Remove sales

Chris Koch

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Should sales enablement be owned by sales rather than marketing?

Chris Koch

I’m wondering if it’s time to take sales enablement away from marketing. What do I mean by sales enablement? I heard a great definition from my former ITSMA colleague Jeff Sands the other day: Sales enablement is helping salespeople be more credible with customers. We all know how sales enablement got started in B2B.

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The information gap between marketing and sales—and how to fill it

Chris Koch

The estimates range from one third of the sales force, according to these academics, to as much as two thirds. I do think there is a gene for sales. Companies need to make it worth salespeople’s while to endure the longer sales cycle and lower margins that come with services. Now don’t get me wrong. Information.

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The information gap between marketing and sales—and how to fill it

Chris Koch

The estimates range from one third of the sales force, according to these academics, to as much as two thirds. I do think there is a gene for sales. Companies need to make it worth salespeople’s while to endure the longer sales cycle and lower margins that come with services. Now don’t get me wrong. Information.

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Want to get along better with sales? Find a way to work together.

Chris Koch

Right now, it seems that the gap between sales and marketing is mostly papered over with technology. For example, the trend towards creating a closed-loop lead generation and nurturing process between marketing and sales is a positive step, but it seems like a bridge across the chasm rather than a true route to collaboration.

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Why Can’t Companies Be More Like the Iroquois?

Chris Koch

They don’t want three different calls from three different sales areas of your company. Instead of having sales, marketing, finance, and operations each develop their own strategic plans, these companies have introduced collaborative planning, which puts everyone in the same room to create a shared plan, with the customer at the center.

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Why salespeople should sell ideas: an FAQ

Chris Koch

Sales and marketing need to work together to develop an idea network —a group of internal and external SMEs that can help develop and vet new ideas and put them into the hands of salespeople. Sales and marketing need to work together to figure that out. How do we find and tap into those sources of ideas inside the organization?

FAQ 100
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Is lead generation killing marketing?

Chris Koch

This was the gist of a very controversial assertion made by a senior marketer from a very well known B2B technology company during dinner at our ITSMA Marketing Leadership Forum (download highlights from the ITSMA Marketing Leadership Forum) when he said: “An overemphasis on leads is damaging our relationship with sales.”. We need one, too.