#003 The Marketing & Sales Divide – The Value in the GAP

𝗜𝗡 𝗧𝗛𝗜𝗦 𝗘𝗣𝗜𝗦𝗢𝗗𝗘:In many organisations, the divide between the sales and marketing teams cause real problems. Silo working, a blame culture and all while the business is missing the opportunity to close the gap and add more value for customers and prospects, …ultimately increasing the chances of winning more business. I talk to Grant Leboff from Sticky Marketing, one the UK’s leading Sales and Marketing experts. With his 4th book, Digital Selling, debuting at number 1 on the Amazon charts prior to being published in 2016 Grant went on to publish his latest book, Myths of Marketing, in January 2020. In a world where technology challenges the ever-changing playing field, I was keen to talk to Grant about: How businesses can close the gap between sales and marketing What KAMs can be doing to add more value with content to their accounts. How to maintain control and consistency with the rise of personal brand on social media   𝗛𝗜𝗚𝗛𝗟𝗜𝗚𝗛𝗧𝗦 𝗙𝗥𝗢𝗠 𝗧𝗛𝗜𝗦 𝗘𝗣𝗜𝗦𝗢𝗗𝗘:In my discussion with Grant, we touched on his thoughts and insights on my questions like:  What role does marketing play in today’s world of key account management? For any businesses who experience a divide between sales and marketing, how would Grant recommend they approach closing the gap? When we think about sales and account managers as ‘mini marketeers’ what advice would Grant give businesses in ensuring that personal brand stays ‘on brand’ and how should people be leveraging social media to support prospecting? Content vs. Value – what advice does Grant have for businesses to ensure that content actually adds value to the customer or prospect? I really enjoyed talking with Grant and exploring his thoughts on this really important topic, I hope you enjoy listening to it too! KAM, for us, really is a team sport and with marketing departments challenged with ADDING VALUE through content and engagement, it’s so important that account managers and sales teams work collaboratively towards a shared goal – to grow the business with existing cl