Excerpt from Jill Konrath’s “Candid Letter from Sales to Marketing”

Dear Marketing,

I know we haven’t always gotten along. In fact, I’ve been pretty critical of you over the years.

I’ve complained that you’re not doing enough to get us business. I’ve blamed you when our new offerings fail to achieve projected success. I’ve accused you of being out of touch with what’s really going on with our customers and prospects.

The truth is, I don’t want to be the fall guy when I don’t reach my numbers. You don’t either. You’ve been just as hard on me as I’ve been on you.

You’ve criticized my salespeople’s skills, telling everyone in the company that we’re incapable of selling value. You’ve carped about our bonuses, whined about our expenses or grumbled that we weren’t working hard enough.

Enough already. We need to stop this blame game or neither of us will be successful. Personally, I’m at wit’s end. It’s harder than ever to reach our numbers, and I don’t see things getting any easier in the future – especially when I talk to the people who buy our products and services.

You may not realize this, but most of our prospects today suffer from a severe case of Frazzled Customer Syndrome. This is a debilitating condition brought on by excessive workloads, 24/7 availability, information overload, lack of sleep and job-related stress….more

To read the full article, visit the website of Manticore Technology—a leader in demand generation software—and download the full version here.

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Posted in: CRM, Customer Relationship Management.