Archive for March, 2010
Good discussion of how to define alignment of sales and marketing in this post. http://ow.ly/1sPxN .
Good perspectives are presented in the original post and in subsequent comments from other marketing and sales gurus. Any interim marketing or sales executive charged with generating a revenue breakthrough must focus on the processes and culture with the two organizations.Read Full Post | Make a Comment ( None so far )
Aligned companies compensate Marketing and Sales differently than nonaligned companies. http://ow.ly/1qL4S Good post and discussion.Read Full Post | Make a Comment ( None so far )
Are you trying to hit a 12-month revenue target with a 9-month plan? Ouch. http://wp.me/pqOyG-1xRead Full Post | Make a Comment ( None so far )
An insanity test for sales and marketing execs at quarter-end. http://ow.ly/1ncbz. Latest blog post.Read Full Post | Make a Comment ( None so far )
As a consultant and interim marketing executive I am exposed to a variety of business and organizational situations every year. Without fail when attempting to transform the performance of the marketing and sales team with best practices I run into a stiff headwind blowing through the hallways and between the cubicles.
Unfortunately I know of more than one case where investments were made in research, training and technology only to have the initiative stall out before the benefits could be realized.
The number one reason best practices fail in sales and marketing is because the environment is un-trusting, uncooperative, passive-aggressive, caustic, and in some cases even poisonous.
Recognize the place?
The work environment within sales and marketing in so many companies has taken on these negative characteristics slowly over time. Unfortunately it is cumulative. People in the organization have memories. Stories are passed from old hires to new hires. The negativity self-fulfills.
In short, our sales and marketing organization—the one we depend on for life-giving revenue today and in the future—is effectively working in the past. Instead of working together in every way with a shared vision of performance, the people in these departments stumble about with eyes locked onto the rear view mirror.
Best practices can’t be expected to generate breakthrough performance in sales and marketing if the people are carrying around negative baggage—both personal and organizational– from the past.
I’d enjoy hearing your thoughts and actual examples (please keep company names out of your posts)Read Full Post | Make a Comment ( 1 so far )
Following up with 20 private equity firms I met Wed. in Houston. http://ow.ly/1i3Gc My Six- Week Turnaround for Sales & Mktg program was of interest.Read Full Post | Make a Comment ( None so far )