Category Archives: Sales Strategy

I recently met with a client to discuss ideas for a marketing campaign that she wanted to launch for a particular offering from her company –an offering for a typical B2B enterprise. Initially we discussed coming up with something different and exciting that would catch the fancy of the target audience to remove the monotony from an otherwise boring offering. However, as we got into the details, a few things became clear. Coming up with something out of the ordinary would have certainly been innovative and different. But the client wanted a quick start and did not have the flexibility of a long preparation period which is essential in such cases. More importantly, a jazzy campaign was likely to end up as a marketing-led one with little or no participation from sales. Ultimately, the sales team has to buy-in completely into a marketing campaign or it to be successful. Finally, we converged on an approach that would be acceptable to sales and help them strike a conversation with the prospective client.