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In many organizations, the sales and marketing groups bicker with one
another...constantly fighting for resources and looking to place blame for a
lack of customers on the other.
We know of one VP of marketing who instructed her team to:
Help me prove that the
sales organization isn't doing its job. I'm going to nail them!
Needless to say, the team continued to work with the sales
organization to build the business....and that particular VP was soon
removed from her position. Her territoriality didn't fit in with the
entrepreneurial spirit of the rest of the organization, and it certainly
wasn't helping the company to grow.
Working Together
There's just one problem. Sales people and marketing people don't want
to work together.
There, I said it. Okay, it's out on the table. It's the truth. Deal with
it.
So...why don't they want to work together? You already know this, but
it's worth reiterating. Here's the problem.
Sales people have Type A personalities, are money-driven
(coin-operated), hate being cooped up inside a building, want their freedom,
make it up as they go along, are loners, love to solve problems for
customers, look for the big win, hate to lose, are sometimes shy and
introverted, hate hearing the word "no".
Marketing people, on the other hand, are connectors. They like
putting people together, they work well with multiple groups of people, they
like a certain amount of structure, sometimes they're highly creative, they
think they're good at sales, they're goal oriented.
In other words, the two groups of people in an organization that must
work together to grow the company are not likely to get along well without
adult supervision.
Wonderful.
However, when they do get along, great things happen. If you've been
part of an early stage startup, you've seen how well sales and marketing
people can coexist...in fact, can work together to build a business.
Get
our five tips for getting sales and marketing people to play nicely...
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Networking Alert |
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November is chock full of networking events. Here are a few of the best
upcoming networking opportunities:
- Sales & Marketing Revenue Bootcamp. Wednesday, November
13th. At this first Revenue BootCamp, jointly hosted by the Acelera
Group and the Fenemore Group, attendees will discuss practical
results-oriented sales and marketing strategies that you can take away
and use immediately.
- SBANE Breakfast Series: Trains, Politics and Other Moving
Targets. Friday, November 15th. Former Governor Dukakis will have
some insightful comments about the recent elections and some thoughts
on the 2004 Presidential election. This event is sure to be a sellout,
so please register early.
- Harvard Startups/MIT Joint Business Social. Tuesday,
November 19th. We don't often recommend social events, particularly
those held at trendy bars, but this one sounds like it could be a
blockbuster of an event!
- CapitalVenue: Venture Investors Speak & US/Quebec/Mexico
Business. Wednesday, November 20th. Please don't stay out too late
at the Harvard Startups/MIT Joint Business Social on the 19th, as our
good friend Walter Wright will be moderating the CapitalVenue panel on
the morning of the 20th. You don't want to miss his panel!
Which events should you go to? » |
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Upcoming Topics |
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Next issue we'll explore the question:
What Customer Acquisition
Strategies are Working Today?
And to help us with future topics...what are the key marketing and
sales issues facing your organization?
Talk with us about your key issues... » |
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About the Acelera Group |
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The Acelera Group plans and manages the marketing initiatives to fill
your sales pipeline with high quality prospects, leading to repeatable
business and higher profitability. We help you to maximize market,
revenue and profit opportunities.
If you're interested in growing your business more quickly and
profitably, please contact us at 617.737.7100 to schedule an initial
discussion. We look forward to talking with you!
To contact us... » |
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