OnBase: Smashing Sales and Marketing Misalignments Ep 22 | Transforming B2B Sales Strategies with Ben Simms
If you’re (still!) looking for new ways to disrupt your B2B Sales initiatives, these useful tips and ideas from Ben Simms, Vice President of Commercial Client Services at MarketSource will come handy.
About Ben:
As the leader of delivery for commercial client services at MarketSource, Ben is responsible for deploying and executing a wide range of B2B sales and marketing solutions for Fortune 500 and enterprise clients across several verticals and industries. Ben’s client engagement programs manage inside sales, account development, brand advocacy, and channel sales teams for some of the most iconic brands in the B2B space. He has an insatiable thirst for learning how different industries can most efficiently grow revenue and share knowledge management principles to instigate strategic thinking. The #1 motivating factor throughoutBen’s profession has been growing careers.
Prior to MarketSource he spent 15 years as a leader in admissions, marketing, and operations for higher education institutions to launch careers for graduates and now enjoys growing careers at MarketSource on behalf of his clients. Combining his experience in education and passion for rock music Ben has a “side hustle” as the owner of School of Rock – Johns Creek, inspiring people to rock on stage and in life, which was voted “best music lessons in North Atlanta” by Appen Media. Ben has lived in 13 states calling Georgia home since 2013.
He holds a BBA from Western Michigan University and an MBA from the University of Colorado. Ben lives in Johns Creek with his wife, Christina, and two rock star sons. You can follow him on Twitter or connect with him on LinkedIn.
Top ten takeaways from the episode:
- “I’m a fan of high amount of sales prospecting touchpoints.”
- “If you have a high volume of attempts within a timeframe, you get more results.”
- “Sales and marketing alignment is an age-old question that I don’t think will ever be solved!.”
- “Sales and Marketing conflict can actually help challenge the status quo.”
- “The one thing Marketing is responsible for (always) is generating leads.”
- “Its never only about impressions and touches and triggers.”
- “Sales should have SLAs – how quickly will they respond to a lead, how quickly will they follow up.”
- “I believe Marketing should focus on Demand Generation and Inbound leads.”
- “Its more common to have BDRs and SDRs report to Sales and this also gives more results.”
- “Data is improving dramatically and in a quick way. I’m excited about technographic data which analyses digital signals to see who is using or recently purchased different technologies. ”
About the podcast
Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.