Successfully Marketing for Your Sales Team with Pam Didner, Ep #75

<p>Pam notes that sales and marketing think and approach the same objectives very differently from the get-go. Sales and marketing teams have the same business and revenue objectives, but they usually differ in their approach. Salespeople say “accounts, “ whereas marketers say “buyer personas.” Salespeople focus on the bottom of the funnel, and marketing focuses on the top. Salespeople are driven by short-term objectives (i.e., quotas they have to meet), but marketers focus on long-term objectives (such as building brand awareness).&nbsp;</p><p>But once you understand the differences, you can find commonalities and ways to work together. Can your teams do a joint initiative? Can marketing help build sales templates? Pam recommends that sales and marketing teams find one or two projects to work on together.&nbsp;</p><h2>Outline of This Episode</h2><ul><li>[2:26] How to get to know your customer deeply</li><li>[6:22] The number of “you” should be more than “we”&nbsp;</li><li>[11:18] Understand your company’s martech stack + processes</li><li>[16:06] How to determine the tools to invest in</li><li>[22:45] Proper integration of sales and marketing&nbsp;</li><li>[25:40] How to improve the quality of your MQLs</li><li>[30:58] What is account-based marketing?</li><li>[33:37] Kick off the year developing a marketing plan</li><li>[36:52] How to successfully write a book&nbsp;</li><li>[41:15] Get connected with Pam Didner&nbsp;</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li><a href="https://www.amazon.com/Everybody-Writes-Go-Creating-Ridiculously/dp/1118905555/ref=asc_df_1118905555/?tag=hyprod-20&amp;linkCode=df0&amp;hvadid=312118059795&amp;hvpos=&amp;hvnetw=g&amp;hvrand=7994838775095389&amp;hvpone=&amp;hvptwo=&amp;hvqmt=&amp;hvdev=c&amp;hvdvcmdl=&amp;hvlocint=&amp;hvlocphy=9012371&amp;hvtargid=pla-451192925983&amp;psc=1" rel="noopener noreferrer" target="_blank">Everybody Writes</a>&nbsp;by Ann Handley</li></ul><h2>Connect with Pam Didner</h2><ul><li>Pam’s&nbsp;<a href="https://pamdidner.com/" rel="noopener nor