There is always a tension between marketing and Sales
One that arises from a different attitude and different training, and to be honest a different type of character in many cases.
However, the truth is these disciplines are different ends of a continuum. They are both concerned with the influence of potential customers in a postive manner. The balance of marketing & sales varies with the service or product being sold.
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
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