SlideShare uma empresa Scribd logo

Bridging The Gap Between Sales And Marketing

•Transferir como PPT, PDF•
•
G
guest3d2e50c
NegóciosCarreiras
1 de 40
Bridging The Gap Between Sales and Marketing Speakers: Greg Anyon Rob Fearn Peter McPartland Ian Roe
Introduction Rob Fearn Chair, CIM Merseyside
“ Bl**@y! sales” CIM Member “ Simplifying Key Marketing Messages” Event 4 th May 2006 “ A WAR!” Kotler, Rackham and Krishnaswamy “ Bl**@y! marketing” CIM Member “ Simplifying Key Marketing Messages” Event 4th May 2006
A “war” that seriously hurts performance ,[object Object],[object Object],[object Object]
So who is prepared to put the “gun” down first?
Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object]
Understanding the sales process Greg Anyon CIM Course Director
Overview ,[object Object],[object Object]
The physical process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Along the way ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The current relationship between sales and marketing Rob Fearn Chair, CIM Merseyside
A broken process
Two “different worlds” … ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
… that just need reconnecting and aligning Advocacy Loyalty Hand-over to the business Purchase Purchase intention Hand-over to sales Brand preference Brand consideration Brand awareness Customer awareness Marketing Sales The whole business
Creating a new partnership between sales and marketing Peter McPartland CIM Ambassador, SME
The current split between Sales & Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],OPPORTUNITY REALISATION Campaign Leads Pipeline Forecast Order Book FOCUS ACTIVITY DELIVERABLE FUNCTION MARKETING SALES
Sales – a Marketing function! ,[object Object],[object Object],[object Object],[object Object]
Why do we fail in the Sale? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],67% 52% 38% 37% 37% 30% 17% Salesforce: July 2006
Why do we fail in the Sale? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],5 67% 52% 38% 37% 37% 30% 17% Salesforce: July 2006
Marketing needs to take responsibility for business development ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],OPPORTUNITY REALISATION Campaign Leads Pipeline Forecast Order Book FOCUS ACTIVITY DELIVERABLE FUNCTION BUSINESS DEVELOPMENT
Taking responsibility ,[object Object],[object Object],[object Object]
1. Communicating key messages ,[object Object],[object Object],[object Object],[object Object]
Challenging ourselves and the business ,[object Object],[object Object],[object Object],[object Object],[object Object],14%
Preferred communication styles Authoritarians Key Points   Analysers Facts Logically Presented   Visionaries Themes   Supporters Contribute and Personalise Visual People Imagery and Colours Auditory People Speech Kinaesthetic People Emotions
2. Making it easier to buy ,[object Object],[object Object],[object Object],[object Object]
Business Development ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],OPPORTUNITY REALISATION Campaign Leads Pipeline Forecast Order Book FOCUS ACTIVITY DELIVERABLE FUNCTION BUSINESS DEVELOPMENT
Productisation ,[object Object],[object Object],[object Object],[object Object]
3. Enhancing the customer’s experience ,[object Object],[object Object],[object Object],[object Object],[object Object]
Taking responsibility – challenging the business ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What we can do to check and change our behaviour Ian Roe CIM Ambassador, Cheshire
Where do we go from here? ,[object Object],[object Object],[object Object]
Do something different
Integrate sales and marketing processes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
“ To change, or not to change” move to Integrated move to Aligned move to Defined ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Tighten the relationship between Sales and Marketing if… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Don’t change if… Aligned Defined Un-Defined
Integration checklist ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Integrate organisational structures Enable the culture Integrate processes and systems Integrate activities
Enough theory – do something practical ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Enough theory – do something practical ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Summary – Marketing and Sales … ,[object Object],[object Object],[object Object],[object Object],[object Object]
Sources ,[object Object],[object Object],[object Object],[object Object],[object Object]
Thank you

Recomendados

Sales and Marketing Alignment: How to Accelerate Revenue Growth
Sales and Marketing Alignment: How to Accelerate Revenue GrowthSales and Marketing Alignment: How to Accelerate Revenue Growth
Sales and Marketing Alignment: How to Accelerate Revenue GrowthBrainSell Technologies
 
Marketing & Sales Year Plan
Marketing & Sales Year PlanMarketing & Sales Year Plan
Marketing & Sales Year PlanGreen Growth Consulting
 
Sales Planning 101
Sales Planning 101Sales Planning 101
Sales Planning 101Matt Haller
 
Marketo and SFDC Together- Best Practices
Marketo and SFDC Together- Best PracticesMarketo and SFDC Together- Best Practices
Marketo and SFDC Together- Best PracticesMelissa McCready
 
Adobe marketo engage august 2021 release presentation slides
Adobe marketo engage august 2021 release presentation slidesAdobe marketo engage august 2021 release presentation slides
Adobe marketo engage august 2021 release presentation slidesMarketo
 
Sales strategy development
Sales strategy developmentSales strategy development
Sales strategy developmentOrysya Sklyar
 
Sales strategy
Sales strategySales strategy
Sales strategyAtmadeep Das
 
Digital Marketing for B2B:
 Introduction and Steps to Get Started.
Digital Marketing for B2B:
 Introduction and Steps to Get Started.Digital Marketing for B2B:
 Introduction and Steps to Get Started.
Digital Marketing for B2B:
 Introduction and Steps to Get Started.Thomas Webster
 

Recomendados

Sales and Marketing Alignment: How to Accelerate Revenue Growth
Sales and Marketing Alignment: How to Accelerate Revenue GrowthSales and Marketing Alignment: How to Accelerate Revenue Growth
Sales and Marketing Alignment: How to Accelerate Revenue GrowthBrainSell Technologies
 
Marketing & Sales Year Plan
Marketing & Sales Year PlanMarketing & Sales Year Plan
Marketing & Sales Year PlanGreen Growth Consulting
 
Sales Planning 101
Sales Planning 101Sales Planning 101
Sales Planning 101Matt Haller
 
Marketo and SFDC Together- Best Practices
Marketo and SFDC Together- Best PracticesMarketo and SFDC Together- Best Practices
Marketo and SFDC Together- Best PracticesMelissa McCready
 
Adobe marketo engage august 2021 release presentation slides
Adobe marketo engage august 2021 release presentation slidesAdobe marketo engage august 2021 release presentation slides
Adobe marketo engage august 2021 release presentation slidesMarketo
 
Sales strategy development
Sales strategy developmentSales strategy development
Sales strategy developmentOrysya Sklyar
 
Sales strategy
Sales strategySales strategy
Sales strategyAtmadeep Das
 
Digital Marketing for B2B:
 Introduction and Steps to Get Started.
Digital Marketing for B2B:
 Introduction and Steps to Get Started.Digital Marketing for B2B:
 Introduction and Steps to Get Started.
Digital Marketing for B2B:
 Introduction and Steps to Get Started.Thomas Webster
 
How to AB Test Landing Pages in Marketo
How to AB Test Landing Pages in MarketoHow to AB Test Landing Pages in Marketo
How to AB Test Landing Pages in MarketoJosh Hill
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategyBrian Halligan
 
Sales and Marketing Analytics
Sales and Marketing AnalyticsSales and Marketing Analytics
Sales and Marketing AnalyticsMAHVIRVAYA
 
Marketing Training ppt
Marketing Training pptMarketing Training ppt
Marketing Training pptgysn
 
Building an Exhibit Sales Plan
Building an Exhibit Sales PlanBuilding an Exhibit Sales Plan
Building an Exhibit Sales PlanSam Lippman
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market FrameworkDemand Metric
 
How to Write a Marketing Plan: A Comprehensive Guide with Templates
How to Write a Marketing Plan: A Comprehensive Guide with TemplatesHow to Write a Marketing Plan: A Comprehensive Guide with Templates
How to Write a Marketing Plan: A Comprehensive Guide with TemplatesVital Design
 
Go-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkGo-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkLink Cheng
 
Content strategy for lead generation
Content strategy for lead generationContent strategy for lead generation
Content strategy for lead generationSpotler
 
B2B Digital Marketing Strategy
B2B Digital Marketing StrategyB2B Digital Marketing Strategy
B2B Digital Marketing StrategyMiller & Carter Business Agency
 
The 5 steps to Sales Dominance
The 5 steps to Sales DominanceThe 5 steps to Sales Dominance
The 5 steps to Sales DominanceLeadSimple
 
Go to market planning
Go to market planningGo to market planning
Go to market planningMike McCormac
 
Webinar: How to a Build A Social Media Plan
Webinar: How to a Build A Social Media PlanWebinar: How to a Build A Social Media Plan
Webinar: How to a Build A Social Media PlanHootsuite
 
Lead Generation Strategy
Lead Generation StrategyLead Generation Strategy
Lead Generation StrategyDelhi, India
 
Digital Marketing Strategy
Digital Marketing StrategyDigital Marketing Strategy
Digital Marketing StrategyMaged Elsakka
 
Digital Marketing Strategy Plan By Makanth
Digital Marketing Strategy Plan By MakanthDigital Marketing Strategy Plan By Makanth
Digital Marketing Strategy Plan By MakanthMakanth Sathupati
 
An Anatomy of a Digital Audit (Digital Marketing Audit)
An Anatomy of a Digital Audit (Digital Marketing Audit)An Anatomy of a Digital Audit (Digital Marketing Audit)
An Anatomy of a Digital Audit (Digital Marketing Audit)Tim Bourgeois
 
Accelerate Pipeline with Pardot
Accelerate Pipeline with PardotAccelerate Pipeline with Pardot
Accelerate Pipeline with PardotPardot
 
Digital Marketing Strategy presentation for the KitKat brand
Digital Marketing Strategy presentation for the KitKat brandDigital Marketing Strategy presentation for the KitKat brand
Digital Marketing Strategy presentation for the KitKat brandKnowcrunch
 
The sales funnel
The sales funnelThe sales funnel
The sales funnelJeff Hall
 
Ending The War Between Sales Marketing (revised)
Ending The War Between Sales Marketing (revised)Ending The War Between Sales Marketing (revised)
Ending The War Between Sales Marketing (revised)Benjamin Chang-Kwon Chung
 
Who Owns Social Selling? Bridging the Divide Between Sales & Marketing
Who Owns Social Selling? Bridging the Divide Between Sales & MarketingWho Owns Social Selling? Bridging the Divide Between Sales & Marketing
Who Owns Social Selling? Bridging the Divide Between Sales & MarketingLinkedIn Sales Solutions
 

Mais conteúdo relacionado

Mais procurados

How to AB Test Landing Pages in Marketo
How to AB Test Landing Pages in MarketoHow to AB Test Landing Pages in Marketo
How to AB Test Landing Pages in MarketoJosh Hill
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategyBrian Halligan
 
Sales and Marketing Analytics
Sales and Marketing AnalyticsSales and Marketing Analytics
Sales and Marketing AnalyticsMAHVIRVAYA
 
Marketing Training ppt
Marketing Training pptMarketing Training ppt
Marketing Training pptgysn
 
Building an Exhibit Sales Plan
Building an Exhibit Sales PlanBuilding an Exhibit Sales Plan
Building an Exhibit Sales PlanSam Lippman
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market FrameworkDemand Metric
 
How to Write a Marketing Plan: A Comprehensive Guide with Templates
How to Write a Marketing Plan: A Comprehensive Guide with TemplatesHow to Write a Marketing Plan: A Comprehensive Guide with Templates
How to Write a Marketing Plan: A Comprehensive Guide with TemplatesVital Design
 
Go-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkGo-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkLink Cheng
 
Content strategy for lead generation
Content strategy for lead generationContent strategy for lead generation
Content strategy for lead generationSpotler
 
The 5 steps to Sales Dominance
The 5 steps to Sales DominanceThe 5 steps to Sales Dominance
The 5 steps to Sales DominanceLeadSimple
 
Go to market planning
Go to market planningGo to market planning
Go to market planningMike McCormac
 
Webinar: How to a Build A Social Media Plan
Webinar: How to a Build A Social Media PlanWebinar: How to a Build A Social Media Plan
Webinar: How to a Build A Social Media PlanHootsuite
 
Lead Generation Strategy
Lead Generation StrategyLead Generation Strategy
Lead Generation StrategyDelhi, India
 
Digital Marketing Strategy
Digital Marketing StrategyDigital Marketing Strategy
Digital Marketing StrategyMaged Elsakka
 
Digital Marketing Strategy Plan By Makanth
Digital Marketing Strategy Plan By MakanthDigital Marketing Strategy Plan By Makanth
Digital Marketing Strategy Plan By MakanthMakanth Sathupati
 
An Anatomy of a Digital Audit (Digital Marketing Audit)
An Anatomy of a Digital Audit (Digital Marketing Audit)An Anatomy of a Digital Audit (Digital Marketing Audit)
An Anatomy of a Digital Audit (Digital Marketing Audit)Tim Bourgeois
 
Accelerate Pipeline with Pardot
Accelerate Pipeline with PardotAccelerate Pipeline with Pardot
Accelerate Pipeline with PardotPardot
 
Digital Marketing Strategy presentation for the KitKat brand
Digital Marketing Strategy presentation for the KitKat brandDigital Marketing Strategy presentation for the KitKat brand
Digital Marketing Strategy presentation for the KitKat brandKnowcrunch
 
The sales funnel
The sales funnelThe sales funnel
The sales funnelJeff Hall
 

Mais procurados (20)

How to AB Test Landing Pages in Marketo
How to AB Test Landing Pages in MarketoHow to AB Test Landing Pages in Marketo
How to AB Test Landing Pages in Marketo
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales Strategy
 
Sales and Marketing Analytics
Sales and Marketing AnalyticsSales and Marketing Analytics
Sales and Marketing Analytics
 
Marketing Training ppt
Marketing Training pptMarketing Training ppt
Marketing Training ppt
 
Building an Exhibit Sales Plan
Building an Exhibit Sales PlanBuilding an Exhibit Sales Plan
Building an Exhibit Sales Plan
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market Framework
 
How to Write a Marketing Plan: A Comprehensive Guide with Templates
How to Write a Marketing Plan: A Comprehensive Guide with TemplatesHow to Write a Marketing Plan: A Comprehensive Guide with Templates
How to Write a Marketing Plan: A Comprehensive Guide with Templates
 
Go-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement FrameworkGo-To-Market Strategy & Sales Enablement Framework
Go-To-Market Strategy & Sales Enablement Framework
 
Content strategy for lead generation
Content strategy for lead generationContent strategy for lead generation
Content strategy for lead generation
 
B2B Digital Marketing Strategy
B2B Digital Marketing StrategyB2B Digital Marketing Strategy
B2B Digital Marketing Strategy
 
The 5 steps to Sales Dominance
The 5 steps to Sales DominanceThe 5 steps to Sales Dominance
The 5 steps to Sales Dominance
 
Go to market planning
Go to market planningGo to market planning
Go to market planning
 
Webinar: How to a Build A Social Media Plan
Webinar: How to a Build A Social Media PlanWebinar: How to a Build A Social Media Plan
Webinar: How to a Build A Social Media Plan
 
Lead Generation Strategy
Lead Generation StrategyLead Generation Strategy
Lead Generation Strategy
 
Digital Marketing Strategy
Digital Marketing StrategyDigital Marketing Strategy
Digital Marketing Strategy
 
Digital Marketing Strategy Plan By Makanth
Digital Marketing Strategy Plan By MakanthDigital Marketing Strategy Plan By Makanth
Digital Marketing Strategy Plan By Makanth
 
An Anatomy of a Digital Audit (Digital Marketing Audit)
An Anatomy of a Digital Audit (Digital Marketing Audit)An Anatomy of a Digital Audit (Digital Marketing Audit)
An Anatomy of a Digital Audit (Digital Marketing Audit)
 
Accelerate Pipeline with Pardot
Accelerate Pipeline with PardotAccelerate Pipeline with Pardot
Accelerate Pipeline with Pardot
 
Digital Marketing Strategy presentation for the KitKat brand
Digital Marketing Strategy presentation for the KitKat brandDigital Marketing Strategy presentation for the KitKat brand
Digital Marketing Strategy presentation for the KitKat brand
 
The sales funnel
The sales funnelThe sales funnel
The sales funnel
 

Destaque

Ending The War Between Sales Marketing (revised)
Ending The War Between Sales Marketing (revised)Ending The War Between Sales Marketing (revised)
Ending The War Between Sales Marketing (revised)Benjamin Chang-Kwon Chung
 
Who Owns Social Selling? Bridging the Divide Between Sales & Marketing
Who Owns Social Selling? Bridging the Divide Between Sales & MarketingWho Owns Social Selling? Bridging the Divide Between Sales & Marketing
Who Owns Social Selling? Bridging the Divide Between Sales & MarketingLinkedIn Sales Solutions
 
50 Motivational Business Quotes
50 Motivational Business Quotes50 Motivational Business Quotes
50 Motivational Business QuotesInsideView
 
175 Great Quotes on Business, Entrepreneurship, Marketing and Sales
175 Great Quotes on Business, Entrepreneurship, Marketing and Sales175 Great Quotes on Business, Entrepreneurship, Marketing and Sales
175 Great Quotes on Business, Entrepreneurship, Marketing and SalesStephen Davis
 
Les types de management
Les types de managementLes types de management
Les types de managementAriane Sanpara
 
The salesman
The salesmanThe salesman
The salesmanrakiarin
 
Traveling salesman problem
Traveling salesman problemTraveling salesman problem
Traveling salesman problemJayesh Chauhan
 
Positioning for profitable growth
Positioning for profitable growthPositioning for profitable growth
Positioning for profitable growthWale Ewedemi
 
Social Media Marketing Plan and ROI
Social Media Marketing Plan and ROISocial Media Marketing Plan and ROI
Social Media Marketing Plan and ROILindsey Fair, MBA
 
10 Ways Sales & Marketing Can Close a Deal Together
10 Ways Sales & Marketing Can Close a Deal Together 10 Ways Sales & Marketing Can Close a Deal Together
10 Ways Sales & Marketing Can Close a Deal Together Pedowitz Group
 
More than a marketing channel
More than a marketing channelMore than a marketing channel
More than a marketing channelTNS
 
DialogTech Digital Summit: Embracing Conversations in a Digital Landscape
DialogTech Digital Summit: Embracing Conversations in a Digital LandscapeDialogTech Digital Summit: Embracing Conversations in a Digital Landscape
DialogTech Digital Summit: Embracing Conversations in a Digital LandscapeDialogTech
 
ROI Marketing and Advertising Your Web Presence (Inbound)
ROI Marketing and Advertising Your Web Presence (Inbound)ROI Marketing and Advertising Your Web Presence (Inbound)
ROI Marketing and Advertising Your Web Presence (Inbound)Modgility
 
7 Learnings About Call Conversions (From 7 Marketing Leaders)
7 Learnings About Call Conversions (From 7 Marketing Leaders)7 Learnings About Call Conversions (From 7 Marketing Leaders)
7 Learnings About Call Conversions (From 7 Marketing Leaders)DialogTech
 
TKG.com's Content Ideation Breakfast Bootcamp
TKG.com's Content Ideation Breakfast BootcampTKG.com's Content Ideation Breakfast Bootcamp
TKG.com's Content Ideation Breakfast BootcampThe Karcher Group
 
Improve Advertising ROI Using Call Tracking
Improve Advertising ROI Using Call TrackingImprove Advertising ROI Using Call Tracking
Improve Advertising ROI Using Call TrackingDialogTech
 
Beyond Ideas: Prototyping and Rapid Experimentation
Beyond Ideas: Prototyping and Rapid ExperimentationBeyond Ideas: Prototyping and Rapid Experimentation
Beyond Ideas: Prototyping and Rapid ExperimentationJulie Guinn
 
First 75 days plan for a Sales Leader
First 75 days plan for a Sales LeaderFirst 75 days plan for a Sales Leader
First 75 days plan for a Sales Leaderabhijitraykgp
 
Mobile revolution presentation
Mobile revolution presentationMobile revolution presentation
Mobile revolution presentationSuperfast Business
 

Destaque (20)

Ending The War Between Sales Marketing (revised)
Ending The War Between Sales Marketing (revised)Ending The War Between Sales Marketing (revised)
Ending The War Between Sales Marketing (revised)
 
Who Owns Social Selling? Bridging the Divide Between Sales & Marketing
Who Owns Social Selling? Bridging the Divide Between Sales & MarketingWho Owns Social Selling? Bridging the Divide Between Sales & Marketing
Who Owns Social Selling? Bridging the Divide Between Sales & Marketing
 
50 Motivational Business Quotes
50 Motivational Business Quotes50 Motivational Business Quotes
50 Motivational Business Quotes
 
175 Great Quotes on Business, Entrepreneurship, Marketing and Sales
175 Great Quotes on Business, Entrepreneurship, Marketing and Sales175 Great Quotes on Business, Entrepreneurship, Marketing and Sales
175 Great Quotes on Business, Entrepreneurship, Marketing and Sales
 
Les types de management
Les types de managementLes types de management
Les types de management
 
The salesman
The salesmanThe salesman
The salesman
 
Traveling salesman problem
Traveling salesman problemTraveling salesman problem
Traveling salesman problem
 
Positioning for profitable growth
Positioning for profitable growthPositioning for profitable growth
Positioning for profitable growth
 
Social Media Marketing Plan and ROI
Social Media Marketing Plan and ROISocial Media Marketing Plan and ROI
Social Media Marketing Plan and ROI
 
10 Ways Sales & Marketing Can Close a Deal Together
10 Ways Sales & Marketing Can Close a Deal Together 10 Ways Sales & Marketing Can Close a Deal Together
10 Ways Sales & Marketing Can Close a Deal Together
 
More than a marketing channel
More than a marketing channelMore than a marketing channel
More than a marketing channel
 
DialogTech Digital Summit: Embracing Conversations in a Digital Landscape
DialogTech Digital Summit: Embracing Conversations in a Digital LandscapeDialogTech Digital Summit: Embracing Conversations in a Digital Landscape
DialogTech Digital Summit: Embracing Conversations in a Digital Landscape
 
ROI Marketing and Advertising Your Web Presence (Inbound)
ROI Marketing and Advertising Your Web Presence (Inbound)ROI Marketing and Advertising Your Web Presence (Inbound)
ROI Marketing and Advertising Your Web Presence (Inbound)
 
7 Learnings About Call Conversions (From 7 Marketing Leaders)
7 Learnings About Call Conversions (From 7 Marketing Leaders)7 Learnings About Call Conversions (From 7 Marketing Leaders)
7 Learnings About Call Conversions (From 7 Marketing Leaders)
 
TKG.com's Content Ideation Breakfast Bootcamp
TKG.com's Content Ideation Breakfast BootcampTKG.com's Content Ideation Breakfast Bootcamp
TKG.com's Content Ideation Breakfast Bootcamp
 
Mobile revolution powerpoint pdf
Mobile revolution powerpoint pdfMobile revolution powerpoint pdf
Mobile revolution powerpoint pdf
 
Improve Advertising ROI Using Call Tracking
Improve Advertising ROI Using Call TrackingImprove Advertising ROI Using Call Tracking
Improve Advertising ROI Using Call Tracking
 
Beyond Ideas: Prototyping and Rapid Experimentation
Beyond Ideas: Prototyping and Rapid ExperimentationBeyond Ideas: Prototyping and Rapid Experimentation
Beyond Ideas: Prototyping and Rapid Experimentation
 
First 75 days plan for a Sales Leader
First 75 days plan for a Sales LeaderFirst 75 days plan for a Sales Leader
First 75 days plan for a Sales Leader
 
Mobile revolution presentation
Mobile revolution presentationMobile revolution presentation
Mobile revolution presentation
 

Semelhante a Bridging The Gap Between Sales And Marketing

The New 4 Ps of Marketing
The New 4 Ps of MarketingThe New 4 Ps of Marketing
The New 4 Ps of MarketingBrandMatters
 
mastering marketing in 40mins or there about
mastering marketing in 40mins or there aboutmastering marketing in 40mins or there about
mastering marketing in 40mins or there aboutcars2
 
Aligning Sales & Marketing: Not Mission Impossible
Aligning Sales & Marketing: Not Mission ImpossibleAligning Sales & Marketing: Not Mission Impossible
Aligning Sales & Marketing: Not Mission ImpossibleChristine Crandell
 
Marketing Bootcamp
Marketing BootcampMarketing Bootcamp
Marketing BootcampThom. Poole
 
Music Education: Management and Innovation Conference
Music Education: Management and Innovation Conference Music Education: Management and Innovation Conference
Music Education: Management and Innovation Conference Jodie Vickerstaff
 
Nex Gen Presentation V02 Light
Nex Gen Presentation V02 LightNex Gen Presentation V02 Light
Nex Gen Presentation V02 LightBarry Rodrigues
 
Strategies for Managing Sales Teams: How to find, select and compensate these...
Strategies for Managing Sales Teams: How to find, select and compensate these...Strategies for Managing Sales Teams: How to find, select and compensate these...
Strategies for Managing Sales Teams: How to find, select and compensate these...MaRS Discovery District
 
Marketing for Small Business
Marketing for Small BusinessMarketing for Small Business
Marketing for Small BusinessTwoCents Group
 
Saleslevers overview July 2020
Saleslevers overview July 2020Saleslevers overview July 2020
Saleslevers overview July 2020richardhigham
 
War between Sales & Marketing
War between Sales & MarketingWar between Sales & Marketing
War between Sales & MarketingRajesh Srivastava
 
About win 2017
About win 2017About win 2017
About win 2017John Casey
 
L&D's Role In Sales Enablement
L&D's Role In Sales EnablementL&D's Role In Sales Enablement
L&D's Role In Sales EnablementWendy Mack
 
Getting brilliant briefs from your client
Getting brilliant briefs from your clientGetting brilliant briefs from your client
Getting brilliant briefs from your clientKathryn Ellis
 
Sales Development: Necessities of Selling in the Cloud
Sales Development: Necessities of Selling in the CloudSales Development: Necessities of Selling in the Cloud
Sales Development: Necessities of Selling in the CloudIngram Micro Cloud
 

Semelhante a Bridging The Gap Between Sales And Marketing (20)

The New 4 Ps of Marketing
The New 4 Ps of MarketingThe New 4 Ps of Marketing
The New 4 Ps of Marketing
 
mastering marketing in 40mins or there about
mastering marketing in 40mins or there aboutmastering marketing in 40mins or there about
mastering marketing in 40mins or there about
 
Kotcha16
Kotcha16Kotcha16
Kotcha16
 
4604437
46044374604437
4604437
 
Aligning Sales & Marketing: Not Mission Impossible
Aligning Sales & Marketing: Not Mission ImpossibleAligning Sales & Marketing: Not Mission Impossible
Aligning Sales & Marketing: Not Mission Impossible
 
Sales Fundamentals english
Sales Fundamentals englishSales Fundamentals english
Sales Fundamentals english
 
Marketing Bootcamp
Marketing BootcampMarketing Bootcamp
Marketing Bootcamp
 
Music Education: Management and Innovation Conference
Music Education: Management and Innovation Conference Music Education: Management and Innovation Conference
Music Education: Management and Innovation Conference
 
About Seven Consultoria
About Seven ConsultoriaAbout Seven Consultoria
About Seven Consultoria
 
Nex Gen Presentation V02 Light
Nex Gen Presentation V02 LightNex Gen Presentation V02 Light
Nex Gen Presentation V02 Light
 
Strategies for Managing Sales Teams: How to find, select and compensate these...
Strategies for Managing Sales Teams: How to find, select and compensate these...Strategies for Managing Sales Teams: How to find, select and compensate these...
Strategies for Managing Sales Teams: How to find, select and compensate these...
 
Open Courses Guide
Open Courses GuideOpen Courses Guide
Open Courses Guide
 
Marketing for Small Business
Marketing for Small BusinessMarketing for Small Business
Marketing for Small Business
 
Saleslevers overview July 2020
Saleslevers overview July 2020Saleslevers overview July 2020
Saleslevers overview July 2020
 
War between Sales & Marketing
War between Sales & MarketingWar between Sales & Marketing
War between Sales & Marketing
 
About win 2017
About win 2017About win 2017
About win 2017
 
Transforming a global sales organisation
Transforming a global sales organisationTransforming a global sales organisation
Transforming a global sales organisation
 
L&D's Role In Sales Enablement
L&D's Role In Sales EnablementL&D's Role In Sales Enablement
L&D's Role In Sales Enablement
 
Getting brilliant briefs from your client
Getting brilliant briefs from your clientGetting brilliant briefs from your client
Getting brilliant briefs from your client
 
Sales Development: Necessities of Selling in the Cloud
Sales Development: Necessities of Selling in the CloudSales Development: Necessities of Selling in the Cloud
Sales Development: Necessities of Selling in the Cloud
 

Último

International Business Environments and Operations 16th Global Edition test b...
International Business Environments and Operations 16th Global Edition test b...International Business Environments and Operations 16th Global Edition test b...
International Business Environments and Operations 16th Global Edition test b...ssuserf63bd7
 
Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...Peter Ward
 
Digital Transformation in the PLM domain - distrib.pdf
Digital Transformation in the PLM domain - distrib.pdfDigital Transformation in the PLM domain - distrib.pdf
Digital Transformation in the PLM domain - distrib.pdfJos Voskuil
 
Cyber Security Training in Office Environment
Cyber Security Training in Office EnvironmentCyber Security Training in Office Environment
Cyber Security Training in Office Environmentelijahj01012
 
Financial-Statement-Analysis-of-Coca-cola-Company.pptx
Financial-Statement-Analysis-of-Coca-cola-Company.pptxFinancial-Statement-Analysis-of-Coca-cola-Company.pptx
Financial-Statement-Analysis-of-Coca-cola-Company.pptxsaniyaimamuddin
 
Guide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFGuide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFChandresh Chudasama
 
Flow Your Strategy at Flight Levels Day 2024
Flow Your Strategy at Flight Levels Day 2024Flow Your Strategy at Flight Levels Day 2024
Flow Your Strategy at Flight Levels Day 2024Kirill Klimov
 
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdfNewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdfKhaled Al Awadi
 
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCRashishs7044
 
Annual General Meeting Presentation Slides
Annual General Meeting Presentation SlidesAnnual General Meeting Presentation Slides
Annual General Meeting Presentation SlidesKeppelCorporation
 
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City GurgaonCall Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaoncallgirls2057
 
8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR
8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR
8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCRashishs7044
 
Innovation Conference 5th March 2024.pdf
Innovation Conference 5th March 2024.pdfInnovation Conference 5th March 2024.pdf
Innovation Conference 5th March 2024.pdfrichard876048
 
Kenya’s Coconut Value Chain by Gatsby Africa
Kenya’s Coconut Value Chain by Gatsby AfricaKenya’s Coconut Value Chain by Gatsby Africa
Kenya’s Coconut Value Chain by Gatsby Africaictsugar
 
PSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationPSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationAnamaria Contreras
 
Investment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy CheruiyotInvestment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy Cheruiyotictsugar
 
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort ServiceCall US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Servicecallgirls2057
 
TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024Adnet Communications
 

Último (20)

International Business Environments and Operations 16th Global Edition test b...
International Business Environments and Operations 16th Global Edition test b...International Business Environments and Operations 16th Global Edition test b...
International Business Environments and Operations 16th Global Edition test b...
 
Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...
 
Digital Transformation in the PLM domain - distrib.pdf
Digital Transformation in the PLM domain - distrib.pdfDigital Transformation in the PLM domain - distrib.pdf
Digital Transformation in the PLM domain - distrib.pdf
 
Japan IT Week 2024 Brochure by 47Billion (English)
Japan IT Week 2024 Brochure by 47Billion (English)Japan IT Week 2024 Brochure by 47Billion (English)
Japan IT Week 2024 Brochure by 47Billion (English)
 
Cyber Security Training in Office Environment
Cyber Security Training in Office EnvironmentCyber Security Training in Office Environment
Cyber Security Training in Office Environment
 
Financial-Statement-Analysis-of-Coca-cola-Company.pptx
Financial-Statement-Analysis-of-Coca-cola-Company.pptxFinancial-Statement-Analysis-of-Coca-cola-Company.pptx
Financial-Statement-Analysis-of-Coca-cola-Company.pptx
 
Guide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFGuide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDF
 
Flow Your Strategy at Flight Levels Day 2024
Flow Your Strategy at Flight Levels Day 2024Flow Your Strategy at Flight Levels Day 2024
Flow Your Strategy at Flight Levels Day 2024
 
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdfNewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
 
No-1 Call Girls In Goa 93193 VIP 73153 Escort service In North Goa Panaji, Ca...
No-1 Call Girls In Goa 93193 VIP 73153 Escort service In North Goa Panaji, Ca...No-1 Call Girls In Goa 93193 VIP 73153 Escort service In North Goa Panaji, Ca...
No-1 Call Girls In Goa 93193 VIP 73153 Escort service In North Goa Panaji, Ca...
 
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
 
Annual General Meeting Presentation Slides
Annual General Meeting Presentation SlidesAnnual General Meeting Presentation Slides
Annual General Meeting Presentation Slides
 
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City GurgaonCall Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaon
 
8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR
8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR
8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR
 
Innovation Conference 5th March 2024.pdf
Innovation Conference 5th March 2024.pdfInnovation Conference 5th March 2024.pdf
Innovation Conference 5th March 2024.pdf
 
Kenya’s Coconut Value Chain by Gatsby Africa
Kenya’s Coconut Value Chain by Gatsby AfricaKenya’s Coconut Value Chain by Gatsby Africa
Kenya’s Coconut Value Chain by Gatsby Africa
 
PSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationPSCC - Capability Statement Presentation
PSCC - Capability Statement Presentation
 
Investment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy CheruiyotInvestment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy Cheruiyot
 
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort ServiceCall US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
 
TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024
 

Bridging The Gap Between Sales And Marketing

  • 1. Bridging The Gap Between Sales and Marketing Speakers: Greg Anyon Rob Fearn Peter McPartland Ian Roe
  • 2. Introduction Rob Fearn Chair, CIM Merseyside
  • 3. “ Bl**@y! sales” CIM Member “ Simplifying Key Marketing Messages” Event 4 th May 2006 “ A WAR!” Kotler, Rackham and Krishnaswamy “ Bl**@y! marketing” CIM Member “ Simplifying Key Marketing Messages” Event 4th May 2006
  • 4.
  • 5. So who is prepared to put the “gun” down first?
  • 6.
  • 7. Understanding the sales process Greg Anyon CIM Course Director
  • 8.
  • 9.
  • 10.
  • 11. The current relationship between sales and marketing Rob Fearn Chair, CIM Merseyside
  • 13.
  • 14. … that just need reconnecting and aligning Advocacy Loyalty Hand-over to the business Purchase Purchase intention Hand-over to sales Brand preference Brand consideration Brand awareness Customer awareness Marketing Sales The whole business
  • 15. Creating a new partnership between sales and marketing Peter McPartland CIM Ambassador, SME
  • 16.
  • 17.
  • 18.
  • 19.
  • 20.
  • 21.
  • 22.
  • 23.
  • 24. Preferred communication styles Authoritarians Key Points   Analysers Facts Logically Presented   Visionaries Themes   Supporters Contribute and Personalise Visual People Imagery and Colours Auditory People Speech Kinaesthetic People Emotions
  • 25.
  • 26.
  • 27.
  • 28.
  • 29.
  • 30. What we can do to check and change our behaviour Ian Roe CIM Ambassador, Cheshire
  • 31.
  • 33.
  • 34.
  • 35.
  • 36.
  • 37.
  • 38.
  • 39.

Notas do Editor

  1. Complex messages don’t work internally or externally There must be consistency between the push and pull messages from sales and marketing. But clearly sales must be provided with appropriate / relevant tools which are consistent with the marketing messages. Marketing may need to reconsider their “message” if if clearly isn’t in line with what real customers want.