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Case Studies High on Sales List of Important Tools

Thursday, September 21, 2017 11:42 AM

What does the B2B sales team need from the marketing department to win more deals? According to MarketingProfs, its better messaging, more qualified leads and better marketing materials. The report also said that the top three tools, assets or activities sales needs to win more deals are:

• Industry events

• Value proposition

• Case studies 

But perhaps the most important revelation of the MarketingProfs report/survey is why sales is not getting what it needs. Oh wait, according to the report, 37 percent of sales respondents said the two departments have a lack of communication, while 27 percent see differences in what’s important. Is this bad communication, chaotic culture or both?