Marketing and Sales Trends 6-2020

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by Franklin D Rivera II0 views·Updated Jun 30, 2020
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  1. everyone. How are you doing?
  2. This is Franklin Rivera, and welcome to being frank.
  3. Where, quite honestly, I'm gonna be very frank with you.
  4. Okay? I am bringing I am bringing you something.
  5. You could laugh at your own time.
  6. I am bringing you the latest in business and marketing.
  7. Here we go.
  8. Marketing and sales are predicted to evolve.
  9. In a study published in marketing charts dot com conducted
  10. by inside view, they did an interview off 400 sales
  11. and operational executives.
  12. Ah, 73% of those from United States.
  13. And this is what they found.
  14. Okay? Sales and marketing teams are going to merge into
  15. a singular revenue operations team.
  16. It kind of makes sense.
  17. I mean, if you're not listening to your salespeople, they
  18. actually closed a deal to bring in.
  19. Ah, money marketing should understand that there has to be.
  20. It just makes it That has to be an alignment
  21. there. So that's kind of like dough.
  22. That really should happen.
  23. All right.
  24. Number two is insights into the business to business customers
  25. will become a lot clearer.
  26. I haven't better data.
  27. How robust is your data?
  28. How clean is your data?
  29. No, big data is just big right now.
  30. And are you using it?
  31. Are using officially.
  32. How good is your data?
  33. Okay, Number three.
  34. I love this one.
  35. I never saw this one coming.
  36. I mean, I should have, but have you all right?
  37. Stale development will become a more strategic role as the
  38. hub for your revenue team.
  39. I mean, really, did you ever think that's sales development
  40. is going to become the hub for your revenue team?
  41. It kind of just makes sense.
  42. However, there are some challenges with these predictions.
  43. OK, there are some challenges to aligning your sales and
  44. marketing. Team number one is lack of complete or inaccurate
  45. data. I mean, uh, how you gonna make Ah, great
  46. decision. If you have an accurate an incomplete data, that
  47. is a challenge.
  48. So you need to think about that in your own
  49. operations. How accurate is your data?
  50. How robust is your data?
  51. Can you actually rely on it?
  52. You know, So something thing about number two and this
  53. really is like a It really shouldn't be an ah
  54. ha moment.
  55. But his communications communication now.
  56. True story.
  57. True story.
  58. True. True.
  59. A lot of you are probably dealing with this right
  60. now. However, I know when I was in corporate America
  61. sales, marketing, operations, finance.
  62. I mean, they kind of past each other the hallway,
  63. but they didn't really talk to each other.
  64. And that was pretty evident because I know when I
  65. was on the sales team, I got a lot of
  66. market. Any stuff that I was like, you know, it
  67. isn't really what the customer wants, but market would come
  68. back. Go Oh, heck, man, come on.
  69. We spent a lot of money on these bobbleheads.
  70. Just give a bobblehead and they'll write your product like,
  71. Oh, yeah, no sense at all given him a bobblehead.
  72. Come on.
  73. But guess what?
  74. The money had already been spent.
  75. So is like no marketing there wanted to listen to
  76. sales sales with fed up with marketing.
  77. Marketing already got their money from finance.
  78. So it was like, all right, it was a lost
  79. cause. However, now that it appears that that's still the
  80. trend, lack of communication and I really believe that for
  81. a marketing team to put together a great marketing strategy,
  82. you know, you do have to rely on your sales
  83. team to get the accurate, he'd better.
  84. Now. I do believe in marketing research, but I do
  85. think there's a lot to be said for understanding your
  86. sales. Number three.
  87. Number three is inefficient, black off proper or lack of
  88. proper processes.
  89. Okay, so processes are broken or flawed.
  90. Now that kind of makes sense.
  91. Because if you listen to one of my prior broadcast,
  92. a study published in Harvard Business Review said that the
  93. best way to come out of this business pandemic ahead
  94. of your competitors have a combination of a defensive and
  95. offensive tactic.
  96. Okay, or offensive meaning increasing your marketing spin defense.
  97. It meaning increasing or improving your operational efficiencies.
  98. Do you think that they might be related processes, efficiencies,
  99. operational efficiencies?
  100. Uh, operational inefficiencies and flawed process is yes, they are
  101. related. Done.
  102. Let me answer that for you.
  103. Okay, So anyway, quick, dirty to the point.
  104. I hope this helps give you something to think about.
  105. Here are some questions that ask yourself moving for how
  106. line is your sales and marketing?
  107. Okay, number two.
  108. Do you have a sales development plan?
  109. No, I know from experience marketing gets blamed on a
  110. lot of things.
  111. Oh, wow.
  112. he just increased your website traffic by 200%.
  113. People are calling your phone.
  114. We're tracking your phone numbers.
  115. People are calling.
  116. What? I'm not seeing any increase in sales.
  117. That marketing or is that a sales problem?
  118. Yeah, I would say I would argue that it's a
  119. sales process problem.
  120. There's something wrong with the sales process.
  121. OK, Number three.
  122. And how can you improve your processes?
  123. Are you aware that they need improving?
  124. Are you worded there even broken or flood?
  125. A lot of times we don't want to seek the
  126. advice of outside counsel because we figure we got it
  127. all figured out.
  128. Now the money is coming and everything has got to
  129. be working great.
  130. It might help to get another opinion.
  131. All right, so anyway, hopefully this was helpful.
  132. This is being frank.
  133. I was being very frank and to the point.
  134. Look, if you have any questions, feel free to reach
  135. out to me.
  136. There is my info right there below and my phone
  137. number. And it's always remember that indecision is a decision.
  138. Take care