Want to know the secret of world-class sales organizations? A new study finds the key is executive leaders are actively engaged in Sales.
The study by Miller Heiman, with key findings reported in MarketingProfs , reinforces the wisdom that leaders must be your best sales reps.
Therein lies a big opportunity for marketers to add value and visibility. Executives need our help to make their time spent with customers productive. They may hear from Sales what their individual clients want from the company executives. But it takes Marketing to create ammunition from the perspective of the customer and the market. Presentations, collateral, analysis, and proposals that make company leaders successful. Senior management and Sales will love Marketing.
My co-authors and I wrote in Marketing Champions (Wiley 2006) that Jack Welch, the legendary CEO of GE spent hours every day with customers. When executives see their role as "chief growth officer," they stay active in Sales.
Are your execs selling? Does Marketing facilitate this activity? If so, how?
Continue reading "Do You Know the Secret of World-Class Sales Organizations?" ... Read the full article
MarketingProfs provides thousands of marketing resources, entirely free!
Simply subscribe to our newsletter and get instant access to how-to articles, guides, webinars and more for nada, nothing, zip, zilch, on the house...delivered right to your inbox! MarketingProfs is the largest marketing community in the world, and we are here to help you be a better marketer.
You may like these other MarketingProfs articles related to Marketing Strategy:
- Creating a Better Audience Experience: Oli Gardner on Marketing Smarts [Podcast]
- Four Ways to Reduce Churn and Create a Companywide Culture of Customer Success
- How Senior Marketers Set Their Budgets
- The Top Areas Where Martech Tools Could Be Improved
- The Great Compression and the Future of Marketing Post-Pandemic: Mitch Joel on Marketing Smarts [Podcast]