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CEO’s & CMO’s Looking to increase Sales? Here's How

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Sales reps can only be as good as the product and message they represent. Before companies can hire Sales reps, they need a great product with messaging that conveys the benefits to customers. Sales reps need support from marketing in the cross functional organization of tomorrow. The messaging should be able to prevent customer objections. Unfortunately, this is where many Marketing departments fall short.

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CEO’s & CMO’s Looking to increase Sales? Here's How

  1. 1. CEO’s & CMO’s Looking to increase Sales? Here’s How.
  2. 2. WhyWe need Sales & Marketing Alignment • "80% of Marketing Collateral isTrashed by Sales & 30% of SalesTime is used creating collateral just trashed. “ According to CEB Research • Sales reps can only be as good as the product and message they represent. • Before companies can hire Sales reps, they need a great product with messaging that conveys the benefits to customers. • Sales reps need support from marketing in the cross functional organization of tomorrow. • The messaging should be able to prevent customer objections. Unfortunately, this is where many Marketing departments fall short.
  3. 3. According to Salesforce.com 82% of Sellers are out of sync with the buyer
  4. 4. • Many people that get hired in marketing, lack a sales background and have no idea on how to handle customer objections. • In addition, many people in Marketing lack the background and understanding of how people learn. • Teachers and psychologists have this training. Understanding how people learn can make product messaging more effective because it can be presented in multiple formats. • Many people in marketing lack practitioner experience and as a result marketing is not as effective as it could be. • Practitioners are especially underrepresented in the Marketing function of many EdTech companies and this needs to change. Now I will make a case for hiring Sales Reps,Teachers and Industry practitioners in the marketing.
  5. 5. The Case for Hiring Ex Sales Reps in Marketing • Knows how to handle objections which can be applied to message • Experience dealing with customers, knows customer pain points • Sees how end-user uses the product • Can increase sales using Sales expertise to make messaging customer centric • Can assist with Sales and Marketing Alignment as companies need to work cross functionally • Understands the issues Sales Reps face and has the credibility of being a Rep when collaborating with SalesTeams • Experienced obtaining , qualifying and converting leads to Sales ie Lead gen/demand gen
  6. 6. Hiring Industry practice experts • They are the customers and understand the pain points better than any market research -should be in leadership roles • Healthcare does this with Doctors, Dentists • Tech does this with programmers and engineers. • Why not EdTech! • Can increase Sales because they are the customer and understand the pain points because they have experienced them in the job • This is the best market research/ buyer persona there is!
  7. 7. Case For hiring FormerTeachers • understands how people learned • skilled at tailoring content for understanding based on learning needs • Today’s marketing is about educating customer and earning the right to market to them as the can educate customers
  8. 8. Why HiringTeachers and Practice experts in Sales isn’t Good Enough • People in Sales are not involved in the creative process and cannot change their cards and company messaging. • They cannot address weaknesses in messaging and product.
  9. 9. The Marketer ofTomorrow & How I Can Help • Has all of the above in their background or at least a Sales background at a minimum • I have Marketing experience along with all of the above in my background. • In the EdTech Industry, I hit all of the above and I am qualified for a job in marketing especially being the industry practice expert. In healthcare I have two out of three. For all other verticals, I have two out of three because I was in Sales, I taught and understand how people learn. • Are you ready to increase Sales by improving Marketing?Your sales teams deserve better! • Change today!
  10. 10. Dan is passionate about using Marketing to help businesses Increase revenue and sales. Certified in Inbound Marketing, Dan has worked with various marketing organizations. Prior to teaching, Dan served customers as an Outside Sales & Marketing Rep in NYC. In this role, he taught & trained Dentists on the company’s products & services using a consultative selling approach combined with direct marketing. He also supported the company’s marketing efforts at industry trade shows. Dan also supported Software, Hardware and Dental Imaging Technology Sales in hisTerritory. Dan writes & publishes a business blog on the topics of Sales, Marketing & Social Media entitled Sales, Marketing & Social MediaToday; which has grown to over 16,000 followers on LinkedIn & over 11,000 onWordPress. Dan is seeking a full-time marketing role. He is willing to create and build out the Marketing function of your organization if it does not exist. Contact him at Dan@DanGalante.com to set up interviews. Bio

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