We Can Work It Out — Or Can We?

Failure to launch?

You can ask almost anyone what the key is to a strong relationship, and they’ll likely tell you it’s a combination of communication, compromise and a bit of work. However, recent findings suggest that the relationship between marketing, sales and the buyer’s journey may have hita rough patch.

Meeting in the Middle. Aligning “well enough”, as an additional 34% of respondents said, may do the job in the short-term, but for a successful long-term relationship, executives need to put in the work, use their tools and align with the buyer’s journey.

of executives say they aren’t very well aligned to the buyer’s journey. They have the right tools, but hardly anyone uses them.

Compromise is key.

Communication Breakdown. The second greatest point of failure was with “The Process” (21%), where sales does not have the tools/information to align with the buyer, open the lines of communi-cation and move the deal forward.

of organizations fail at the beginning of the selling cycle, due to nurtured leads being poorly handed off from marketing to sales.

Driving a Hard Bargain.Marketing and sales need

to work on the give and take of their relationship.

An additonal 27% said they adapt “well enough”

to changes in the sales cycle, but this isn’t enough.

However, 64% of organiza-tions admit to not adapting very well to changes within

the sales cycle.

Irreconcilable Differences?Irreconcilable Differences?