“Quality means doing it right when no one is looking.”- Henry Ford
The integration between sales and marketing is essential and it should be virtually invisible.
The ingredients to get it right:
-A team focused on recurring revenues
-Clear identification as to who is developing the proposition and who is delivering on it.
-Agreement as to the criteria for success.
-An understanding of how you nurture a lead through to a customer and who is responsible and who is accountable.
-Practice the baton change.