Revised July 11, 2017
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.