The Salesby5 Blog

Today, I (Erik) speak at NAWBO – National Association of Women Business Owners. One of the key points is the integration of Sales and Marketing. Here is the biggest simple tip I can give you today.

Many companies with 30+ in staff have a sales department and a marketing department.  The two often are distant friends or close enemies.  If the two departments spent hour a week together, you could increase sales.  The format for the meeting can start this simple, but keep in mind, you must have an agenda and the agenda should not change in format each week.  If there is no time for a meeting, there is no time for success.  The format always starts with news.  This is intelligence from Sales on what they hear, what they see, and what pictures they have, to show Marketing what a competitor is doing or what large problems the customer might have.  It gives Marketing the real pains of the customer so they can get a grasp on what really matters and stop worrying about pretty designs.  Next are hurdles that Sales is having, and dialogue from everyone on overcoming these via marketing.  You may not solve all the issues, but keeping it active is most important.  Finish with what is in the pipeline regarding marketing, prospective clients, sales pitches from Sales and end with what we need to stop doing. Why that?  It tends to be the most productive thing a company can implement: what can we stop doing, so that we can focus on what’s important?

Does this agenda sound too short or simple? If so, good!  That’s the point.  If it goes past an hour, someone is talking too much and if it lasts less than an hour and it was a good or great meeting, you are doing it right. The key: developing habits takes time, and this habit is crucial for success for companies who have mastered excellent sales and excellent marketing.

Jack Daly rocked the house yesterday in Orlando at the Fortune Small Business Sales and Marketing Growth Summit. One of the great points was that it’s the culture that matters. As he stated, Microsoft has great benefits and great pay. They have a market share the is enviable. Guess what? People are leaving to Google. Why? It’s the culture! People want to be part of a winning team AND enjoy the adventure. Microsoft is holding tight to their products and services, Google is here to try and change the world (just how Microsoft USED to be). Google has captured their people’s hearts, hence the cult-like following.

We experienced a great culture to and from Orlando – Southwest Airlines. The chatter from the cabin went something like this. “This is your captain speaking. It seems that most of you made it on this plane alive… If you are needing a bit more light, press the button above you that looks like my haircut. I think they should add a smiley face on it. Now that I think about it, if you have a smiley face sticker, please place it on the button… Just want to let you know that the bathrooms have cameras. They only activate if you smoke, though. Maybe that’s why the bathrooms are so small. If you find the camera in there, will you let me know where it is please? Thank you.” Have you ever heard this banter on a Continental or American flight? Even now, when the domestic airlines are doing terribly, Southwest Airlines still has over 80 people apply per job. I think I know why. Do you have a culture that fires people up to work at your company?