ve been seeing for years: that sellers have far less [...]
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