PDF Ebook The Leaky Funnel, by Hugh Macfarlane
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The Leaky Funnel, by Hugh Macfarlane
PDF Ebook The Leaky Funnel, by Hugh Macfarlane
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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 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
- Sales Rank: #1735694 in Books
- Published on: 2007-07-02
- Original language: English
- Number of items: 1
- Dimensions: 8.50" h x .54" w x 5.50" l, .62 pounds
- Binding: Paperback
- 217 pages
Most helpful customer reviews
2 of 2 people found the following review helpful.
Great learnings embedded in a compelling novel format
By William C. Zeeb
Hugh Macfarlane, who has declared his 20 year goal to be the leading global authority on B2B Marketing, shares his experience and thinking through the vehicle of a riveting story of a board who seeks higher performance and the leadership team who designs and delivers.
Written from a refreshing Australian viewpoint (Christmas is in the summertime) this easy to read story contains both quantitative and soft skill insights to measuring and improving the Sales and Marketing Value Stream.
If you liked the Lean books The Gold Mine: A Novel of Lean Turnaround or The Lean Manager you will enjoy this story as well!
If you are looking for ways to dramatically increase your sales and marketing effectiveness, this work is definitely worth a read.
6 of 7 people found the following review helpful.
Pithy read for sales and marketing managers!
By M Gingell
Excellent read! This book delivers an epiphany to marketing and sales managers alike. This book is easy to read as it uses a story (and causes a few laughs as you recognise your colleagues and yourself) to convey a simple but striking message. By the end it delivers a practical framework for aligning sales and marketing efforts.
I wish I had this book on my bookshelf over a decade ago, when I started my first business to business marketing role! I think I would have been far more effective in engaging my sales peers. I have given copies to my marketing team and even better... to the sales team. Everyone has found the time to read it and I can already see results!
12 of 13 people found the following review helpful.
A fun read in a world of boring sales & marketing text books
By Brett Lindstrom
I have to admit that I'd had the Leaky Funnel for 3 months and hadnt read it because I assumed it was going to be a boring read. Sure it would have good points to make, but in my busy life it was going to be another text book on sales & marketing that would send me to sleep.
I was wrong. I really enjoyed the way it was written as a "novel" in context. I read it in two days (on my annual leave), made heaps of notes and have done some things as a result of reading the book.
A well written book that made me think about what I am doing.
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