Episode 112: How Marketing and Sales Intersect - Sean Campbell

Predictable Prospecting's Podcast

Marketing and sales may intersect more than you previously thought. In fact, there are good reasons why sales should have some involvement in designing marketing for a product or service – after all, it’s the sales team that ultimately has to convince their prospects to buy, so it makes sense for sales to have some input into the marketing process.

Today’s guest is Sean Campbell, CEO of Cascade Insights, a B2B market research firm. Sean is also the host of his own podcast, called B2B Revealed. In today’s episode, Sean brings his perspective from the marketing side of things to talk about what’s going on in sales. Listen to what Sean has to say about some sales terms that you may not have heard yet, how saying “no” can actually help you sell, and why the sales team should be involved in the marketing process.

Episode Highlights:

• What Sean’s research firm does and how he got into it
• New sales and marketing terminology
• Why it’s important for companies to define boundaries
• How saying “no” can help you sell
• Why sales needs to be involved in marketing
• The importance of choosing the right people for a sales research study
• How the GDPR is affecting email lists
• The reason why salespeople should send more tailored messages in narrower channels
• Why you need to have a waterfall
• How to stack good habits

Resources

Sean Campbell

Cascade Insights

Email Sean at [e-mail]