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HBR Digital ArticleHow the Rift Between Sales and Marketing Undermines Reps
The fourth article in a four-article series. Read the first, second, and third entries. It's no secret that sales and marketing executives don't always see eye to eye. In a recent Corporate Executive...
November 07, 2011Quick view$11.95(USD) -
Industry and Background NoteCreating the Customer-Centric Team: Coordinating Sales & Marketing
Focuses on the coordination of marketing and sales--two functions that seem alike but are, in practice, difficult to integrate. Briefly explains the challenges to coordination and provides some...
February 25, 2002Quick view$8.95(USD) -
Spreadsheet Supplement
InsightSquared: Developing the Sales and Marketing Plan, Spreadsheet Supplement
This are Excel spreadsheets of Exhibit 3-6 from the InsightSquared: Developing the Sales and Marketing Plan case #816074.
February 10, 2016Quick view$0.00(USD) -
CaseEntrepreneurial Sales and Marketing Vignettes
Which sales candidate is a startup's ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Early stage...
July 21, 2016Quick view$11.95(USD) -
Core Curriculum ReadingMarketing Reading: Sales Force Design and Management
Now featuring updated suggested and featured reading sections and new Test Bank questions. This Core Curriculum Reading introduces (1) the importance of sales force design in implementing...
June 30, 2014Quick view$40.00(USD) -
HBR Digital Article4 Ways the Best Sales Teams Beat the Market
Including lower sales costs and more administrative support.
April 25, 2014Quick view$11.95(USD)