Read The Leaky Funnel by Hugh Macfarlane Online

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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 expeThe 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...

Title : The Leaky Funnel
Author :
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ISBN : 9780975135419
Format Type : Paperback
Number of Pages : 238 Pages
Status : Available For Download
Last checked : 21 Minutes ago!

The Leaky Funnel Reviews

  • Adam
    2019-02-02 04:16

    I thought the book offered a fresh approach of how sales and marketing can effectively work together towards a common purpose. Hugh Macfarlane writes a business story to illustrate how the company discusses and implements the buyer's journey. His writing style is concise and easy to read, yet goes into sufficient detail to explain this approach. A must-read for anyone in sales or marketing looking to improve their approach.

  • Jason Weeks
    2019-02-16 04:17

    Scarily boring narrative with interesting side bar of references.That's the best way to describe it. The reference reading and material from this list is definitely something of value as is some of the methodology espoused. That being said it could have been a 20 page case study from HBR rather than a 200 page story.Not worth reading except for the back appendices.

  • Dan MacInnis
    2019-01-31 00:14

    Hugh does a good job of explaining the relationship between sales and marketing with lead generation and customer management