The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

by Mark Roberge

To Recap The dysfunctional relationship between Sales and Marketing is the kiss of death in a buyer-driven world. Use the Sales and Marketing SLA to replace the subjective and qualitative aspects of the Sales/Marketing relationship with well-defined targets and quantified goals. The Marketing SLA provides a framework to put Marketing on a revenue quota, similar to Sales' dynamic. Sales is accountable to Marketing just like Marketing is accountable to Sales. The Sales SLA defines a series of behaviors expected of the Sales team to ensure each lead is worked effectively. Send daily reports updating the entire Sales and Marketing team on the Sales and Marketing SLA. Manage the Sales and Marketing machine on a daily basis.