3 Cures for Sales Rep Incursion

It is the Email marketers loathe.? The sales rep who wants to attend an obscure event.? Or purchase un-needed swag.? Or sponsor a buddy’s foursome at a charity golf outing.? ???

It is un-wise to discard an outreach or inquiry from a colleague in sales – even if it’s misguided.? That’s because it is imperative for sales and marketing to be in-step.? It helps ensure consistency in brand promotion, while more quickly filling and maturing the pipeline with quality leads.??

A proven approach for sales/marketing alignment is to integrate reps in the content process.? Here are three ideas:

1. Solicit guidance on the issues, trends, and topics to be prioritized in the editorial calendar.? Sales professionals are in-communication with prospects.? The rep brings an intimate understanding of customer priorities and challenges.

2. Ask reps to identify high-value targets with a commitment of an account based marketing initiative (ABM).? This will help smooth and speed the sales process.

3. Source quotes from the sales professional to elevate their professional standing and reputation.? Customers do business with people they know and trust.? Show your colleague in sales how you can leverage thought leadership to contribute to their “know and trust.”