What marketing can learn from sales

Editor's Notes

1. Sales often sells to accounts, whilst Marketing sells to personas or individualsBeing Aligned on what accounts constitute your best chance of new revenue will align Sales & Marketing in a way that “more” and “better” leads cannotMost likely to sell to companies who look like the ones to whom you have already sold.These accounts should be described through a list of attributes
2. We know more now than ever before about our customers and prospects, we know how they act, what their on (and in some cases off) line behaviors are, we know who buys, we know how long it takes them, we know what combination of marketing activities lead most quickly to sales… we no longer need to spray and pray, we can use what we know to focus our efforts and yield better conversions by building powerful target account lists. That is what we are here to walk through today.
3. Sales often sells to accounts, whilst Marketing sells to personas or individualsBeing Aligned on what accounts constitute your best chance of new revenue will align Sales & Marketing in a way that “more” and “better” leads cannotMost likely to sell to companies who look like the ones to whom you have already sold.These accounts should be described through a list of attributes