Marketing working with Sales
Sales and Marketing Collaboration
Does your business marketing team do nothing but colour stuff in? Do your sales teams complain about a lack of leads for poor performance?
Collaboration and understanding between sales and marketing are imperative for the future growth of a business. Harmony and collective thinking is what is needed.
Sales and Marketing MUST work together
Sales and Marketing are both working towards the same goal: securing business and helping their company grow. Although both teams share the same business goal very often they don’t get along, at times reminding of two rivals finger-pointing at each other for not doing things right.
Marketing people blame sales for not taking advantage of all the leads they generate and the content they create. The sales team, on the other hand, think that marketing is not producing enough sales-ready, good quality leads. They often also complain about the content, not being relevant to their clients.
If you ask most salespeople what marketing is for, they would say it’s just a nudge in the right direction for leads. But this helps to underline how sales and marketing can work together.
The truth is, marketing can be much more than that. With input from the sales team, sales and marketing can devise a strategy to seamlessly transport the customer through the entire buying cycle, from awareness right down to finalising the sale.
Marketing can warm up the customer before allowing the sales team to take over to convert the warmed up lead into a customer, making the sales team’s job much easier and increasing the number of leads converted.
By working together, sales and marketing teams can jointly achieve business success. Let the collected team of experts that we have brought together help explain and guide such fractured relationships to deliver what each department craves - Leads and Respect
Marketing helping sales understand what a Lead is
The Brad Chuck Vision
In a B2B technology role, a sales lead denotes a qualified prospect or customer who has actively responded to marketing materials and possesses a deep understanding of the brand's technological solutions. These leads are considered "project-ready," indicating their readiness to engage in discussions regarding upcoming projects, making them prime candidates for further exploration in a discovery call.
My sales and marketing collaboration feedback
Enthusiastic
Enthusiastic
Enthusiastic
"Brad came into CMS with a bunch of fresh ideas of how to approach Sales and Business Development teams. His enthusiasm and never-say-no no attitude to getting the best marketing support to all corners of the business was great to see. A true 'Noisy' Marketeer if I ever have seen one."
Hardworking
Enthusiastic
Enthusiastic
"Brad is a brilliant hardworking and innovative marketeer, his knowledge and enthusiasm to reach wider audiences across a large spectrum are sublime. Brad has great interpersonal skills and a natural flair for marketing in a variety of verticals. I hope to work with you again in the not-too-distant future"
Motivational
Enthusiastic
Motivational
"Brad is highly motivated, extremely creative and passionate about making every project he works on a success. Brad is always willing to give up his time to help out sales colleagues and always puts the success of the business first."
Support
Eye-Opening
Motivational
“I have to admit that just as I was beginning to feel like a very lonely voice in the desert, it was most encouraging to meet someone who understands the challenge, opportunity and task. What an inspiration Brad is – lets hope he can support more salespeople in DXC in the years to come”
Knowledge
Eye-Opening
Eye-Opening
“Brad has been a great source of knowledge and support providing a creative approach to lead gen, Training, and sales collateral he has a can-do approach and attitude, nothing has ever been beyond him when it comes to support, he is dependable, supportive and the advice he gives is reliable."
Eye-Opening
Eye-Opening
Eye-Opening
“Apologies I couldn’t attend, but the feedback I heard was really positive and eye-opening. “Wow, what’s he like when the coffee machine is working!”. Good to see some energy being injected into the business!"
Account-Based Marketing and Sales
Why ABM needs Sales Support
In terms of account-based marketing, this transparency and alignment will ensure your marketing and sales teams are focused on the same goals, stick to the mutually-agreed-upon budget, and understand the specific roles of each internal stakeholder.
SALES AND MARKETING COLLABORATION CASE STUDY
Working Directly with Sales
Case Study: Seamless Sales and Marketing Collaboration at DXC
During his tenure at DXC, Brad Chuck spearheaded a groundbreaking approach to sales and marketing alignment, focusing on converting Marketing Qualified Leads (MQL) into Sales Qualified Leads (SQL). Recognizing the critical need for targeted campaigns, Brad orchestrated initiatives solely designed to engage customers and prospects with active digital transformation projects.
By directing these high-potential leads straight to the sales team, Brad ensured a streamlined process that maximized conversion opportunities. This strategic divergence from the central marketing team's brand-centric focus underscored Brad's commitment to driving tangible results and optimizing lead quality.
The success of this collaborative effort highlights the transformative impact of synchronized sales and marketing strategies in driving business growth and accelerating conversion rates. Brad's innovative approach stands as a testament to the power of strategic alignment in achieving remarkable sales outcomes.
Recommendations from Sales Professionals
DXC Technology
"Brad is a hard working and a true marketing professional. He understands the need to align with sales professionals to expound a truly integrated sales & marketing approach. Credible, experienced and people orientated I have always found him able to deliver upon his commitments."
Saleem Chohan - New Business Sales
eBECS
“Brad is a competent, enthusiastic and professional marketing leader who has transformed the Marketing function within our UK&I Microsoft Business while also providing support to the wider DXC Ireland Team.
Never satisfied with the status quo he is rightly challenging the organisation to do more. His organisational skills - whether producing print or video content, stand design, client event planning, managing 3rd party agencies - are exemplary. Strong communicator with a natural, engaging style. Would highly recommend Brad"
Rowan McGrath - Managing Director
Mphasis
"When I first met Brad it was clear his years of partner based marketing would be highly impactful in fostering solid relationships, lead generating activities and bringing our brand to the forefront of our partners minds when considering a co-sell approach. I learned a lot in the 4 months we worked together, I'd gladly recommend him and work with him again."
Paul Heady - VP Sales
DXC Technology
"I can say without fear of contradiction, that he is the best marketing professional that I have ever worked with! Hard working, enthusiastic, innovative and well connected, Brad knows not only how to generate brand awareness, but he is also the master at putting on an event, and getting the best return from the investment. Yes, a pleasure to work with, and as a sales leader, I was always glad to have Brad working alongside me.
Paul Fryer - Sales Manager
CMS Distribution
"Brad was instrumental in helping me plan and execute my go to market strategy, empowering and enabling me to really drive the business. Brad thinks outside the box and has an approach that's different from other people in his field, which makes him really stand out. On a more personal note, Brad is a really great guy with a good sense of humor making him a pleasure to work with."
David Hooker - Sales Manager
DrayTek
"Brad’s a great guy, very active and fast moving on all matters marketing. Has a comprehensive knowledge of the marketing strategies and resources needed to support the sakes effort. Really dynamic with loads of ideas!"
Julian Hubble - Sales Director
Incisive Media
"During his tenure on my sales team at Incisive Media, Brad demonstrated exceptional proficiency in managing several key sites within our portfolio, notably IFAonline and Investment Week. He consistently exceeded revenue targets for each brand, showcasing his unwavering dedication to achieving success.
Brad's extensive knowledge, combined with his remarkable confidence and charisma, set him apart in the fast-paced digital landscape. He possesses a keen understanding of industry trends and is not afraid to challenge conventional thinking, a trait essential for success in this ever-evolving field."
Richard Ley - Sales Director
Tier 2 Consulting
"Brad came into Tier 2 with a bunch of fresh Ideas of how to approach Sales and Business Development teams. His enthusiasm and never say no attitude to getting the best marketing support to all corners of the business was great to see. A true 'Noisy' Marketeer if I ever have seen one.
Steve Yeoland - Business Development Manager
Datalytyx
"A true Field Marketer with real-world demonstrable ROI for leading information technology-focused organisations across a range of Marketing-based activities with a particular focus on Partners, ISV's and relationship building.
Not afraid to ask challenging questions, or disrupt the status quo. A real asset and essential team member to any organisation's GTM strategy."
Mark Phillip Lee - Demand Generation Manager
Microsoft
"There are many positive attributes that Brad has in his tool bag that he can share, He understands key drivers not only as a business but also client expectations, he is supportive, creative, and great when driving GTM marketing initiatives, very hands-on, a take control individual, with a very can-do attitude,
Would be a great asset to any organisation., never short on enthusiasm,
An experienced client-facing marketeer."
Malcolm Rafferty - Inside Sales Manager
DXC Technology
"“Brad has been absolutely brilliant taking over the FS sector in Marketing. Always proactive and available to help sort out activities and brainstorm what we should be doing to create awareness and leads. He has passed several leads to me which have started to move forward.
Great to work with as always ready to engage and support. Will be good going forward working with him on the BSA activities and I am sure creating more leads for us in both FS and Public Sector
Always a team player and makes sure we are up to date with everything happening and obviously working with Microsoft to create visibility and gain us access to leads and information”
Patricia Moore - UKI Sales Leader
DXC Ireland
"“Brad has done a great job in support DXC maximise the impact of partner funded market. With Brads support we initiated a Modern Workplace awareness campaign for leader in the Ireland Industry. The differentiator here is that Brad and the team used future looking technologies to engage with our prospective and current customer. Virbela was used to deliver the session with Keynote speakers from Microsoft, Dell and DXC to demonstrate what DXC and our partner eco system can deliver with a new way of delivery.”
Rob Moran - Sales Manager