The document discusses the relationship between sales and marketing, highlighting how different products and services are categorized by purchase complexity and volume. It emphasizes the need for collaboration between sales and marketing teams to address customer needs through effective engagement strategies and messaging. Ultimately, the balance between sales-led and marketing-led approaches is crucial for successfully meeting complex client demands.

1. SALES VS MARKETING

2. Complexity
Volume
Aircraft
Toothpaste
Website MS Office
Oracle/ SAP
Comb
Different products and services can be categorised by how hard they
are to buy/sell, and the volumes that are bought.
Cars

3. Sales
• Sales involves communication with a customer
– Inside sales limited to non face-to-face
engagement
– Field sales includes significant face-to-face
interaction
– Sales involves commercials and tailoring of a deal

4. Marketing
Marketing is
• Strategic
– What are we selling to whom and for how much.
The basis of a business
• Tactical
– How do we engage with a market
• Brand
• Lead generation
• Sales support

5. Complexity
Volume
The extremes will be dominated by Sales or
Marketing approaches.
Sales Led
Marketing Led
Clients complex needs
demands intimacy with
client
Low cost of goods means we
cannot afford field sales
team, and customer will
decide based on his own
research/ bias / experience

6. Sales Led
• Marketing needed initially to
– Define business case for the sales team (Porters 5 forces)
– Assist in defining sales terrorities ( chimney pot count)
– Assist in building messaging
– Lead generation
• Sales led because
– Customers need to be found and qualified
– Customer intimacy needed to inform and tailor product/ service
offering and commercials
• Must be built and earnt
– Construct and deliver messaging
– Need to train and influence customer
– Need to build rapport and trust

7. Marketing Led
• Marketing needed to
– Build brand
– Build customer awareness
– Collateral and information
• Sales
– Limited to inside based customer engagement
– Channel and Account Management
• Ie Tescos relationship important in selling toothpaste

8. The overlap
• Sales team perform marketing activities
• Marketing sell
• The balance is influenced by complexity of the
buyers purchase and the volume of services to
be bought

9. Complexity
Volume
Most businesses will fall in-between.
Sales Led
Marketing Led
Sales and marketing teams
need to work together in this
space.

10. Sales Team Marketing Team
Defined Need for support
Events/ Brochures / branding/
YouTube / Website/ references/
messaging/ give-aways/ etc
Definition of Product and
services
Operations Team
Defined
market
Sales and Marketing interaction
Request for Information
on Customer needs
Engagement strategy, tailored
messaging

11. For help tuning your Sales system
Contact Simon Moore
Moore.simon@yahoo.com