Sales Equals Sales. Not Marketing Plus Sales.
Intel Brief
The industry has blurred the line between selling and lead gen so badly that reps are doing two jobs for one paycheck.
Zach Brown
Founder, Sales Pipeline Pros
Operator Note
Sales = Sales.Not Sales = Marketing PLUS Sales.Why do I make this blatently obvious statement?Because this space has effectivly turned the sales process into the WHOLE buying process from front to back.And then we scratch our heads wondering we can't find any "good" sales talent and why turnover in this space is 85%.Keep your shirts on and follow along.Prospects should be 90% of the way to buying BEFORE they ever get on the phone with a sales rep.If they aren't, you don't have a sales role.You have a sales-TITLED person doing the job marketing was supposed to do.One easy example to figure out if this is your company is if your rep has to educate the prospect on what the offer actually does.Anything that universally applies to EVERYONE does NOT belong on a sales call, including the price [range].If a rep is having to get someone oriented around the USP in any way, shape or form...Automatic system failure.Sales reps don't ESTABLISH value. They confirm it.They don't CREATE solutions. They
Written by Zach Brown
1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?
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