Sales and marketing teams? Sometimes, they clash like siblings, which tends to hold companies back from hitting their goals. 

Getting every single seller in the company to have that CEO-level drive? That's a whole other challenge.

Is there a way to tackle both of these sales challenges with one simple move? My guest, Garrett Mehrguth, sales and marketing expert and founder of Directive, says yes. 

He's here to break down how getting sales and marketing on the same page can actually empower individual sellers to think and act like the CEO. Tune in to hear how this alignment can make some serious magic happen.

Meet Garrett Mehrguth

• Garrett Mehrguth founded Directive in 2013, which is the largest independent B2B performance marketing agency in the world. Today, Directive boasts a diverse team of more than 130 professionals, located around the world, including the USA, LATAM, Canada, and London, servicing brands like Dropbox, Wiz, AWS, and Gong.
• He believes true company growth only happens through sales and marketing team collaboration. When both teams ask questions and follow up, they can start thinking outside the box to find leads and close deals.

Collaboration Foundation

• What’s the first step to get sales and marketing teams working together? Garrett says sellers need to start attending the weekly marketing meetings.
• Don’t just say you need to spend more time cold-calling to meet quota; the meeting may help you learn how to perform better with inbound sales and develop solution-selling skills.
• Not only do you have to understand your product, but you also have to understand your customer and articulate the product’s value to them.
• Sellers who attend the marketing meeting will be able to bridge the gap between how both teams convey value to leads in their messages.

Paid Social vs. Search in the AI World

• Garrett suggests considering paid search as someone in marketing and paid social as someone in sales to understand the difference.
• He also shares how sales reps tend to believe that paid search ads are better due to their win rates. 
• However, you could probably become the seller of the year by learning how to do more value and solution selling from outbound and paid social methods.

Sales & Marketing Account-Based Selling

• Garrett built his business based on sales and marketing teams using the same account list. Six years ago, with 10,000 accounts to reach, he directed his sales and marketing teams to use account-based selling.
• He shares why he is so passionate about this sales method and why sellers do themselves a disservice by not being obsessed with the product.

“You should know the product better than anyone. The second you become the most obsessed person with the product is the second you get promoted, and the second you start hitting quota.” - Garrett Mehrguth.

Resources

Connect with Garrett on LinkedIn.

Learn more about his company at Directive Consulting.  

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

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