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Selling demand generation to your sales team: Building trust and shifting mindsets
Manage episode 367432531 series 3436834
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Are your marketing and sales teams aligned? Gaining common ground is difficult, but ultimately, it’s what you need to do to help your company grow and sell more. The biggest disconnect between sales and marketing is the immediate view vs. the longer-term view. With sales compensated on meeting monthly or quarterly quotas, the “more leads now” drum beats loud and strong.
In this episode, we talk about this common situation and how to sell your demand generation to your sales team. How do you build trust and communicate the value of quality leads vs. quantity of leads? Listen now to hear about how we help our clients with this scenario. Get ideas and tips about how to break down silos and work together to maximize revenue and results.
[00:24] Show intro
[03:28] Building trust and shifting mind sets
[06:08] Building a foundation for long-term growth
[08:37] The way B2B prospects buy is changing—and they want to drive
[13:11] Advantages of focusing on leads that are in-market and have buyer intent
[16:33] Content that meets buyers where they’re at
[19:05] Demand generation, in-bound leads, and focusing on buyers who raise their hand
[20:24] Key takeaway
[20:45] Outro
The Demand Gen Fix is hosted by Deanna Shimota, CEO of GrowthMode Marketing. Listen to our team of marketing experts and featured guests drop knowledge on how HR tech companies can maximize the success of their marketing for today’s B2B prospects. Learn more at www.growthmodemarketing.com.
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