If your marketing content has been ineffective, you may be overlooking some valuable insights from the people who deal with your clients every day – your sales team.

This week, Mark is joined by Purna Virji, past winner of the LinkedIn Ads Cross-Functional Partner of the Year award, and author of "High Impact Content Marketing." She’s got some serious chops in making sales and marketing play nice together, working with teams of all sizes across the globe.

She walks us through the benefits of using insights from sales to inform marketing strategies and creating a collaborative environment where both departments work towards common business goals.

Here are some of the topics Mark and Purna discuss in this episode:

• Marketers need to get a bigger seat at the table

• Why marketing strategies should come from customers and from sales

• How Purna prioritizes what drives the most value for a business

• The questions marketing should be asking the sales team

• How to understand what sales have to say about the customer helps in prioritizing strategy 

• Why sales is more on the ball about what will make the company money

• The four root causes of most customer objections

• How to proactively address customer objections in your messaging

• Why feel/felt/found is one of Purna’s favourite sales tools

• Some of Purna’s favourite questions for sales teams

• How sales can help marketing develop the right messaging

• Where marketers often stumble when tying marketing goals back to business goals

• The importance of being clear about desired business outcomes

• How reading comment sections can help you find your USP

• The lesson Purna learned the hard way

• Purna's #1 tip for selling more

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