WHY SALES AND MARKETING NEED TO WORK TOGETHER
You can have the greatest products in the world but if you have poor marketing it’s very difficult to be successful. On the other hand, you can have mediocre products but if you have good marketing you can be very successful. Too often in companies, sales and marketing have adversarial relationships and each blames the other for a lack of sales. This usually results from a lack of understanding and collaboration between sales and marketing managers. The two major functions of marketing are first, perform demand creation activities that identify and fill sales pipelines with large qualified prospects that have short sales cycles and, second, produce the selling tools (collateral) salespeople need to prove industry leadership when they get in front of those prospective decision-makers. Demand creation activities include seminars, Internet campaigns, telemarketing campaigns, trade shows and advertisement. These activities are especially effective when integrated. Selling tools include, product catalogues, customer testimonials, white papers, test results, media presentations, industry awards and recognition. To learn more contact 21st Century Selling Skills: http://www.21stcenturysellingskills.com/
