Let me cut to the chase: the number one way marketing can help sales win is by interviewing clients and creating insightful case studies.
In Elite Sales Strategies, Anthony Iannarino coaches reps on how to achieve the one-up position by bringing insights into the sales conversation that add value.
I am a firm believer that buyers don’t buy your products and services, they buy the outcomes your products and services enable. (In Revenue Growth Engine we take a deep dive into outcomes and how to create an outcomes inventory. Read more about How To Market and Sell What Your Buyers Are Actually Buying.)
How do you determine what outcomes buyers value? You ask.
Salespeople should be continually talking with their clients. Iannorino explains, “Every interaction with a stakeholder provides you with an opportunity to be tutored by experts in a specific industry.”
Marketing should also be talking regularly with clients. This can be done in the form...