Brian Kavicky from Lushin, Inc. gave a great presentation at One Squared about how to make sales and marketing work together to reach your businesses growth goals.

3. Sales Says…
• “These leads are not the decision makers.”
• “These leads are not ready to buy.”
• “You are sending too many leads.”
• “You are not sending us enough leads.”
• “The marketing stuff does not match what we are saying.”
• “Our clients are not buying for the reasons that you say they are.”
• “I have no idea what you are doing in marketing.”

4. Marketing Says…
• “Give us some credit for your big sale.”
• “Why aren’t you using the content/presentation/collateral
that we have given you?”
• “You need to think like marketers, not sales people.”
• “Stop complaining about the lead quality, maybe you just
can’t sell.”
• “Sales isn’t following up on leads quickly when they are hot.”

5. To Increase the Revenue
and Maximize the Gross
Profit of a Company…

6. We do that by CLOSING
business.

8. We Have All Heard…
• 60-70% of buyers says they are done with the sales process
before they engage a sales representative.

11. Prospects
• The more content they
consume, the better
qualified they are.
• “People have to like you
before they buy you, so we
need to nurture the leads.”
• “The earlier that we can get
them to try the [demo,
product, service, etc…] the
more excited about it they
will be.”

12. Selling is About
Interrupting Patterns of
Behavior.

13. Selling is About Getting
Decisions. All Decisions
Are Emotional.

14. Buyers Have No Idea How
to Correctly Buy
Something.

15. Prospects Must Show That
They Are Willing and Able.
Your Process Must
Uncover That As Early As
Possible.

16. If Something is Not Working,
Normally the Opposite Will
Work.

17. Give As Much Control As
Possible to the Prospect.

18. Authenticity is the Key to
Trust. If You Feel It, Say It.