Sales And Marketing To Sh... - Value-ology: Aligning

: 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.

: 94% of prospects disengage when vendors provide irrelevant content. 3. Framework for Alignment and Value Creation Value-ology: Aligning sales and marketing to sh...

To deliver profitable propositions, teams must integrate their efforts across the entire value chain:

Traditional business models often suffer from a "product push" mentality. Value-ology shifts this focus toward a , where success is measured by how well a company stays in tune with what customers truly value. : A conceptual framework that layers value from

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

: Marketing produces materials that sales never uses because they don't resonate with the actual customer journey. Based on the book by Simon Kelly, Paul

Marketing and sales frequently operate in silos, leading to: