Marketing and Sales: We don’t know what to do?? Help!!!

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Marketing and Sales: We don’t know what to do?? Help!!!

‘Marketing and Sales: We don’t know what to do??? Help!!!’

Today, we are continuing the journey of AppCrafter Studios, who are a fictional B2B app development company. They do $15 million in revenue but have been stuck at this number for 2 years now.They had issues with branding in Episode 1 of this season which were solved, but now their sales and marketing teams have come to CEO Sarah and said they don’t know why their results have been so poor. So how does Sarah fix this problem? What is her team doing wrong?

If you’re a GM or CEO who is having issues with marketing and sales, or more likely Marketing AND Sales, this is the perfect episode for you.

We discuss the fundamentals of how these teams should work together, what are the foundational considerations for these functions, and what realistic expectations actually look like.

Some of the specifics this episode will cover include:

– Why it’s so important to understand how your category behaves and buys

– Why sales is an outcome and not a person or a team

– Why marketing is an intangible game and why that matters

– Why you should focus on a buying process and not a selling process

And

– How to intercept a prospect just before they come into market, which is often a great time to get in front of them.

This episode is co-hosted by Jack Ferguson and Alex Urquhart

Shownotes:

1:30 Quick recap of AppCrafter Studios

2:20 The sales and marketing team don’t know how to improve results, what should they do?11:20 IBM story

17:20 Why is sales an outcome?

22:15 Why should you focus on a buying process and not a selling process?