Category: Sales Marketing Relationship

Questions for Marketing Leaders to Ask When Interviewing Sales Reps

Over the past 10 years, I have probably interviewed more than 100 sales reps.  As the head of marketing I often get asked to weigh in on the success potential for prospective account executives.  My initial approach to these interviews was to attempt to assess the selling skills of these candidates.  However, over the years I have realized that the…

Four Examples of Why You Should Market to Prospects in Your Pipeline

Many sales leaders do not understand the advantage marketing can provide during a deal cycle.  They tell the marketing team to stop sending communications to prospects that are in the pipeline.  And they ignore the behavioral intelligence being gathered by marketing software during the sales process.  But not using marketing as your wingman during big deals can be the critical…

Marketing Can Prospect More Broadly than Sales

“Marketing can prospect more broadly than sales in key accounts.”  I love making that statement in a room full of sales leaders.  You can just feel the tension in the room as the hair on the back of the sales VP’s neck starts to go up.  But the statement is NOT meant to be a criticism of sales organizations.  Nor…