All You Need Is 5 Steps to Align Sales and Marketing The first two steps of aligning sales and marketing involved setting clear goals and defining and agreeing on a process. Each step of the sales and marketing alignment process builds on one another to ensure that the alignment is sustainable and not a fleeting...

Define and Agree on Terms and Process In step 1 we covered the need to set clear goals in a way that lets each individual see how their performance is impacting revenue. Now when the goals are clearly set, you’d think that everyone would know what they need to achieve. But be careful! You are...

It’s fundamental human nature to point fingers. If you’ve been around sales and marketing at all, you’ve definitely seen it. When the revenue numbers aren’t at or exceeding plan, sales blames marketing for terrible leads, and marketing blames sales for poor follow-through. Why do we care? Other than an unpleasant, high-turnover working environment, the greater...

First, let’s have a quick crash course in what your prospects DON’T care about: Your product. Your company. You. It’s harsh, but true. It’s human nature to talk about ourselves, or in the case of business, our products and services. After all, it’s what we know best. It’s critical to understand that, especially in the...