Building Blocks for Sales and Marketing Efforts

By: Open Book Selling
 
ANN ARBOR, Mich. - Oct. 6, 2022 - PRLog -- When it comes to defining and making distinctions between sales and marketing, are the roles and the language used clear to everyone in your organization? Marketing is responsible for exposing a brand product (could be tangible or non-tangible) to the marketplace.

Sales is responsible for converting leads to prospects and then to customers. With this simple distinction we may not know who is responsible for lead generation.

So, who is? Is it marketing, sales, or is it the entire company?

Some companies will have more marketing and less sales, others will have the reverse. There is no right answer when it comes to distinguishing sales from marketing and each area's responsibilities.

Over time, a given organization may change these distinctions to impact processes and results. Most importantly, is the structure and its function clear to those who must deliver and act on that understanding?

When it comes to positions in sales, clarity about what an organization wants and needs in a sales position will set the stage for a successful hire. Will it be new sales (hunter), repeat sales (farmer), account manager, or a customer support role/position? What are the expectations for this position? Will the person in this role be responsible for prospecting, making cold calls, building a pipeline, and closing opportunities at a certain pace (quota/goal)? Will they be required to function in a CRM? From a marketing perspective, will the position open a new territory or build out an existing one – vertical vs. horizontal market penetration?

Read more here: https://www.openbookselling.com/sales-coach-building-blocks

About Open Book Selling: Are you ready to build a sales-focused organization with a high performing sales team and an effective sales management solution?

Whether you're satisfied with the effort, focus, and results of your sales team, many people we speak with have been hesitant to act – simply because they don't know where to begin. If you're open to a brief call, let us know and we can take the first step together.

Call us at 248-468-7400 or fill out our contact form to receive a sample sales candidate assessment report! Together, we can assess how your company is doing, what potential it has, how to realize this potential, how long it will take along with expected gains. We are here to help you determine the best way to achieve your goals.
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Tags:Sales Coaching
Industry:Business
Location:Ann Arbor - Michigan - United States
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