Episode 150 (Gary is based in Medellin, Columbia)

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Summary

• The importance of sales and marketing alignment. 0:00

• Three facts to know about Gary Garth

• The disconnect between sales and marketing.

• How one department can contribute to the other one.

• Creating a chief revenue officer.

• The 20 metrics sales and marketing should have locked down.

• Alignment between sales and marketing.

• Aligning tools to make a tremendous impact.

• Practical example, direct response marketing campaign.

• Sales and marketing have their own biases.

• Marketing and sales need to be more open and willing to ask questions.

About Gary Garth

Gary is a serial entrepreneur, founder and CEO of elevate.io. He's authored the zero to 100 million sales blueprint book, and the Goals Grit and Greatness Planner.

He's been featured in Inc, Forbes, Success and many other prominent publications as a serial entrepreneurs since 2002.

Gary has started and successfully exited six companies, including large outbound sales, call centres, radio advertising networks, and an award winning eight figure, digital marketing agency.

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Gary Garth's current projects include:

www.elev8.io

www.goalsgritandgreatness.com

https://www.0to100million.com

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Excerpts from this conversation with Gary Garth

That's, I guess that's the million dollar question here.

What I see in nine out of 10 scenarios, when I work with companies, the very first thing you can do to get an immediate assessment of how much collaboration there is between these two departments, how well they understand each other, and what areas of opportunity you can address is get them in a room together, and then had them both map out the entire customer journey.

So before they even become a customer, their prospect and that whole process to when they become a customer and understanding also, if you're looking at it from a as a as a business owner standpoint, their ability to cross sell, upsell products, collect testimonials, create case studies, how many referrals

Do you have understanding that whole process and aligning on all the different metrics? You will probably get one very clear picture from sales. And another picture for marketing.

So aligning those two customer journeys, less as and heavy one universal one will always tend to spark a lot opportunities because sometimes, the customer is continuously has communication with the account manager account executive in b2b, for example, but do they know exactly when to identify an upsell across an opportunity and how to promote it?

Could marketing for example, provide some content or collateral case studies, an ROI calculator that can demonstrate if you did x, y, z and expanded your service from Package A to B or added this or the product to the equation?

Here's the expected impact financially speaking as a result of that, all of a sudden, you'll see a lot of revenue opportunities.

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Your host is George Torok

George is a specialist in executive communication skills. That includes conversation and presentation. He’s fascinated by way we communicate and influence behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

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