Recent studies have shown salespeople fail to make quotas when they don’t have the knowledge of their product to have a value-adding conversation with their clients. Where does this gap come from, and how can we close it to connect with our prospects?
Today’s guest is Max Traylor, a marketing consultant who specializes in sales enablement. We discuss how to best close the gap between marketing and sales, why millennials don’t trust the internet, and how to best personalize your sales content to target the prospects who matter the most.
Episode Highlights:
Resources:
CSO Insights’ 2015 Sales Management Optimization Study
Visit Max Traylor’s website for blog posts, coaching and advising information, and video content
Email him at max@maxtraylor.com, connect with him on LinkedIn, or follow him on Twitter
Quotes/Tweets:
“Marketing’s number one consumer of their content is the buyer. But in fact there are two important audiences for the content: the buyer and the sales team”- Max
“Millennials don’t trust the Internet. We’re the first generation who grew up with it, and we don’t trust it”- Max
“Conversation is king”- Marylou
“We have a choice of who we sell to. We should put the work in to find out who’s going to be the most profitable and who aligns with our solution” -Max
“Stop going after the minnows. Go after the whales!”- Marylou