6 Strategies for Sales and Marketing Alignment

By Masami Middleton

Like oil and water, Sales and Marketing teams don’t always “mix” the way they’re supposed to, and at worst, will view each other with suspicion or blame. This is a sad and ironic truth, given that everything these two teams do should support a singular goal of growing revenue. 

The benefits of sales and marketing alignment are compelling.  Together, these teams have the potential to reduce the sales cycle, meet the needs of high value customers across their buyer’s journey, and directly link ROI to marketing initiatives.

Underscoring the importance of a blended marketing and sales skill set, Forrester Research says the most successful sales people will become hybrid marketers1. By 2020, the need for B2B salespeople will change to demand a more “consultative seller”.

How can Sales and Marketing work more effectively together? 

Based on our experience addressing these opportunities for clients, and our first-hand experience with marketing and sales collaboration at Symmetrics Group, here are 6 strategies for achieving sales and marketing alignment.

Continue Reading

Top Performer DNA: Interview with Ed Calnan of Seismic Software

By Laura Sardilli

As part of our Top Performers in Sales series, we recently had the privilege of interviewing Ed Calnan, Founder and President of sales enablement solution provider Seismic.  Ed offers perspectives on high performance sales from two angles -- as a leader of a high growth SaaS company, and as an enabler of sales productivity and collaboration for Seismic customers.

When asked what differentiates the best people in sales, Ed cites three key traits: 1) The ability to understand and navigate organizations, 2) Proficiency in addressing business problems, and 3) Discipline to learn from wins and losses. Ed and his Seismic team are uniquely skilled at these pursuits as innovators in customer engagement, sales process, and Account Based Marketing.

Continue Reading

The Five Disciplines Top Sales Performers Master

By Symmetrics Group

We asked the best of the best of our sales superstar network to tell us what drives their off-the-charts performance.

Continue Reading

10 Sales Facts You Cannot Ignore This Year

By Symmetrics Group

The world of sales is changing. Here are 10 sales facts you need to know to stay ahead of the game.

Continue Reading

Overcoming the “Me” Phenomenon

By Symmetrics Group

 One of the primary challenges we see when working with sales teams—regardless of industry, size, sophistication, or geography – is a disproportionate focus on the seller and his products and services. Our goal is to change this and help sales reps understand why, and how, the focus must shift to the buyer and her buying environment.

Continue Reading

Can We All Get Along?

By Per Torgersen

Do these comments sound familiar from your organization?  These are real quotes derived from interviews with sales people and other functions in various companies.

  1. “All they do is sit in meetings all day”
  2. “They never answer my calls and I never hear back”
  3. “He/she must have a 4 handicap in golf by now”
Continue Reading

Value building gets talked about a great deal...How about value in something really commoditized?

By David Szen

Here is me.  Just moved to Atlanta and all of the relationships I had to get simple things done have changed.  Why?  Because I moved and I am not flying back to Florida to get my teeth cleaned.  Sorry for that little moment.  One of the things we all do is use a drycleaner.  Unless of course, you have chosen “wrinkle-free” living or like to iron.  I admit, there are some occasions I actually like to iron but most months I use the drycleaner a couple of times.  Think about this one.

Continue Reading

Are You Better Off Than You Were 4 Years Ago?

By Warren Shiver

I read a post from Jason Averbook, CEO of Knowledge Infusion, and was inspired to apply his thinking to the state of B2B sales, especially with the first of three Presidential debates televised this evening. Given that the presidential election is almost upon us, I thought it would be appropriate to revisit the title of this post, and  famous political question, from a perspective of the major drivers of sales effectiveness.

Continue Reading

Did you bring any knowledge or insight to the sales call?

By Warren Shiver

The SEC’s Challenger Sales research has generated a lot of discussion and in conversations w/ some colleagues and ex-colleagues in the sales effectiveness space the past couple of weeks, we have discussed how to build this type of skill across his team in a sustainable way, not just run another training event.

Continue Reading

Lemonade Stands - A Sales and Marketing Metaphor

By Warren Shiver

With another school year starting up, I was reminded of the time that I took up the typical parental duty of going into the 1st grade classroom and explaining what I do as a “grown-up”. Since I provide a nebulous service and not a product readily identifiable or relatable by 6 and 7 yr-olds, I decided to talk about sales and marketing in the context of a lemonade stand (no points for originality here), to cover the basics of location, advertising, pricing, quality, supply chain, staffing, etc.

Continue Reading
Sales
Multigenerational Selling Events