Professional Documents
Culture Documents
Wa0005
Wa0005
IBM Issue
Defined
Undefined
Aligned
Integrated
TYPES OF RELATIONSHIP B/W
SALES & MARKETING
Defined
Set processes and rules to prevent
Know who is suppose to do what & do their
own task
Have common ground and language
Undefined
Both grow independently
Doesn’t know what department is working
on
TYPES OF RELATIONSHIP B/W
SALES & MARKETING
Aligned
Clear boundaries with flexibilities
Sales forces uses marketing terminologies
Marketers also plays important role in Sales as
well
Integrated
Boundaries are blurred
Develop and implement shared metrics
Marketing focused on forward thinking task
RELATIONSHIP B/W SALES &
MARKETING
MOVING UP :
There are two main groups.
1. Marketers
2. Sales group
Broad process
Targets consumer
Design to increase awareness of a brand
How do well Sales and
Marketing working together
Regardless of how marketing create ‘leads’ that
sales will pursue and try to convert unfortunately
that often where relationship between the two
departments end
Funnel
Brand Awareness
Brand Interest
Brand Consideration
Brand preference
Awareness
The marketing funnel starts with awareness stage.
The goal of this stage is to gain presence and to
introduce your brand to potential customer.
Consideration
Once potential customers moves from
the stage of awareness. They enter the
stage of consideration, a deeper relation
built with your customer, and the
potential customer is interested more
about your brand and services
Brand preference