Marketing Is Sales Support --Sherburne

I HAVE written a great deal about marketing strategies in this space, including everything from marketing basics to self-promotion and integrated communications strategies. One area of marketing that is often overlooked is the role of providing support to the sales force. This can range widely from development of brochures and lead generation campaigns, to advertising, events and presentation development. Marketing should also play a role in sales training. This is often a function that is relegated to sales management or ignored entirely.