marketing planning process

Don’t Neglect the Sales People!

I had an experience recently that shouldn’t have surprised me but it did. It happened as I started working with a $40 million software company. My job is to help the company improve it’s value proposition and follow through with detailed marketing and tactical plans. To gather the necessary information, I was participating in a conference call with the company’s sales people. I had a few minutes to ask some questions and proceeded to drill them about the details of how they sell, what ‘s most important to prospects and other key details.

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