Did you know more and more companies are eliminating sales and marketing departments?
And you say, “How’s that possible?”
All right, yeah. Well, that’s what we’re going to talk about in today’s video.
So I’m sure you’ve heard the stats, like 70% of the buying decision is made, on average, before someone even talks to a salesperson.
Pretty crazy, right?
This is like 2018, and this is where we are, and this is the B2B stat, and many of the B2C spaces, is like actually higher than that.
And so if 70% of the buying decision is made before someone actually talks to a sales person, on average, I know it’s going to vary from industry to industry. What does that mean?
Well, this is affecting sales and marketing departments all over the world because marketing, at least in the traditional sense, has a greater impact on the actual sale. So what should we do about this?
Well, I’ve worked with a lot of companies on this, businesses, and brands, and there’s a shift that’s happening, and it’s really, really fascinating. Because they recognize for so long, the two departments have been siloed and they don’t communicate. And essentially, it doesn’t work anymore that way.
We’ve got to make sure they’re on the same page.
Salespeople have to see themselves getting involved earlier, during that vetting process that occurs with digital, during that 70%. And marketing now, has to see themselves as responsible for revenue.
And so, now they’re being calling Revenue Teams. That’s right, Revenue Teams.
I truly believe Revenue Teams, for many organizations, is the future of the way that we design our companies.
Because if you have a Revenue Team that includes sales and that includes marketing, with that common goal, and they don’t see themselves as, “Us and them,” well, then, all the sudden, you have much more synergy, everybody’s on the same page.
The communication is dramatically better, and it’s just more effective across the board.
So I want you to think about that. See the shifts for what they are and ask yourself, “Is it possible that we would be better served, that we could eliminate these silos and the problems that come with these silos, if we have one Revenue Team?”
It could make all the difference.
As always, my friends, let’s go get to work.