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By Geoffrey James

Video: The Truth about Sales vs. Marketing

By Geoffrey James

September 17th, 2009 @ 5:30 am

3 Comments

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Categories: Management, Marketing, Motivation, Sales Process, Video

Tags: Video, Sales Strategy, Sales Force Management, Corporate Communications, Marketing Research, Sales, Marketing, Geoffrey James

This week I’ve been blogging about the conflict between sales and marketing.  (See: “Top 10 Reasons Sales Hates Marketing“) Here’s a short video where two of the most profound thinkers in the sales profession (Gerhard Gschwandtner, publisher of SellingPower magazine and Neil Rackham, author of the mega-bestseller Spin Selling), discuss sales and marketing alignment.

The best part comes early on, when Neil explains exactly how marketing groups end up getting too big for their britches.  Truer words were never spoke…  Then Gerhard segues to a highly practical discussion of how to get Marketing focused on its prime function of creating qualified sales leads.

Watch the video; you won’t regret it.

Full Disclosure: I write for SellingPower magazine, the producers of this video, which also has a distribution agreement with BNET for video content.

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  •  
    1

    Jomalu

    09/20/09 | Report as spam

    RE: VIDEO: The Truth about Sales vs. Marketing

    Geoff,

    I don't necessarily disagree with your views (having spent most of my career in sales) however I note that the video presents the thoughts of "two of the most profound thinkers in the sales profession". In the interests of brokering a more balanced debate, surely it must be possible to find a "profound" someone from the marketing side of the fence to provide their views?

    Please resist the urge to say "no..." happy

  •  
    2

    salesguy44

    09/28/09 | Report as spam

    RE: VIDEO: The Truth about Sales vs. Marketing

    I've been in Sales for 15 years. While I do agree with some of his points, and agree that Marketing should carry a quota for commodity sales, I'm curious as to how Neil suggests the backlash from a sales force used to relying on those "transactional sales" to meet their OWN quotas.

    His views seem somewhat biased.

  •  
    3

    Geoffrey James, Sales Machine

    09/28/09 | Report as spam

    RE: VIDEO: The Truth about Sales vs. Marketing

    Re Note 2:
    I'll respond with a video about transactional selling. Note: the interviewers are consultants deciding who to downsize:

    http://blogs.bnet.com/salesmachine/?p=5620&page=3

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  • Blogger Thumbnail Geoffrey James Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite (translated into seven languages and selected by four book clubs), and The Tao of Programming (widely quoted on the Web as a "canonical book of... more »

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