What your marketing department needs to do to help your team sell

11/7/2011 | Harvard Business Review online

Marketing departments too often churn out generic-sounding messages that fall on deaf ears and make life more difficult for the sales teams they are supposed to be working with and helping, write Matthew Dixon and Brent Adamson. Marketing departments can take a number of steps to fix this problem, such as emphasizing the qualities that set their company apart from other suppliers and focusing on capabilities their customers may have overlooked, they write.

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