Marketing Sales Support Details
According to Pragmatic Marketing’s product management survey, technology marketers spend nearly half of their time on sales support, a statistic that reflects an alarming state of confusion about the role of marketing in our industry. Yet the functions of Sales and Marketing are easily distinguished; Marketing focuses on a market full of opportunities, while Sales focuses on individual opportunities.
The first step toward any change is to realize that your current actions, however well intended, aren’t getting you where you want to go. It should be easy to see that the time you devote to a single prospect opportunity (clearly a sales role) steals time that could have been used to influence an entire market about the value of your solutions (a reasonable description of the Marketing job). This is not to say that sales support is not important; if sales aren’t closed your company will not survive. We are only asking you to recognize that sales support is not marketing, and to clearly identify which role you are truly fulfilling.
Think about the last time you spent days on a presentation, demo or reference story that helped one sales person work on one deal. Now contrast that to the function of Marketing, which should be developing programs that influence all buyers in a specific role in one of your targeted markets.
According to Pragmatic Marketing’s product management survey, technology marketers spend nearly half of their time on sales support, a statistic that reflects an alarming state of confusion about the role of marketing in our industry. Yet the functions of Sales and Marketing are easily distinguished; Marketing focuses on a market full of opportunities, while Sales focuses on individual opportunities.
The first step toward any change is to realize that your current actions, however well intended, aren’t getting you where you want to go. It should be easy to see that the time you devote to a single prospect opportunity (clearly a sales role) steals time that could have been used to influence an entire market about the value of your solutions (a reasonable description of the Marketing job). This is not to say that sales support is not important; if sales aren’t closed your company will not survive. We are only asking you to recognize that sales support is not marketing, and to clearly identify which role you are truly fulfilling.
Think about the last time you spent days on a presentation, demo or reference story that helped one sales person work on one deal. Now contrast that to the function of Marketing, which should be developing programs that influence all buyers in a specific role in one of your targeted markets.
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
Marketing Sales Support
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