Mention the word “marketing” to a salesperson or business owner, and they may conjure up visions of long-haired, tie-dyed, overly creative people who like to travel to conferences and spend lots of the company’s money on flowery advertising campaigns. They also think marketers don’t understand that marketing is supposed to make money for a company.
For a marketer, “sales” is that person or people who go out into the world and do whatever they want to make a buck ... and the more money they make, the better. Marketers think salespeople are all like Alec Baldwin’s character in Glengarry Glen Ross, especially when he says “coffee is for closers!” They also think salespeople get in the way of their efforts to make money for a company.
As you can see, often there’s a wide chasm between the two camps. It’s unfortunate, too, as the two camps really should work as one.
Simply put, marketing is everything your company does to reach leads and persuade them into becoming qualified prospects. Sales is the process where your company takes those qualified prospects to “the close” by getting a signed contract, delivering a product, and so one. One is a continuation of the other, and each supports the other.
Bob Woods, partner and co-founder of outsourced sales and Internet marketing firm OmniSolus, has experience in both sales and marketing, and understands how the two should come together to maximize a company’s revenue-generation activities. In his group discussion It’s “Sales and Marketing,” Not “Sales vs. Marketing”, he’ll go through how both can (and do) work with one another to not only make more money for a companies, but to flood their bottom lines in a sea of black ink.
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