Marketing team creates pitch deck. Sales team doesn’t like pitch deck. Sales team creates their own pitch deck. Marketing team gets frustrated. And…the cycle continues. Sales and marketing teams are working toward the same goal–revenue…so why do they so often work against each other to get there.
On this episode, Mike Weir uncovers his secrets of go-to-market team alignment as a former marketer to now CRO at the highly-trusted peer-to-peer review site G2. Listen as he shares how to close the information gap in sales to drive your revenue, leverage data and technology to create a better understanding of customer needs, the importance of personalized communications, and the power of developing a curious mindset to ask questions and seek answers.
Here’s what’s inside: Train your reps to simplify: Mike says that your sales team needs to lead conversations that are different. They need to resonate with the customers and be ‘plain’ enough to connect with them. Do an empathy audit: Mike says empathy, as a salesperson or marketer, creates way more understanding, team success, value, and collaboration. When experiencing headwinds, this is what will help you rebound. Stay skeptical. Stay curious. Close the gaps.: Mike says this is how a rep closes deals. First, use data to help figure out what is not being said. Second, use your curiosity to bring value to your conversation. Third, use your skepticism to anticipate the buyers’ concerns.
Grab this week’s checklist:
