“The first thing I would do when I would talk to somebody in marketing is to find out what campaigns are running for your market or your product and ask who they’re targeting specifically and why.” – Jason Cahill in today’s Tip 287
How do you get to know your marketing team?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jason Cahill. Jason works in Commercial Sales at Ceridian and is responsible for their South Western Ontario territory in Canada. Here he is with today’s tip:
Jason Cahill: Hey Scott! Jay here! I thought I’d start out by giving some tips to you and on how to start in sales. I have a lot of friends that are in starting up new businesses or scaling up businesses that are doctors, PhDs, engineers, all kinds of backgrounds. But sales is something obviously as we know is very important to scale or start up a business, but they don’t have a background in that or also some people that are starting sales as a brand new career and a don’t know where to start. I thought I’d offer some tips on how to get started. And my first one is to get to know your marketing folks. So a lot of people in sales don’t really think about talking or connecting with the people in marketing. Even though we’re on the same team, we both have the same goal and that’s to find leads and close deals. Most people think of marketing of just people that just lob leads over the fence and sales picks it up and kinda runs. It is kind of like that but I think that if sales started to connect with marketing a little bit more in a meaningful way, it would increase sales dramatically. The first thing I would do when I would talk to somebody in marketing is to find out what campaigns are running for your market or your product and ask who they’re targeting specifically and why. You might hear the word personas thrown around and you find out, why does that persona fit our MQL or marketing qualified lead profile and why now is there something going on in the industry I should know about? Why are we targeting these folks? So I think also asking about their content. So what kind of content is generating right now? Is it a broad stroke on topics that are affecting your industry? Or is it something affecting that your prospect directly in their job, their vertical or even is it a, are they creating things in thought leadership and there’s, collateral like an eBook or even a webinar that you can use to get in the door. Most importantly is that if you’re new and you’re not ready to start pitching your product or service if you’re new to the company or new to the industry or just new to sales in general. Just talk to marketing and get some insight from them on what’s going on and why. If you start pitching too early, you’re going to be extremely nervous. You’re not going to be confident and your prospects are going to feel that you’re nervous as well and you’re going to make them nervous. So, talk the why and the how first and get that information from marketing. And I think that it’s a great place to start, especially for new people that are just getting into the gig. And a, you’ll be ready and armed with a lot of information that is, that your colleagues or even your competition aren’t really talking about, and it’s a different angle to differentiate yourself. Okay? That’s my first step.
Scott Ingram: To learn more about Jason just click over to DailySales.Tips/287, and if you want to be like Jason because you regularly listen to these tips, but want to give back to the community and contribute your own tip. Just look for the Submit a Sales Tip link at the top of the page.
Thanks for listening. Be sure to come back tomorrow for another great sales tip!