The Leaky Funnel: Earn More Customers by Aligning Sales and Marketing to the Way Businesses Buy
"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"Hugh brings a great perspective on mapping the buyer’s journey in relation to managing the sales cycle." --CRM Today - editorial 9 June 2004"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