Business Objectives, Conference, Management and Media

Executives and Salespeople Are Misaligned — and the Effects Are Costly

Harvard Business Review

JANUARY 26, 2017

companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. Beginning with conversations with frontline salespeople and managers, they asked, “Are the salespeople having a conversation that helps customers see the value of these services?” There are other gaps, too.

Execution

Execution Cost CRM Telecommunications

Get More from Your Event Spending

Harvard Business Review

MARCH 31, 2015

Three of five marketers use no tools to measure event ROI, and most companies plan and execute events without specific business objectives. Technology to do this exists, and it has implications for what managers can do before, during, and after the events they sponsor or attend.

CRM

CRM ROI Budgeting Public Relations

Leadership Digital

Executives and Salespeople Are Misaligned — and the Effects Are Costly

Get More from Your Event Spending

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