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How Sales Happen Before Sales Gets The Lead

Today we meet Catherine Marsden, marketing consultant and social media guru. In this episode we  discuss the tension that occurs between marketing and sales organizations and how Sales and Marketing Should Shake and Be Friends!

Catherine left her 9- 5 career to help small business owners who are challenged by fierce competition and who are confused on how to take their businesses to the next level. Deeply understanding her customers is what makes her consulting unique and clients successful. By understanding her clients,  she can develop the right marketing strategies that are customized specifically for them.

Catherine specializes in marketing strategy, website design, email marketing and content writing.  But in this episode we talk about sales!

The Conflict between Sales And Marketing

The dawning of the internet has changed sales drastically. There is a lot of sales going on BEFORE the sales department even gets the lead.

• Chief Executive Board B2B commissioned  a study that found  57% of a purchase is done before the  sales department gets an inbound lead.
• Yet only 18% of marketers check to see if their efforts create sales
• The millennial  generation shops online first, and Sales needs to recognize the changing demographic
• Marketing should be doing work that aids the sales efforts
• Sales should be sharing their experience with marketing to better understand their language

Catherine believes that sales and marketing must be aligned. She says the messaging must be consistent, yet flexible.

If the messaging is muddy, clients won’t spend the time to understand in a competitive market.

Marketing Resources That Will Grow Your Sales