- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
Sales Enablement is about aligning Marketing & Sales teams to engage with the empowered B2B Buyer during the research/discovery and pre-sales journey ✨✨
However, there’s a “gap” 🔥 in the way Marketing & Sales teams are structured and measured. Here’s how?
💡 1. Quantity Vs. Quality – Marketing drives quantity to the pipeline while Sales looks at quality leads that are qualified and can be converted at higher win ratio.
💡 2. Funnel Focus – Marketing often focuses on top end of the funnel while Sales focuses on bottom of the funnel.
💡 3. Long term Vs. Short term – Marketing thinks and executes long-term, while Sales thinks short-term and opportunistic.
💡 4. Rules Vs. Deals – Marketing plays by the rules/best practices while Sales is driven by tactics to close deals.
Perhaps, structuring Marketing & Sales as “$ Revenue Team” 💰 or “Sales Enablement” team 🤝 can be a starting point to bridge the above gaps.
In the next post, I will talk about “key elements” 🌈 of Sales Enablement, in more detail…
Do you agree with the “gaps” as stated above? What more could you add to it? 🤔
# #sales #salesperformance #salestools #b2bsales #SalesEnablement #B2BJourney
