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From a CMO - How can Sales people get the most out of Marketing with Randy Littleson | GrowthPulse The B2B Sales Podcast Ep6
Manage episode 367052021 series 3485110
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In GrowthPulse - The B2B Sales Podcast longtime colleagues, collaborators, sales leaders & SAAS software experts Dan Bartels & Simon Peterson come together to bring to you some of the world's leading sales people, sales leaders, experts in Sales technology & thought leaders in the best sales methodologies & techniques. Our goal is to share with you some of the lessons and coaching we have experienced during our careers to help you excel in your sales career.
In this episode, we interview Randy Littleson. Randy is a world expert in Marketing & how great organisations take their products and solutions to market. He has worked in some of the world's most innovative Public, Private, VC Funded and Startup organisations across his 30 year career. We discuss some great topics such as:
- Why companies need to discover why they are different to stand out?
- How to master the crucial company "pitch deck"
- How sales and marketing can work together for a common goal
- How to capture the attention of your global colleagues to get investment in Australia
- The question of where does "Business Development" sit in an organisation
- Randy's top takeaways
SUMMARY
0:00 Why sales doesn’t go in a straight line anymore.
4:30 Why you have to be different first to stand out.
10:53 Dan’s love of the corporate pitch deck.
12: 05 Randy’s thoughts on pitch decks and how they’re blown out over time.
16:12 How to make sales and marketing work better together.
20:59 The three things you need to do to make your sales team successful.
25:29 Why salespeople lose more than they win in sales.
29:53 How to make a better case for investing in the Australian market.
34:21 The importance of understanding the annual cycle of your business.
40:25 When you first start leading a region or big sales team and you’re given a wad of cash to spend on marketing, the temptation
44:39What’s the deliverable? Where does business development sit in sales?
49:25 What are the business development roles and responsibilities and rules of engagement relative to the ad?
55:26 There are three different types of leads that we see: Inbound, outbound, and near bound.
1:02:11 Randy’s key takeaways from this episode.
Chapters
1. Introduction (00:00:00)
2. Be different first to stand out (00:04:31)
3. How to master the crucial company "pitch deck" (00:11:00)
4. How sales and marketing can work together for a common goal (00:16:00)
5. Top 3 things to make your sales team successful (00:20:40)
6. How to capture the attention of your global colleagues to get investment in Australia (00:29:53)
7. Understand your businesses annual cycle (00:34:00)
8. How to spend your marketing dollars (00:40:00)
9. Does Biz dev sit in marketing or sales? (00:44:00)
10. Randy's key takeaways (01:01:45)
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