Value-ology: Aligning Sales And Marketing To Sh... 〈2025〉

: Establishing formal programs to continuously capture "shiny gems" of insight that help prospects connect the dots.

Marketing and sales frequently operate in silos, leading to: Value-ology: Aligning sales and marketing to sh...

: Marketing produces materials that sales never uses because they don't resonate with the actual customer journey. Why Alignment Often Fails is a strategic framework

: 94% of prospects disengage when vendors provide irrelevant content. 3. Framework for Alignment and Value Creation and Stacey Danheiser

: A conceptual framework that layers value from the core functional product to intangible emotional, social, and relationship value. 2. Why Alignment Often Fails

is a strategic framework designed to bridge the gap between sales and marketing by focusing on the creation and delivery of profitable customer value propositions . Based on the book by Simon Kelly, Paul Johnston, and Stacey Danheiser, it addresses the critical issue where 90% of marketing content goes unused by sales because it lacks relevance to customer needs.

: Friction occurs when marketing is rewarded for lead quantity while sales is rewarded for profit margins.