CRM Guide to Eliminating Guesswork:
Get Control of Your Business

Crossing the Great Divide: 5 Steps for Aligning Sales
and Marketing

Too often, marketing blames sales for not following up on the leads it generates, while sales accuses marketing of not pulling in the right leads. This introductory whitepaper explains how by forming a joint task force and backing it up with real-world information, you too can break the stalemate and instigate the focus needed to effectively drive sales and revenue.

• Lead definition: agreeing universal elements using real-world data
• Accountability: closing the loop on people and process
• Supplying the tools: developing customer-ready materials
• Long-term gain: automating the nurturing process

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