How to Get Two Giants to Play Nicely

Share on FacebookTweet about this on TwitterShare on LinkedInShare on Google+Email this to someone

200328982-001Unity between sales and marketing can be difficult if the two departments do not have the same goals. Like giants clashing over territory and supremacy, they must work together. More than just talking in planning meetings, they have to develop an aligned strategy and execute accordingly.

For example, marketing may be incentivized by the volume of leads it provides the sales team. The sales department is incentivized on the volume of sales – whether gross sales or margins. One challenge is when the marketing team uses a low price approach to promoting their products. This generates more calls, emails, and web inquiries for the sales team to pursue. As a result, the majority of prospects generated from such activity may be outside of the ideal customer profile for the company.

Continue reading

How a Handoff Can Save Your Largest Account

Share on FacebookTweet about this on TwitterShare on LinkedInShare on Google+Email this to someone

handoffMost companies encourage their salespeople to take ownership of their accounts. That’s good and appropriate—to a point.

When a sales rep’s ownership of an account puts that account in jeopardy, the sales manager needs to step in and correct the situation.

Mitch was the sales rep on a major account and had a high level of customer contact. Although Mitch was great at new business development, he wasn’t so strong with account management. He often butted heads with his primary contact and—without meaning to—steamrolled right over others. His assertive behavior earned him a nickname within the customer’s office.

They called him “Sandpaper.”

Continue reading