I have been asked to speak on the topic of Sales and Marketing Alignment a number of times. Gerhard Gschwandtner’s recent opening at Sales 2.0 in Las Vegas addressed the same topic, and I spoke up to say, “Alignment starts and ends with leadership from senior sales and marketing management.” And yet, obviously, there is more to it than leadership.
Why it matters!
Without alignment of sales and marketing a company has no team. No team, no winners. Just a high sales territory turn-over and outrageous marketing spending.
Brian Carroll, in his B2BLeadBlog yesterday, summed it up in a list of 31 actions (he said ‘tips’) that have to be considered in order to get alignment between Sales and Marketing. Here are 7 of Brian Carroll’s 31 ideas; crucial ones you can use to improve alignment and collaboration:
- Train your salespeople to optimize your lead generation investment and to give you feedback.
To see the rest, go to Brian’s blog here.