Summary of Escaping the Black Hole

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

Escaping the Black Hole book summary
Start getting smarter:
or see our plans

Rating

6 Overall

7 Applicability

7 Innovation

5 Style


Recommendation

Sales and marketing are critical departments in any corporation, but they never seem to work together very well. Author Robert Schmonsees explains why this happens, especially in the business-to-business sector. However, his blueprint for correcting sales/marketing "disconnects" is somewhat swamped by his writing style, which is full of repetitive prose and industry jargon. Eager to describe and elaborate on various problems and solutions, he tends to overuse numbered lists and circular flow charts. In fact, he sometimes enumerates good techniques for correcting a problem and returns to the same issue in a later chapter. Pulling such concepts together would have aided his argument. Thus, the worthwhile ideas in the book are challenging to put into practice. getAbstract believes that’s unfortunate, because the author’s insights are helpful, and a more systematic approach might have made them more accessible. Patient readers will find this book useful.

In this summary, you will learn

  • Why a gap has opened up between the sales and marketing departments;
  • Why Customer Relationship Management and other faddish solutions have not worked; and
  • How to bridge the interdepartmental gap with "customer-centric" perspectives and value mapping.
 

About the Author

Robert J. Schmonsees is a marketing and sales executive with 35 years of experience building and running both start-ups and large, publicly traded high-tech companies.

 

Summary

Bridging the Gap
Sales and marketing used to be linked, but over the past 20 years the gap between these two critical operations has increased. Today, the sales and marketing departments of companies that sell complex products and services often are disconnected completely from one another...

More on this topic

Customers who read this summary also read

Disruptive Selling
Disruptive Selling
7
The Sales Leader’s Problem Solver
The Sales Leader’s Problem Solver
7
Sales Growth
Sales Growth
9
The Sales Manager’s Guide to Greatness
The Sales Manager’s Guide to Greatness
8
Value-Added Selling, Fourth Edition
Value-Added Selling, Fourth Edition
8
The Purpose Is Profit
The Purpose Is Profit
9

Related Channels

Comment on this summary