Marketing Talks To Sales

As a marketing leader, what do you talk about with your sales leader?

Even in an organization where the roles are clearly defined for the marketing head and the sales head, it’s common to see clashes between the two leaders.

Of course, there are happy moments too, but how do you manage the conversations regularly when the ego and entitlement run the show.

First of all, for leaders to communicate with each other, there must be some ground rules set, like –

1. Criticism with the intention to demean the efforts of the other leader will not be tolerated.
2. Criticism along with some actionable ideas is welcomed.
3. Mandatory catchup must happen every week.
4. When leaders meet, they don’t need to include everyone on their teams in these conversations, unless necessary.

Whether you hold a full-time role of marketing head (CMO, Director of Marketing, VP of Marketing, etc), an outsourced agency acting as the marketing engine, or a fractional CMO, anything of that sort – You need to talk to the Sales counterpart and make them part of your journey.

As a marketing leader of a B2B organization, it’s your responsibility to keep your sales counterpart in the loop of certain information which can be vital for their efforts.

Now, understand that there should be one unified goal of your organization, for which the marketing team and sales team are both equally responsible. Both have their unique role to play, but their ultimate goal is the same.

With this mindset, both the teams actually become a part of the same process. They become a team.

Let’s look at some important things that you must consider to discuss or talk about with the head of sales in your organization.

1. “Who are the top 10 accounts you’re going after this quarter?”
2. “Do you need help with any specific content piece for any of your top-tier accounts?”
3. “What’s the best massage you’ve used to get the biggest deals done?”
4. “Do you need help with researching your individual target accounts? I’ve got some free bandwidth this week.”
5. “How’s the conversation going with your new prospect last week? She engages with our LinkedIn content a lot whenever we post about XYZ topic.”
6. “We have built a new set of content focused on our product. Here’s the link, you can use it in your sales conversations, especially for new prospects.”
7. “Did you see that new landing page we got designed? Wanted to run through the copy with you before we launch it.”

Use this as a ground to initiate your conversation, and see how thankful the sales leader will be. Even your marketing team will benefit from your regular conversations.

This is not to be postponed for tomorrow.

Open your Slack/email/phone and reach out to them.

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Openthrive helps B2B organizations build marketing strategies and redesign their business websites. Need to catch up with me??Reach out today.

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Originally published on?my personal blog

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For any questions or inquiries, please?DM?or reach out to me at?vertika[@]openthrive.com