15 Things Learned From the 2015 MassTLC Sales & Marketing Summit

On April 7, 2015, MassTLC gathered 55 of the top sales and marketing professionals
in New England to discuss “Building a High Performing Sales & Marketing
Organization.” These were our takeaways, what were yours?

Get rid
of the “Gobbledygook” on your website. No one cares about your innovative, next
generation, new and improved, world class, innovative product. Just tell me
what it does.
Be agile
and respond in real time, it is no longer about marketing at a time that works
for you, it’s about marketing to the customer when it works for them.
Don’t be
boring. Create content that connect your product to what’s happening. Newsjack!
Hire
journalists to create your marketing content.
Tear down
the sales silo and the marketing silo and build it all under the Smarketing
roof!
You need
to clearly define what a lead is and what an opportunity within your
organization is and make sure there’s an agreement on that definition.
Although
there is a debate of where BDRs should sit, the majority believe it’s a sales
function.
The best
way to recruit top sales & marketing talent is through your top sales
people and marketers, leverage their networks to find new hires.
Advocate
marketing plans can help your message get to the consumer during the 70% of the
buying cycle before they speak with a sales rep.
Responses
from advocates on social media resonate better with consumers than direct
company responses.
Engaging
customers as advocates enhances the post-sale experience.
Have a
post-sale touch plan, don’t wait until it’s time to renew.
Understand
the “Why” in everything you do, don’t run a new campaign just to run one,
determine what the value should be if you get the results you expect.
All good
ideas are outside the office, get outside and talk to the people that are
consuming your products.
MassTLC
events are a great opportunity to learn and network!