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:
- Effective Measurement of ABM Depends on These Four Steps
- The Optimal Sales Cadence: Frequency and Duration Benchmarks
- 16 Planning Tips for Tradeshow Success [Infographic]
- How to Find Your Company's Most Powerful Thought Leaders--and Your Company 'Story'
- How to Make an Effective Testimonial Video: A Step-by-Step Guide