Aligning Marketing and Sales

For years, I’ve been writing about how businesses can optimize human relationships inside and outside their organizations. I’ve fleshed out this idea over many blog posts, with a core visual denoting three kinds of strategy that should always be tightly linked. I love the purity of this diagram, but some kinds of businesses merit an expanded framework. In my last post, I complicated this model slightly, by adding a fourth circle for corporate strategy: For B2B companies, however, there is at least one more circle that’s conspicuously missing, and I want to address it now: Sales. I have avoided talking…

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