{"id":7903,"date":"2012-10-04T14:07:24","date_gmt":"2012-10-04T14:07:24","guid":{"rendered":"http:\/\/www.matthew-j-smith.com\/?p=7903"},"modified":"2019-01-26T22:44:03","modified_gmt":"2019-01-26T22:44:03","slug":"is-it-time-sales-reports-to-marketing","status":"publish","type":"post","link":"https:\/\/www.matthew-j-smith.com\/?p=7903","title":{"rendered":"Is It Time Sales Reports To Marketing?"},"content":{"rendered":"

Had a\u00a0provocative\u00a0conversation recently with a senior executive at a BPO we\u2019ve worked with in the past. \u00a0He tells me they are in the process of hiring a new chief marketing officer as part of their senior leadership team and plan on having the current head of sales reporting to the new CMO.\u00a0 That\u2019s really breaking the mold a lot of us have in mind regarding those positions \u2013 particularly in terms of who usually reports to who when those functions are in one organization.<\/p>\n

The more I thought about it however, the more it started to make sense.\u00a0 Not just for this company but perhaps for many of the B2B companies out there.\u00a0\u00a0 With the new priority marketing has for \u2018owning<\/em>\u2019 the top of the sales funnel<\/strong> relative to demand generation and lead qualification, the tactical role of selling is more and more a down-stream part of that process.\u00a0 That\u2019s certainly true compared to the way it used to be, when sales had responsibility for the whole revenue creation engine and marketing was \u2018just about branding.\u2019<\/em><\/p>\n

What seems increasingly evident is that marketing\u2019s role and<\/em> responsibility will only continue to grow in importance, as attracting and creating relationships with prospects becomes more a function of website, content, messaging, social media and lead nurturing, and less about Rolodex and traditional relationship selling.<\/p>\n

For you CEOs and company owners, do you have the right people in place as these traditional roles continue transforming? \u00a0Does it suggest a change in hiring strategy as you look at your key leadership positions and think about next year\u2019s sales plan?<\/p>\n

Here are three questions to ask your self as you consider what\u2019s next in your Sales and Marketing leadership model.<\/strong><\/p>\n

    \n
  1. Are you meeting your goals for new logo wins?<\/li>\n
  2. Who is responsible and accountable for lead generation in our company?<\/li>\n
  3. Does Sales and Marketing have shared goals and metrics for sales ready lead qualification?<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"

    Had a\u00a0provocative\u00a0conversation recently with a senior executive at a BPO we\u2019ve worked with in the past. \u00a0He tells me they […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[49],"tags":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7903"}],"collection":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=7903"}],"version-history":[{"count":3,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7903\/revisions"}],"predecessor-version":[{"id":8160,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7903\/revisions\/8160"}],"wp:attachment":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=7903"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=7903"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=7903"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}