This article is part of an occasional series from leading voices about key issues facing marketing today.
I've always tried to be a B2B marketer whom salespeople love. My logic was simple: If the sales folks love me, I'll never get fired.
The other day, when I bumped into Gary, who worked in Sales at one of my prior clients, he gave me the sound bite I always strive for: "I was always happy to see you walk in the door because I knew the leads would be coming in not too long after you left."
As a sales-oriented marketer, you can't ask for more than that.
To earn love from Sales, I've always focused on two things: lead generation and sales enablement.
The former, lead gen, is self-explanatory, but sales enablement is no longer what I once thought it was. It's now Sales Enablement—with capital letters—and it's a profession unto itself these days.
In fact, I just checked LinkedIn and found tens of thousands of people with "Sales Enablement" in their job titles.
Wait, isn't this Marketing's job?
Take the first step (it's free).
You may also like:
- ABM Strategies for Winning Those Big, Attractive Deals: A Three-Tiered Approach
- Your Lead Data Is Bad, Fix It With Predictive Lead Scoring
- A Guide for Creating and Optimizing B2B Content Marketing Funnels [Infographic]
- How to Craft a Concise B2B Sales Pitch in Limited Time
- Sales Leaders' Top 10 Priorities for the Year Ahead [Infographic]