It’s hardly news that B2B sales and marketing teams aren’t always on the same page. And it’s not just arguments over lead quality. According to research from IDC, over 40% of all marketing materials aren’t used by sales teams. The primary reason is that sales reps are unable to locate or access the materials when needed.
But in top-performing organizations, sales and marketing are closely aligned. A CRM system is usually the starting point, but the technology available to support sales+marketing alignment go well beyond a common platform for customer and prospect contact information.
The eight tools here deliver a range of functionality such as email automation, automatic email and call logging, workflow scheduling, lead qualification, sales enablement, and personalized direct mail.