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Lead Management Automation Unites Marketing and Sales

In: Marketing and Sales Automation

Author

Listed:
  • Uwe Hannig

    (Institute for Sales and Marketing Automation (IFSMA))

Abstract

Especially in Anglo-American countries, the support of sales is considered the most important task of marketing. In Germany, however, marketing has built up a different self-image over the years and sees itself as the master of market-oriented corporate management, with sales as subordinate element. Over the decades, this has led to an increasing demarcation and distrust between marketing and sales. Nevertheless, the digital transformation is now forcing the two departments to work hand in hand. This is most evident in the automation of lead management, as shown in the following article.

Suggested Citation

  • Uwe Hannig, 2023. "Lead Management Automation Unites Marketing and Sales," Management for Professionals, in: Uwe Hannig & Uwe Seebacher (ed.), Marketing and Sales Automation, pages 317-329, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-031-20040-3_20
    DOI: 10.1007/978-3-031-20040-3_20
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