Welcome to "The Marketing-Sales Disconnect" video lesson meant to draw attention to the breakdown that occurs between the marketing department and sales department in many organizations. This video lesson is the fourth of six in the "Account Management: Establishing Lasting Partnerships" video course, which teaches learners how to cultivate loyal relationships with accounts. In this lesson, learners will come to realize that, in most of organizations, marketing only does half the job when dealing with more complex accounts. They will learn that, in addition to institutional and product marketing, there must be direct marketing support regarding relationship levels, customer psychographics, and buying influences for the major tactical sales calls. In the end, learners should understand that bridging the gap between marketing and sales will help standardize the message to customers, ensure salespeople are following best practices, and greatly improve call execution overall.
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