Your sales executive likely has a keen sense of what types of sales support materials traditionally have been helpful, and therefore has an opinion about sales support needs from marketing. But times have changed, and the playbook has been torn up.
Given the times, the sales team simply can’t say with conviction that they truly understand exactly what sales support tools will help convince buyers to move forward. In our last blog, we talked about partnering between sales and marketing for lead generation and lead management optimization. Let’s explore how sales and marketing can partner to close more sales from those leads.
Many traditional salespeople will ask for brochures, sales sheets, hosted lunches and dinners, and other typical low-level marketing deliverables because that is the extent of what they have received in the past. But to do so in a vacuum – not considering the changes to the marketplace, or the need to act digitally, then globally – means they probably are not considering what they really need. For example, what you will most likely never hear from a salesperson (and many sales leaders) is this:
Yet these three thoughts are incredibly common when a sales team is underperforming — if your salespeople are being transparent and honest.
There are a tremendous number of steps your sales and marketing teams can undertake together to tackle these challenges and improve sales performance. Just a small subset of high-impact actions includes:
In our next blog, we will examine how to appropriately align financial rewards for both sales and marketing professionals based upon the achievement of sales goals.