Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team. So why, three months later, is no one using it?! Here are just a few of the reasons I hear from salespeople:
“There’s too much information in it. It’s not my style. It’s already out of date. I can never find what I need…”
While there’s some validity to these claims, when salespeople “go rogue,” (i.e., use a hodgepodge of content or throw out the presentation all together), key messages get lost, and quality and accuracy suffer – along with the customer and the opportunity.
Sales or Marketing? Who is responsible?
Despite all the talk of the disconnect between sales and marketing, both share a common goal: communicating the value of your solution in a way that drives the customer to take action. And sales and marketing also both play a role in