Too Many Emails to the Sales Team from the Marketing Team?

When I consulted for a Fortune 50 company, I noticed the constant bombardment of emails to the sales team from the marketing team.

The incoming emails had to feel like incoming missiles to be dodged on a daily basis. Oh, sure, they had the engineering specs, the use cases, customer testimonials–everything you’d need to be successful if only the messages were opened and read which they weren’t.

If you were a sales person, what would you focus on? I’d focus on meeting quota and focusing on what my sales manager told me was important. I wouldn’t have time to read and digest all the incoming messages. I would sell what I understood and that would likely mean not selling the latest, greatest stuff unless my sales manager insisted I do so.

Sales and customers live in a very noisy world. What are you going to do to stand out and be heard? Of what value is innovation if you aren’t heard?

You need to have the mindset of making the complex simple for those with whom you need support.

Photo Credit: Kevin Dooley, Flickr

Thought for the week:

“Success isn’t a result of spontaneous combustion. You must set yourself on fire.” – Arnold H. Glasow
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What do you think? I welcome your comments!
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Dave Gardner

Dave Gardner is a management consultant, speaker, author, and blogger based in Silicon Valley. He's been in the front row for the birth and evolution of Silicon Valley, the innovation capital of the world. Since 1992, Dave Gardner focuses on making the complex simple around people, process and technology. Dave is the author of Mass Customization: An Enterprise-Wide Business Strategy - How Build to Order, Assemble to Order, Configure to Order, Make to Order, and Engineer to Order Manufacturers Increase Profits and Better Satisfy Customers.

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