Recent studies have shown salespeople fail to make quotas when they don’t have the knowledge of their product to have a value-adding conversation with their clients. Where does this gap come from, and how can we close it to connect with our prospects?

Today’s guest is Max Traylor, a marketing consultant who specializes in sales enablement. We discuss how to best close the gap between marketing and sales, why millennials don’t trust the internet, and how to best personalize your sales content to target the prospects who matter the most.

 

Episode Highlights:

• Introducing Max Traylor
• What are the biggest obstacles for sales professionals to overcome?
• The gap between marketing and sales
• Why millennials prefer speaking to sales reps over researching on the Internet
• The technology gap in sales
• Knowledge is power: Learning to close the gaps
• Defining and tweaking the buyer persona
• Personalizing sales content on a small and large scale
• Targeting at the top of the pipeline
• What’s next for Max Traylor?
• Working on three tiers of accounts

 

Resources:

CSO Insights’ 2015 Sales Management Optimization Study

Visit Max Traylor’s website for blog posts, coaching and advising information, and video content

Email him at [email protected], connect with him on LinkedIn, or follow him on Twitter

 

Quotes/Tweets:

“Marketing’s number one consumer of their content is the buyer. But in fact there are two important audiences for the content: the buyer and the sales team”- Max

“Millennials don’t trust the Internet. We’re the first generation who grew up with it, and we don’t trust it”- Max

“Conversation is king”- Marylou

“We have a choice of who we sell to. We should put the work in to find out who’s going to be the most profitable and who aligns with our solution” -Max

“Stop going after the minnows. Go after the whales!”- Marylou