More than 200 people tuned into the May 3 AMA Webcast that our Paula Stout led on “Get-in-Step with Sales”: How World-Class Companies Bridge Gap Between Marketing and Sales. Paula presented some sure-fire short- and long-term actions that companies can take to stop the finger pointing and get Marketing and Sales on the same path to double-digit growth. These include

• Listening to Sales through a disciplined and sustained Voice of Sales methodology
• Mapping marketing efforts and content to the customer buying process so that they are aligned with Sales’ needs during the cycle
• Determining the effectiveness of your marketing-sponsored activity mapped across the buying cycle using a Heat Map.

The Heat Map really resonated with listeners, generating a lot of follow up questions and interest. It shows, at a glance, all marketing activities mapped across the buying cycle to determine where marketing is being most effective in supporting sales. If you would like to discuss the effectiveness Heat Map and other ways to close the Sales-Marketing divide and drive growth, I invite you to contact Debra Colombana.

She’ll make sure you connect with the right person for a lively and productive conversation.

Nancy Heifferon, Consultant
Nancy.Heifferon@phelongroup.com