Why combining sales & marketing will make you rich
How to leverage sales team insights for webinar campaigns
Most sales guys in the info space don't really like / understand the marketers they work with.
A common example of this is a sales rep moaning to the offer owner about the fact that "The leads are unqualified!"
Most marketers in the info space also don't really like / understand the sales guys on the offer.
They will get frustrated when the closers have their 'off' weeks or the SDRs aren't reaching out to leads properly.
I've spoken to guys in the corporate sales world as well who will tell a similar story.
I'm a marketer at heart, but I'll tell you this...
I LOVE sales.
I love the closers and the setters on the offers we work on.
So much of what we do on Webinars in a one-to-many environment is just a mirror of what a one-to-one call looks like.
This is why whenever I step into a new offer to take over their webinars for them, my first port of call is ALWAYS speaking to the closers.
Who is better to speak to them the people who spend the most time with the prospects?
I also want them to know that our interests are aligned.
I want to respect the fact that they are on the front lines every day, taking 5-8 calls a day.
Because we are booking in calls for most of our webinars these days, it's my job to make sure that every call they get is a lay up.
They appreciate me for this, because they will clear £6,000 a week just from webinar calls.
I signed a big client this week, and when I was added to Slack, the FIRST thing I did was ask for their sales resources, market research docs, psychographics and call recordings.
Next thing you know, the sales manager is ALREADY asking me if I would be interested in running the webinars for another offer he is on.
If you are a marketer, respect the sales guys and work together with them to make everyone's lives better.
If you're interested in seeing how I use the sales team for webinar research, check out this video.
To your success,
Charlie McCormack