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.
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Global Content
Marketing
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
#ContentMarketingWithPam
Available at these retailers: Amazon, Barnes and Noble, Indie Bound, 800CEORead
Effective Sales
Enablement
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
#SalesGrowthWithPam
Available at these retailers: Amazon, Barnes and Noble, Indie Bound, 800CEORead