Why Are 50% of Sales People Not Satisfied with Marketing?

Why Are 50% of Sales People Not Satisfied with Marketing?:

When sales and marketing are divided it can have a major impact on your revenue. Last month we surveyed the market and found that 50% of sales people were not satisfied with what marketing was delivering. That’s a scary number. But what are the root causes of the divide? In the coming weeks we’ll explore a variety of potential sources of this friction.
One of the leading causes stems from how marketing supports sales with collateral and sales material. In fact, our survey revealed that the problem of equipping sales teams with the right sales tools was as big of a cause for the divide as the classic “where are the leads?” challenge.
This content, like presentations, datasheets, white papers, and proposal content is vital to the success of a sales effort. But are sales people satisfied with the content that is being delivered? The answer is no, but its causes are more nuanced. We can break the challenges down into three major categories.

We don’t have access to the right sales tools.

Fully one-third of sales teams don’t think marketing delivers the tools (like datasheets, collateral, etc.) that support a sales process. That means that they think there are gaps in their collateral arsenal that are holding them back from selling more effectively.
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