Driving Sales and Marketing Alignment

Good intel! 
 
 
 
Doing homework -  
 
This is important, not only for the call, but also so that you can personalize the approach in your emails to them 
 
 
 
Finding a champion -  
 
Sometimes the champion isn't found on the decision-making team. In selling to marketing executives, you may find a great champion form a sales rep that easily sees the true value, or someone in operations, or product development.  
 
 
 
Coaching your champion -  
 
This one is new to me and I love the idea...I never thought of providing my champion with a presentation that he can use internally to present the business case and value of the opportunity...can't wait to try this one! 
 
 
 
Thanks! 
 
 
 
Danny McLellan 
 
Sr. Marketing Strategy Consultant 
 
Frost & Sullivan 
 
516.255.5473 
 
dmclellan@frost.com 
 
www.frost.com