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Marketing's Role in the Sales FunnelProduct Type: Market Research ReportPublished by: IDC Published: November 2004 Product Code: R104-17596 Description
This IDC study takes a closer look at the sales funnel and identifies numerous opportunities for marketers to facilitate deal closure. By taking a decision-centric approach and bringing new tools and processes to sales-funnel facilitation, marketers can become sales management's best friend. "Marketers can do better than a 'fire and forget' approach to broad branding and lead-generation programs. The sometimes-adversarial relationship between marketing and sales is due for a change." ? Robert Blumstein, IDC research director, CRM Analytics and Marketing Applications Table of Contents
Table of ContentsIDC Opinion In This Study Situation Overview Figure: The Simplified Sales Funnel Figure: The Expanded Sales Funnel Sales Process Steps Future Outlook Essential Guidance Actions to Consider Learn More Related Research Appendix: Summary of Vendors Table: Vendor Expertise Summary Synopsis |
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