Successfully Marketing for Your Sales Team with Pam Didner, Ep #75

Pam notes that sales and marketing think and approach the same objectives very differently from the get-go. Sales and marketing teams have the same business and revenue objectives, but they usually differ in their approach. Salespeople say “accounts, “ whereas marketers say “buyer personas.” Salespeople focus on the bottom of the funnel, and marketing focuses on the top. Salespeople are driven by short-term objectives (i.e., quotas they have to meet), but marketers focus on long-term objectives (such as building brand awareness).  But once you understand the differences, you can find commonalities and ways to work together. Can your teams do a joint initiative? Can marketing help build sales templates? Pam recommends that sales and marketing teams find one or two projects to work on together.  Outline of This Episode [2:26] How to get to know your customer deeply [6:22] The number of “you” should be more than “we”  [11:18] Understand your company’s martech stack + processes [16:06] How to determine the tools to invest in [22:45] Proper integration of sales and marketing  [25:40] How to improve the quality of your MQLs [30:58] What is account-based marketing? [33:37] Kick off the year developing a marketing plan [36:52] How to successfully write a book  [41:15] Get connected with Pam Didner  Resources & People Mentioned Everybody Writes by Ann Handley Connect with Pam Didner Pam’s Website Check out Pam’s YouTube channel Pam’s podcast: B2B Marketing and More Follow Pam on Twitter Connect on LinkedIn The Modern AI Marketer Effective Sales Enablement Global Content Marketing Connect With the Content Callout Team https://ContentCallout.com  Subscribe to CONTENT CALLOUT on Apple Podcasts, Spotify, Google Podcasts