Sales and marketing departments view their respective roles in the revenue generation process quite differently, and those differences will run deep. Sales worries about meeting quarterly goals, Marketing says it is the only one thinking strategically. Sales wonders why it has to generate its own leads, Marketing complains that Sales ignores everything Marketing generates. Marketers think generating leads is a numbers game. Sales says it’s not – that generating leads requires understanding and solving business problems. Sales thinks Marketing is lightweight and easy, Marketing wonders why Sales cannot make its numbers. Alignment between Marketing and Sales is potentially the largest opportunity for improving business performance today.

1. Inspirational Design
This cautionary tale against falling into the trap of
believing the illusion that sales and marketing can’t work
together to be successful. Fight through the clichés and
learn how to improve the partnerships between sales,
marketing and the real stars of the show; the prospects,
qualified leads and customers.
Let’s Start

2. Inspirational Design
@NicoleHudsonCo Nicole Hudson
NICOLEHUDSON1

3. Inspirational Design
The Problem:
Sales is From Mars, Marketing is From Venus

4. Inspirational Design https://youtu.be/OsQrBptivHQ

5. Inspirational Design

6. Inspirational Design
Why Sales and
Marketing
Alignment is
Broken.
The lack of alignment between sales and marketing is an age-old problem that is often addressed, yet rarely solved. Years ago,
businesses didn’t need to worry about the lack of alignment because customers gathered in the same places, making it easy to keep
sales and marketing messages unified. But these methods no longer work in today’s multi-channel, buyer-centric world. The shift in
the buying process only underscores the need for alignment between these two departments.

7. Inspirational Design

8. Inspirational Design
Marketing & Sales
Alignment is About
The Customer.
NOT - -
• Sales Quotas
• Marketing Materials
• Leads from Downloads
• Software
• Technology

9. Inspirational Design
49% 40%43%
Communication
Breakdown
Broken and Flawed
Processes
Sales and Marketing
Being Measured by Different
Metrics
Understanding the hurdles can help
organizations overcome their challenges.
Study: InsideView & Demand Gen Report

10. Inspirational Design
Here are some ways to break down those
barriers:
• Replace the sales funnel with a revenue
cycle
• Understand and Identify Your Buyer
• Ask Sales and Marketing to collaborate
in defining a lead-generation strategy
• Set and Understand Goals Together
• Identify the gaps in sales and marketing
and identify a process to fix and
support them.
When Sales and Marketing realize they’re
on the same team, and begin to work
together toward common goals, everyone
wins.

11. Inspirational Design
Replace the Sales Funnel with a
Revenue Cycle!

12. Inspirational Design
Define the
Strategy
Together.

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17. Inspirational Design
Nhudson@inboundleadsolutions.com
@NicoleHudsonCo Nicole Hudson
NICOLEHUDSON1
248.808.9922

18. Inspirational Design
Inbound Lead Solutions
Twitter: @GetInboundLeads
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Blog: Inboundleadsolutions.com/blog
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