Value-Ology: Aligning Sales and Marketing to Shape and Deliver Profitable Customer Value Propositions

by Simon Kelly, Stacey Danheiser, Paul Johnston

Book Overview

It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it's not relevant to the audience or the prospect doesn't even know the content exists. Furthermore 58% of deals end up in "no decision" because Sales has not presented value effectively.

Companies are creating lots of noise but failing to resonate with the customers.

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• Format: Hardcover
• Language: English
• ISBN: 3319456253
• ISBN13: 9783319456256
• Release Date: January 2017
• Publisher: Palgrave MacMillan
• Length: 199 Pages
• Weight: 1.00 lbs.
• Dimensions: 0.7" x 6.5" x 9.5"