Do Marketing Cultures Outperform Sales Cultures?
I Believe That a Marketing-Driven Company Makes Selling Easier
From
my experience most small and mid-sized companies are product-centric and sales-driven.
They fall short of practicing solid marketing
principles. Their promotion
and sales campaigns fail to achieve ROI goals.
They typically reward only short-term quota related metrics. Buyers are wary of their sales reps who ask
to partner with them to solve a problem but don’t have the necessary business
acumen for adding value, which results in customer relationships that last only
as long as a given sales opportunity.
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By John Bernardi
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