Sales vs Marketing - The Great Debate
Which is more important, Sales or Marketing?
Actually, that's the wrong question because they are two sides of the same coin, but most businesses miss incorporating Sales & Marketing into one seamless process.
Because of this, most businesses miss out on Sales because they don't understand how Marketing and Sales should work together.
I had an AHA moment one day.
My Breakthrough Moment
Early in my sales career, I relied on cold-calling prospects day after day. It was exhausting and inefficient. I relied on tenacity, persistence, and attitude to become top in sales during my career, but something was missing.
One day, while sitting in my car, reluctantly preparing for another day of cold calls, I thought,
"There has to be a better way!"
That's when I started immersing myself in understanding marketing. I shifted my focus to leveraged activities like creating content, hosting events, and sending opted-in email campaigns. My cold calls decreased dramatically, yet my qualified meetings increased, and my Sales Soared with less effort.
Key Takeaway: The Purpose of Marketing & Sales
Marketing builds confidence in the mind of your target audience about you and your solution, being able to solve their problem, which attracts prospects-generating leads, and hands off the Leads to Sales, and Sales convert Leads into meetings and meetings into clients.
In 2016, I started my business to help businesses bring Sales & Marketing together in one process.
This was a game changer for me and my clients. By combining Sales and Marketing, we reduced sales cycles, increased close rates, eliminated no-shows, and drove revenue growth.
Bringing Sales and Marketing Together
Have you ever felt frustrated trying to align your Sales and Marketing teams? Many businesses need help because their Marketing and Sales are siloed.
But it doesn't have to be this way!
As a Fractional Chief Revenue Officer, the first thing I'll do is bring Sales & Marketing together in the same weekly meetings. We discuss the roles of Marketing and Sales and the vital roles of both. We establish their prospects' primary needs and wants and develop a Marketing Strategy and Sales Process that work hand-in-hand with one another.
A Winning Sales Culture is Established
The once distinct Sales and Marketing people are now on the same page and working as a team, and the results typically end up doubling their Sales in 12 Months.
Have me review your Marketing Strategy & Sales Process - Schedule a Complimentary Sales & Marketing Assessment by Clicking here
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It will only take 20 minutes, and you'll walk away with clarity whether we work together. You'll be glad you did!
The Power of Working Together
With Marketing campaigns tailored to the target audience's needs, Sales reps get qualified, warmed-up leads to contact instead of cold calls. The results are transformational.
One Example
Here's a real world example from last week. One sales rep's marketing content highlighted how he solved his client's problems and helped them reach their goals. A person looking for a solution for her company saw his content and contacted him about an opportunity with six locations. This will generate tens of thousands in commissions for him and hundreds of thousands of dollars for the company.
This was the first time he had had this happen. Someone interested in working with him had confidence in his solution before ever talking with him because his content kept popping up in her LinkedIn feed.
This is the power of aligned sales and marketing. Great content attracts qualified leads so sales reps can have high-value conversations.
Video Recording from Live LinkedIn Event - LinkedIn Marketing meets Sales Process - A Blueprint for Sales Growth
Bringing Sales & Marketing Together
So, how can you align your sales and marketing teams? Here are a few tips:
- Unite them! Bring sales and marketing together for regular meetings. Get alignment on shared goals.
- Get Sales involved in Marketing activities like hosting webinars and writing content. This builds their brand and generates leads.
- Have marketing create landing pages featuring each Sales rep. Turn their LinkedIn profiles into lead gen assets where your prospects opt-in with their name and email address.
- Promote content that speaks to your audience's needs. This builds confidence in your solution.
When sales and marketing join forces, you get predictable revenue growth: lead generation and sales conversion working as one.
Let me know if you have any other questions! I'm here to help YOU unlock the power of an aligned Sales and Marketing Process. Click on Chaz Horn and send me a direct message here on LinkedIn.