In an ideal world, sales and marketing would have open lines of communication but traditional divisions between marketing and sales teams often lead to uncoordinated strategy and execution efforts. Since marketing teams are usually not on sales calls and are essentially removed from the face-to-face sales process, they often are creating marketing materials in a vacuum.
In a world of mass communication technologies, one truth about communication hasn’t changed: People prefer to get information face-to-face.
With this in mind, how does one deliver an effective face-to-face engagement encompassing the balance between identifying the customer problems whilst articulating one’s own service or product value.
Gone are the days of when sales & marketing can continue to work in isolated silos, each with its own independent revenue goals and key performance metrics. In order to maximize revenue growth and ensure business goals are consistently met, today’s sales & marketing teams must be aligned and integrated, working in tandem to be better prepared at every step of the sales process.