HIGHLIGHTS

01:42 Aligning sales and marketing departments with company goals

07:01 The features of a good sales team: Curiosity, Competition, and Chemistry

18:56 Action plans to align sales and marketing teams

23:35 Recommendations to leaders: Create covenants and use scorecards

31:11 Nigel's book recommendations

37:17 How to connect with Nigel

QUOTES

02:53 "When I come in and do these assessments with executive teams that struggle with misalignment between sales and marketing, the first thing we do is we pull out the stated goals of the company."

04:59 "A good sales team is driven by revenue attainment. So where they tend to get frustrated with marketing is when the materials, whether it be messaging, collateral, ads, don't have any implication on revenue attainment."

09:18 "Any reason that you could assert or assume a customer might need your product is never going to be as strong as any reason that already exists. So any motivation that I already have to use your product is always going to be stronger than any clever copy."

16:05 "It doesn't matter if the sales team is competent. Competent is curiosity in a competitive streak. If they don't match the company values, if you don't enjoy hanging out with them, it's not going to work."

28:34 "For your leadership, okay so for the folks that manage a department's outcome, they have a PNL, they have people that report to them, get rid of job descriptions and start having scorecards."

Follow the links below to learn more about Nigel Green.

• LinkedIn - https://www.linkedin.com/in/revenueharvest/
• Website - https://therevenueharvest.com/

This series is being put together in collaboration with AIGA Minnesota - one of the largest chapters of AIGA, that works to enhance the value and deepen the impact of design across all disciplines of business, society, and our collective future.

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Curious, a group of B2B marketers helping their clients define a conversation that is unique, relevant, and honest with their ideal customers. They then help their clients find their ideal audience to start the conversation by pushing content through the most efficient channels, whether that be traditional or digital.