In many organizations, sales and marketing are two separate functions. 

10 Magical Secrets to Hacking Instagram For Maximum Likes & Mega-Revenue

The lead and call fail to generate new business.

So What Is The Solution?

what you do and for whom you do it.

ideal client profile and buyer persona

upsell

What Do You Do? For Whom?

ideal customer profile

ME: Hey, Susan, glad you could make the call today. I’m excited to see if we might be able to work together.

SUSAN: Me, too.

ME: I am just reviewing the info that I have. It looks like you downloaded our white paper about “Potato Guns Are The World’s Best Marketing Tool.” And that you are the Head Marketer at Sweet Potatoes, Inc? Is that right? Can you give me the 30,000 ft overview of Sweet Potatoes, Inc & what you do there?

SUSAN: Sure - I really liked the white paper - it brought up a lot of great points - some of them are why I wanted to get on the call. But Sweet Potatoes is the largest distributor of potato gun parts in southwest PA, and I head up all the marketing - I have a small team, but we’ve got big revenue goals.

ME: Cool - that’s awesome. So now I am even more glad that we’ve connected. Here at Vegetable Weaponry, Inc., we help distributors and manufacturers increase their visibility and sales by creating new and exciting ways to showcase their products. It sounds like there is a good fit between potato gun parts and our approach of turning potato guns into a marketing tool.

SUSAN: Absolutely. This is a good match. I was a little hesitant to take this call because I didn’t want someone selling me parts for my factory, we are looking for ways to increase our sales and channels.

ME: Yeah - I am glad that we cleared that up. This seems like a really strong fit. So let’s dive in and see what the next step is…

SUSAN: Great…

I confirmed what messaging Susan responded to (what’s the reason for the call). Then I got an understanding of Susan’s responsibilities (marketing) and what her goals are (revenue). Then I repeated my value proposition, but tied it specifically to her vertical, and I tied my result sets to her needs.

reiterated and defined the working relationship that is possible

repetition and resonance

#TRIPLETHIS growth platform

But at the end of the day, this is just common sense. Market what you sell, and sell what you market. Easy-peasy, lemon squeez-y