Sales Marketing Tandem

•

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The document discusses how sales and marketing teams can drive growth when aligned and inhibit growth when not aligned. It provides examples of how misalignment between sales and marketing can negatively impact key metrics like proposal conversion rates and customer churn. The document recommends giving marketing a sales quota to align responsibilities and incentives between the teams. It also suggests conducting workshops to assess the current relationship, get feedback, create a common plan with shared performance indicators, and provide support to execute the new alignment.

Business

Productivity
through
effectiveness

The Ultimate Sales Executive Resource

Does Your Sales & Marketing Tandem
Drive or Inhibit Growth?
Christian Maurer

The Ultimate Sales Executive Resource
© 2009 Christian Maurer All rights reserved

Drive or Inhibit Growth?

The Ultimate Sales Executive Resource
© 2009 Christian Maurer All rights reserved

Growth Inhibitors

Execution lets the strategy down Data doesn’t tell you what to change

The perspective gap Sales and marketing are on different planets
© Graphics: MathMarketing

The Ultimate Sales Executive Resource
© 2009 Christian Maurer All rights reserved

Pains of Marketing & Sales Being on Different Planets
Sales Aligned X

Constraint Sales Not aligned X -5%
Growth Rate
t

o Suboptimal Proposal Proposal -38%
Conversion Rate

ed ne d
t align Alig
No

+36%
o High Customer Churn Customer
Rate Base
e d ne d
ign Alig
t al
No
Source: MathMarketing and MarketingProfs study (2005) of 1400 businesses from 84 countries

The Ultimate Sales Executive Resource
© 2009 Christian Maurer All rights reserved

Align Sales and Marketing with a Common Plan

Different Common
Responsibilities Set of Performance
Indicators

Marketing

Sales

Give Marketing a Sales Quota!

The Ultimate Sales Executive Resource
© 2009 Christian Maurer All rights reserved

How to Give Marketing a Sales Quota

© Graphics: MathMarketing

The Ultimate Sales Executive Resource
© 2009 Christian Maurer All rights reserved

© Graphics: MathMarketing

The Ultimate Sales Executive Resource
© 2009 Christian Maurer All rights reserved

The Triad to Success

The Ultimate Sales Executive Resource
© 2009 Christian Maurer All rights reserved

How to Get there
• Assessment
• Mini-Workshop (Feedback & Proposed Actions)
• Planning and/or Education Workshop
• Execution Support

The Ultimate Sales Executive Resource
© 2009 Christian Maurer All rights reserved

Productivity
through
effectiveness

The Ultimate Sales Executive Resource
c_a_maurer@ceoexpress.com

Accredited Funnel Coach

The Ultimate Sales Executive Resource
© 2009 Christian Maurer All rights reserved

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