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Michael Hanson


You hit the nail on the head with #1 - if your company fails at generating demand everything else you can possibly do is a futile effort at driving sales rather than capturing or reallocating value in the marketplace. I've worked for companies that leveraged both marketing and sales in a cohesive manner to generate demand as well as companies where the focus was leads in quantity not quality. In the short term, revenue can be driven (not earned), and the company's marketing / sales efforts appear successful. In the long term, well, to be blunt, the companies that failed to generate demand are no longer here.

Rick Demko

Great reminder! I heard someone once say Marketing is talking about yourself. Public relations is about getting others to talk about you. But Sales, Sales at its core is all about listening.

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