The Leaky Funnel: How to Align Sales & Marketing with Business Buying Cycles | Boost Customer Acquisition & Revenue Growth | For B2B Companies & Sales Teams

The Leaky Funnel is the marketing strategy book authored by Hugh Macfarlane. This business novel is packed with fresh, key arguments for a major change in the way businesses organise and manage their combined Sales and Marketing resources.The central argument, that a new framework is needed for the aggregate Sales and Marketing force, is based on Hugh's 20 years-plus experience, and has now been well proven in many leading businesses as a means of accelerating the effectiveness of their endeavours to earn more customers."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"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