One of the best ways to build collaboration between sales and marketing is to establish a formal SLA between the two organizations. The SLA can cover a wide range of business processes and reporting metrics, but the most important aspect will be establishing quantifiable goals for lead generation. In some cases, the SLA might define the total number of leads…
In my last post I explained how the sales organization is focused on winning this Sunday’s game, but the marketing team is thinking longer term about how to win the Super Bowl. The two teams, product and sales, have an irreconcilable difference in focus, priorities and strategy. By its nature, the sales organization is goaled on short term performance. Sales leaders…
It’s September and the NFL has already completed its first week of play. I always say the September games don’t matter. They might as well be pre-season, because you could lose all four weekends in September, but then catch a winning streak that leads into the playoffs. In the NFL it is not who wins an individual game that matters. …
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