| The Leaky Funnel: Earn more customers by aligning Sales and Marketing to the way businesses buy Contributor(s): MacFarlane, Hugh (Author) |
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ISBN: 0975135414 ISBN-13: 9780975135419 Publisher: Mathmarketing Pty, Limited OUR PRICE: $18.95 Product Type: Paperback Published: November 2003 |
| Additional Information |
| BISAC Categories: - Business & Economics | Marketing - Industrial |
| Physical Information: 0.5" H x 5.5" W x 8.5" (0.62 lbs) 238 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: The Leaky Funnel is the marketing strategy book authored by Hugh Macfarlane. This business novel is packed with fresh, key arguments for a major change in the way businesses organise and manage their combined Sales and Marketing resources. The central argument, that a new framework is needed for the aggregate Sales and Marketing force, is based on Hugh's 20 years-plus experience, and has now been well proven in many leading businesses as a means of accelerating the effectiveness of their endeavours to earn more customers. "At last something different. This is a realistic picture of how sales and marketing get negotiated inside an organisation." -- Grahame Dowling. Professor of Marketing, Australian Graduate School of Management "highly relevant look at one of today's most critical topics, how to bring sales and marketing together." -- Don Schultz. Professor Emeritus-in-Service, Northwestern University, USA |