Sales Enablement
Achieve Sales Growth through Collaborative Sales and Marketing

Bring Marketing to Sales Enablement

Marketing focuses on the top of the purchase funnel, while sales aims at the bottom of the funnel. 

Marketing is all about creative, messaging, and campaigns (brand awareness), while sales is about opportunities and closing deals (meeting quotas). The engagement between sales and marketing encompasses the following areas:

  • Drivies demand generation
  • Fulfills sales’ collateral needs
  • Aidis sales training and onboarding

With digital, the lines between sales and marketing have become blurry. At certain points, we step on each other’s toes. 

Marketing managers use email campaigns to nurture prospects. 

Guess what? Sales are doing their own mini-campaigns to reach out to their own prospects. New technologies may make us productive separately, but it didn’t bring us together, since the tools sales and marketing use are not fully integrated. Sales and marketing need to re-evaluate how they should work together moving forward. 

As sales and marketing boundaries evolve and blur, marketing’s role will need to be expand to:                                   

  • Identify marketing elements that are part of the sales discussion      
  • Educate sales in key marketing programs
  • Help sales teams understand technology’s impact on marketing and sales
  • Brainstorm marketing programs which aid sales negotiations

Integrate sales and marketing tools, and the customer lifespan

Here is How to Establish a Relationship Between Sales and Marketing

  • Understand your current processes and challenges
  • Lead a collaboration day with key players
  • Identify main initiatives and key results for the teams to implement
  • Source salestech and MarTech tools for communication and collaboration 
  • Lead the implementation processes

 Collaboration requires people, data, process, technology, and tools. At the same time, it also requires marketing to be nimble and spontaneous. You’ll need to adjust sales and marketing priorities and budget allocation in order to effectively plan and collaborate.  

Are you ready to create or refine your sales enablement plan? Pam will work with you to optimize your plan through workshop or consulting.

What People Are Saying

“I loved working with Pam! She has great energy and insight and a no bullshit way of delivering a powerful message.”

– Sue Bruning, VP of Marketing and Communications, Cascade

“Pam understands the many intricacies involved in sales and marketing. She finds common ground between the two groups, and helps forge deep collaboration.”

– Greg Matranga, VP of Global Marketing

– Nancy, ex-VP of Intel and CMO of TE Connectivity

Get Pam’s Tools And Templates Today

Global Content

Technology has virtually erased national borders, forever transforming the way we reach and engage customers, as well as the way we search for and consume content. Global Content Marketing takes you step-by-step through the process of creating and refining your strategies to meet this new reality. Learn how to:

  • Create content that engages people–regardless of their country and culture
  • Identify key actions and strategies to apply to your projects
  • Connect “dots” that others don’t see and connect them in ways you never thought of before
  • Identify key actions and strategies to apply to your projects


Download a Free Chapter

Available at these retailers: AmazonBarnes and Noble, Indie Bound, 800CEORead

Effective Sales

A sales enablement book for marketers written by a marketer. If you are in marketing supporting your sales team, this book offers ideas to better support them. If you are in sales or sales operations this book will help you understand your marketing team better. Win-win!!

After finishing this book, you will:

  • Understand trends that impact sales professionals and how to take advantage of them
  • Become a better marketer with creative ideas on how to support sales
  • Be able to integrate sales elements into select marketing programs
  • Comprehend technology’s impact on sales enablement
  • Gain insights on how to assemble a first-class sales enablement team


Download a Free Chapter

Available at these retailers: AmazonBarnes and Noble, Indie Bound, 800CEORead

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