The great divide between sales and marketing has been exacerbated by the recession, and the marketing camp seems to be losing the good fight.
This could very well be the turning point for both factions once they can appreciate what the other can bring to the table, and where marketing no longer needs to be the underdog. Rackham explains: “In the transactional sale, the tools you need to drive the business largely come from marketing, great advertising, databases, good collateral, the things that marketing traditionally produces are what drive the transactional sale.” Yet very often, the transactional sale comes under sales and therein lies the uneasiness.
[This article is republished courtesy of INSEAD Knowledge
http://knowledge.insead.edu, the portal to the latest business insights and views of The Business School of the World. Copyright INSEAD 2023]
Very insightful ! Has a lesson for every marketer..
on Apr 6, 2010A very nice article.. loved the little nuggets about entrepreneurs/sales people. Defnitely a good reminder to self.
on Mar 10, 2010