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Sales Training Consultancy Sales and Sensibility Coaching Limited |
Sales and Sensibility
The Tower, 2 Stable Cottages
Pangbourne
Reading
Berkshire
RG8 8HN
Tel: 0118 9767658
Email
View map
The Tower, 2 Stable Cottages
Pangbourne
Reading
Berkshire
RG8 8HN
Tel: 0118 9767658
View map
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The single biggest mistake that marketing teams can make!
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When I look at sales and marketing teams I see that both teams are responsible for winning a joint battle. The battle against your competitors and the battle to win the majority of the market share. Therefore the relationship between them should be similar to that of a very successful military operation. It is the marketing team’s responsibility to provide enough quality ammunition to the sales team and the sales teams responsibility to take this ammunition to the front line and go out and win the battle.
However, so often I see that sales and marketing are not truly engaged with each other and they are very often both focused on trying to win their own battles. If sales and marketing do not work together effectively then it is likely that the marketing team will launch a campaign around the product or service instead of running a campaign around what customers really respond to which are value add and the real business benefit. Who has all of this information that the marketing team need to make a campaign successful? It is your sales people who are on the front line talking to your customer’s everyday. It is your sales people that indentify the marketing methods that your customers respond to. Of course if your sales people are also talking products and services instead of value add then this is even more damaging to your business. The results of sales and marketing not having a effective working relationship is that marketing may launch a campaign simply around your product or service which will gain a low response rate & poor quality leads. They may not be making effective use of marketing tools and methods that your sales people know your customers respond to such as email marketing and website marketing all of which will lead to you losing the interest of potential customers and therefore again you are losing more revenue. A poor relationship and poor communication with sales people is the single biggest mistake marketing departments can make! |
