When sales and marketing fail to collaborate, it has a big impact on the bottom line. That was one of the key messages from the Sales Enablement Strategies panel at the B2B Content2Conversion event.
Moderator Jon Russo, Founder and CEO of B2B Fusion Group, told the audience that poor sales-marketing alignment costs $14 million a year at a $1 billion firm. “For every 650 leads, one deal is closed in 19 months and sales cycle times have increased by 10% over the past three years, from five months in 2010 to 5.4 months in 2012,” he said, citing figures from Gartner, IDC, Alinean and DiscoverOrg.
- Published in Demand Generation