Listen while you think about how you're going to make quota!
Their work should cross operational lines these sales and marketing people, after all they are on the same team, but they don’t in many (most?) companies. But to reach a company’s revenue target, they must work together. Christopher Ryan, founder and CEO of Fusion Marketing Partners was on CRM Radio this week and he tackled how to get a defined, hand-on-the bible service agreement between the sales and marketing departments.
There is a lot of talk about teamwork but in many organizations that’s all it is TALK.
- How to get started – hint in the executive suite
- How to get the plan integrated into sales and marketing everyday functions
- What are the unspecified expectations?
- Sure, it starts with defining a sales-ready-lead, estimating the number of inquiries, marketing qualified leads and y sales qualified leads that will be needed.
- KPI’s: what must both department agree upon?
- What is it that marketing owns?
- What is it that sales owns?
- Remember, compensation of salespeople drives behavior!
- Why marketing people be compensated for revenue.
Christopher Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has written four books on marketing and information technology, including the recently published Winning B2B Marketing.
About Fusion Marketing Partners
Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or underperforming marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally. To find out more, visit http://www.fusionmarketingpartners.com
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