Ed Marsh is a seasoned consultant specializing in revenue growth for B2B industrial companies. With a deep background in management, marketing, and sales, Ed integrates strategy, governance, customer success, and technology into a unified system for revenue growth through his Overall Revenue Effectiveness™ Methodology. A former Airborne Infantry Officer and Johns Hopkins University graduate, Ed also hosts the Industrial Growth Institute podcast and partners with major marketing and sales technology platforms.

SHOW SUMMARY
In this episode of Selling from the Heart, Larry Levine and Darrell Amy discuss bridging the gap between sales and marketing with Ed Marsh. As an expert in aligning these critical teams, Ed shares actionable strategies for fostering collaboration, following up on leads, and leveraging marketing materials. The conversation highlights the importance of viewing the buyer’s perspective, expressing gratitude, and creating a unified approach to achieve better results in 2025.

KEY TAKEAWAYS

• Follow-up Matters: Sales teams should follow up on all leads and provide actionable feedback to marketing teams.
• Leverage Marketing Materials: Sales reps must use and contribute to the development of sales enablement resources.
• Buyer-Centric Approach: Both sales and marketing teams should prioritize the buyer’s perspective to deliver a cohesive experience.
• Strengthen Relationships: Salespeople should build strong relationships with marketing teams to foster better collaboration.
• Express Gratitude: Acknowledging the efforts of marketing and support teams can bridge relational divides and improve teamwork.

QUOTES TO REMEMBER

• "You can't sell from the heart if sales isn't genuinely in your heart." — Ed Marsh
• "Follow up on the leads and provide feedback. Let marketing know that their work matters." — Ed Marsh
• "Gratitude bridges the relational divide." — Ed Marsh
• "Every time you have a conversation, think about the buyer's perspective." — Ed Marsh

Connect with Ed Marsh

• Ed's LinkedIn.

Connect with Larry and Darrell

• Darrell Amy’s LinkedIn
• Larry Levine’s LinkedIn
• Selling from the Heart website

ADDITIONAL RESOURCES:

Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!

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