Brief: Mind The Gap: What B2B Marketers Need To Know About Sales Operations
Closing The Gap Between Marketing And Sales
August 5, 2016
Why Read This Brief
As self-service buyers become more prevalent, marketing must work further down the sales funnel to highlight specific gaps in understanding across job functions. Whether it's misaligned performance metrics, lack of clarity around lead scoring (and definitions), or a misunderstanding of comp plans, there are clear points where marketing and sales don't fully get each other, leaving sales ops in the middle to make sense of the chaos. This brief advises B2B marketers on how to properly engage with sales operations and ensure tighter alignment between their sales and marketing organizations.
Already a Client?
Log in to read this document.
Become a Forrester Client
Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.
This report is available for individual purchase ($349 USD).Purchase
Develop Your Revenue Growth And Acceleration Strategy
January 11, 2017 | Lori Wizdo
B2B Marketers Must Step Up To Message Management
March 4, 2015 | Lori Wizdo
Maximize Business And Career Value From Industry Analyst Relations
May 2, 2017 | Kevin Lucas