Sales and marketing alignment is a key element for a company’s growth, yet it is one of the most common challenges. Bridging the gap between the two and embracing sales enablement is critical to understanding what leads need to become customers and how to improve conversions.
I wasn’t always in Sales. I graduated college with a degree in Graphic Design and Presentation and minored in Art. My first real job out of college was working as a production associate at a local sign shop, assisting with digital design and installation of signage. Fortunately for me, the next step in my career was joining Bob in the early days of IMPACT, continuing the execution of creative work. As we grew our client base, I got a taste of what it meant to be in direct connection with the client.
Have you ever considered the relationship between trying something new and achieving success and happiness? Whether you realize it or not, you likely spend the majority of your day doing the same things you’ve done hundreds or thousands of times before. On one hand, having a routine is great for providing structure, efficiency, and comfort, but on the other hand, falling into one day in and day out can make you feel like a bystander in your own life. When’s the last time you ventured outside of your normal routine?
Could have. Would have. Should have. These are likely the thoughts going through your head when reflecting on a lost sales opportunity. But is this thought process productive? Thinking about what you could have, should have and would have done if only…is enough to drive anyone crazy.
So, you want to be a better salesman? Well, you can become a better Romeo while you're at it. When it comes to your sales process, take a cue from your dating life; they aren’t as different as you might think. When you boil them down, sales and dating are pretty much identical.
Storytelling has always been a passion of mine. It started way back in high school when I was the editor of the school paper. I even had a couple stints at a local Polish American newspaper and WIVB-TV in Buffalo, New York, before I graduated. These internships made me realize just how much I loved finding, writing, and telling stories. So, when the time came, I enrolled in the Journalism program at Emerson College in Boston, MA. (#1 Journalism school in the country, woot!) But as you’ll see today, my job title doesn’t include journalist, editor, or even the word content. Over the years, I have found myself in a sales role, but I’ve also learned that my storytelling skills are as essential to sales as they would be to any literary career I could’ve entered.
“If the wheel ain’t broke, don’t fix it,” right? It’s a saying we tend to fall back on - applying it to areas of work and life where maintaining what we know to be just fine is easier and safer than an alternative, but in many aspects of work and life, sometimes “just fine” and “safe” are the enemy of “great.” IMPACT most recently had this realization regarding our own sales process in the early summer.
I’ll never forget the feeling I had when I lost my first client. I was 24 years old, new to the inbound marketing game, and it hit me like a brick wall. I was blindsided, which meant my boss was blindsided, and I felt like I let the whole company down. I’ll never forget the feeling -- but I’ll also never forget the lesson I learned.