There’s a place for tools that sales people use to duplicate (replace? enhance? remedy?) the work of the marketing department. But aren’t the most essential sales tools those that actually help sales people to close deals? Do you already have great sales presentations?
Who provides the ‘official’ sales presentations in your company? Is it sales, marketing, or someone else?
In my experience of working with 1000s of B2B companies, the sales presentations are typically provided by marketing – along with most of the other tools that sales use (or ignore). So, if providing effective sales tools is typically a part of what B2B marketing teams do, why doesn’t it get more attention?
Why one company failed with marketing automation, and how other companies can avoid the same mistakes.