Although the technologies and tools available to the B2B Marketer have improved significantly over the past decade, the fundamental responsibilities of the role have not. Where a direct sales channel is in place, marketers are responsible for three functions: Creating the strategic position of the business, enabling the sales organization, and generating demand.
Become the Only Choice
If you and others in the office don’t like a salesperson, odds are the customers don’t like him very much either.
Socially accepted excuses are the enemy of personal accountability and can drag down an office, a team or a company. So, how do we ensure socially accepted excuses do not weave their way into the fabric of the company? By building a foundation we refer to in our training as The Four Cornerstones of Success.
The question of "Do You Have Vision? is something we ask ourselves every Monday morning as we are reviewing our sales pipeline. We bring up the list of deals that are in play, and we challenge each other. We pick at each account, each decision maker, each culture, each opportunity. We do this because we fanatically protect our value statements.
Picture this if you will ... an hour glass with green sand on your desk that represents time and money. YOUR time and YOUR money. You see, we all get the same 525,600 minutes in a year, and as a leader, we must invest that time wisely. We must invest that time where we will get a return on investment.
Looking back on 2016, we thought it best to reflect on some of the key learnings that you may learn from.