Download - Sales People Are From Mars
Sales People are from Mars or Maybe the
Zombie Apocalypse
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It’s a self-image thing.
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How Sales Sees Itself
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How Marketing &
Communications
Sees Itself
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How Sales Sees Marketing &
Communications
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How Marketing &
Communications Sees Sales
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How Sales Sees Product Development
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How Product Development Sees Sales
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How Sales Sees Shipping and Installation
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How Shipping and Installation & Installation Sees Sales
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How Sales Sees Customer Service
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How Customer Service Sees Sales
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How Sales Thinks Marketing &
Communications Sees Sales
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How Sales Thinks Product Development Sees Sales
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How Sales Thinks Installation Sees Sales
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How Sales Thinks Customer Service Sees Sales
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How Marketing & Communications Thinks
Sales Views Marketing & Communications
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How We Ought to View Sales
Goal-oriented Risk-tolerant Not afraid of no
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Unfortunate Reality #1
Sales is coin-operated.
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Unfortunate Reality #2
Your content and social
isn’t useful (until it is).
Source: LinkedIn
85% don’t use
marketing content
90% of sales people say
they can’t find relevant
content
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Unfortunate Reality #3
Your leads are crap.
87% of sales people think they do a good job
following up on leads from marketing
Source: hubspot #BtoBPOV
64% of marketing people think sales does a
good job following up on leads from
marketing
59% of marketers have no formal
agreement with sales, re roles and
responsiblites
Unfortunate Reality #4 Marketers don’t
always know who
they’re marketing to.
Source: hubspot
41% of marketers don’t’ use
personas at all
5% of marketers believe they
pass quality leads to sales
6% of sales people believe they
get quality leads from
marketing
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Unfortunate Reality #5
Marketing is having the
first conversation with the
customer.
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Unfortunate Reality #6
You need to make this whole thing work anyway.
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Things to Ponder
• Is a little tension a good thing?
• Do we need a pre-nuptial agreement? SLAs? Lead definitions? Common
tools? Shared analytics? L2R (lead-to-revenue) frameworks?
• Does marketing still need to market marketing to sales?
• Are Canadian subs of foreign companies more or less prone to strife?
• Is Account Based Marketing going to save us all?
• How about predictive analytics?
• How do we bridge the gap?
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Thank You
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Elizabeth Williams
Tweets @bizmkter
Rants @ BizMarketer.org
Emails @ [email protected]
Talks on the phone @ 647-921-4489
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