Full-Funnel B2B Marketing Show Episode 25. Sales enablement with Dale Dupree
Sep 29, 2020
33:14
Never miss a new episode: https://sendfox.com/lp/mnyll3
Join 1500+ B2B marketers from companies as Siemens, Tribe47, House of Marketing, Zoho and many other at Getleado Insider Email community: https://getleado.com/marketing-newsletter/
Last year I hosted a corporate workshop for a B2B manufacturing company and asked the CEO and Head of sales to show up. Before the workshop, I gave each of them a clean sheet and asked to write down the #1 goal they are focusing on right now.
CEO wrote their goal is increasing share and activating leads from a specific market segment.
Head of sales told their goal is hitting the revenue quota.
CMO wrote the #1 goal is preparing for the exhibition and updating a website.
The next question was about challenges.
Sales: Marketing doesn't help us in hitting the revenue quota.
Marketing: We don't have any idea what sales and customers need. Sales don't talk to us.
This is exactly why I start all the corporate workshops with marketing and sales alignment.
If your marketing doesn't help achieve strategic business goals and doesn't help sales to hit the revenue (not leads) quota, your company will always have a growth bottleneck.
If sales don't initiate the conversation, then marketing should.
Last month I arranged a full-funnel B2B marketing summit where Day 4 was devoted to sales. I talked to B2B sales leaders and asked what kind of help they expect from marketing. It was a blast!
The only thing that made me upset: a person who I was looking forward to chatting, Dale Dupree, Founder of The Sales Rebellion, couldn't join us.
Now I'm going to fix it and chat with Dale today about sales enablement and his perspective as B2B sales leader on:
+ What marketing should be helping sales with?
+ How to create a killer sales enablement program from scratch?
+ Why lots of executives hate sales?
Dale on LinkedIn: https://www.linkedin.com/in/copierwarrior/
Website: https://www.thesalesrebellion.com/
Join 1500+ B2B marketers from companies as Siemens, Tribe47, House of Marketing, Zoho and many other at Getleado Insider Email community: https://getleado.com/marketing-newsletter/
Last year I hosted a corporate workshop for a B2B manufacturing company and asked the CEO and Head of sales to show up. Before the workshop, I gave each of them a clean sheet and asked to write down the #1 goal they are focusing on right now.
CEO wrote their goal is increasing share and activating leads from a specific market segment.
Head of sales told their goal is hitting the revenue quota.
CMO wrote the #1 goal is preparing for the exhibition and updating a website.
The next question was about challenges.
Sales: Marketing doesn't help us in hitting the revenue quota.
Marketing: We don't have any idea what sales and customers need. Sales don't talk to us.
This is exactly why I start all the corporate workshops with marketing and sales alignment.
If your marketing doesn't help achieve strategic business goals and doesn't help sales to hit the revenue (not leads) quota, your company will always have a growth bottleneck.
If sales don't initiate the conversation, then marketing should.
Last month I arranged a full-funnel B2B marketing summit where Day 4 was devoted to sales. I talked to B2B sales leaders and asked what kind of help they expect from marketing. It was a blast!
The only thing that made me upset: a person who I was looking forward to chatting, Dale Dupree, Founder of The Sales Rebellion, couldn't join us.
Now I'm going to fix it and chat with Dale today about sales enablement and his perspective as B2B sales leader on:
+ What marketing should be helping sales with?
+ How to create a killer sales enablement program from scratch?
+ Why lots of executives hate sales?
Dale on LinkedIn: https://www.linkedin.com/in/copierwarrior/
Website: https://www.thesalesrebellion.com/