The relationship between sales and marketing teams is often tumultuous and complicated. They share the same goals, yet they squabble and fight like children. They easily point fingers and tattletale about what the other is doing wrong. Let’s dive into the mind of a salesperson to understand how sales and marketing teams can work together, instead of against each other.
Today, we’re talking to Kris Nelson, head of sales at CoSchedule. He shares what sales teams truly think about marketers and how the two can minimize conflict and improve collaboration. Learn how to avoid pitfalls by following CoSchedule’s techniques.
Some of the highlights of the show include:
- Sales and marketing people typically argue about bad leads, not following up on leads, etc.; there’s a stigma that sales and marketing teams just don’t get along
- Minimize conflict through open lines of communication to develop rapport/trust
- Establish credibility that you know what you’re doing as a salesperson; gain marketers’ trust by being good at selling the leads they give you
- Share your opinions and feedback; don’t tear down processes, improve them
- Define/evaluate marketing qualified leads (MQLs)/sales qualified leads (SQLs)
- BANT: Budget, authority, need, and timing
- Biggest breakdowns often occur when learning how to work together and how individuals communicate to be more efficient
- Growing pains you experience as your platform, solution, and functionality evolve
- Not all prospects are created equal; ways to handle different types of prospects
- Establish who owns opportunities and when; work smarter, not harder
- Ideal profile/persona of a CoSchedule customer
- Common issue marketers struggle with centers around planning and visibility
Links:
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