Marketing Delivered> Sales Readiness

Sales Readiness focuses on aligning the functions in an organization to produce deliverables for a product or service that are consistent with the need of sales.

All too often the sales organization is kept in the dark prior to product launch. Basic questions about naming, pricing, positioning, collateral, etc. are unknowns. Softening of the earth (demand creation) has typically not started, however, the quota for the product/service/solution for next quarter has been established.

More importantly, sales tools (demos, white papers, ROI analysis, presentations, compatibility, upgrade paths, pricing, product /service/ solution training, etc.) are nonexistent and this negatively impacts a successful launch.

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