Stearns’ Post

I ran a small, unscientific experiment a few years back to improve alignment between marketing and sales. The setup: I had our marketing team take inbound calls when the sales team was tied up. There was some initial hesitation, but over time, the marketers got good at it. Even better, two important things happened: 1. Empathy grew. Marketers saw firsthand the challenges of sales—even the “easier” inbound calls. 2. Our marketing programs improved. Direct customer interaction led to sharper insights and more effective messaging. Then, I reversed the experiment: I created weekly contests for sales reps to generate inbound leads via social media. Again, two things happened: 1. Sales’ respect for marketing grew. They saw the effort it takes to build leads organically and began to value marketing-generated leads more. 2. Team cohesion improved. There was a new level of respect for each other’s challenges and contributions. (And sales respected those MQLs a whole lot more!) In my experience, marketing and sales alignment—and even basic respect—often lack simply because each side doesn’t fully understand the other's struggles. I invite Maria Mercedes (Marimer) Guevara, Molly Pastore, Joshua Berndt, Jarred Young, Dave Henry and others from that team to add their memories of this or to correct the record if I got it wrong. And how do you empathize with your counterparts in sales or marketing? Share below! #sales #marketing #salesandmarketingalignment 

Rethinking the Sales Funnel: The Power of Going in Reverse! We’re all familiar with the traditional sales funnel—starting broad and narrowing down to close the deal. But have you heard about the Reverse Sales Funnel? It's shaking things up by flipping this approach on its head! Instead of starting with large outreach, it begins with your loyal customers—those who already know and love your brand. Why? Because they can be your biggest advocates and best source of new business. Here's why the Reverse Sales Funnel is a game-changer: 1. Stronger referrals: Happy customers are more likely to spread the word, creating a network of potential leads. 2. Higher conversion rates: Leads referred by loyal clients often convert faster and easier than cold ones. 3. Cost-effective: Instead of spending heavily on acquiring new leads, you're maximizing the value of existing relationships. Have you tried leveraging a Reverse Sales Funnel in your business strategy? How do you prioritize customer advocacy in your sales approach? Let’s get the conversation started! #SalesStrategy #CustomerAdvocacy #ReverseSalesFunnel #SalesTips #MarketingInnovation

🌟 Sales Strategy Spotlight! 🌟 Hey, LinkedIn family! I've been reflecting on how important it is to set clear goals in our sales journey. 🎯 I like to use the SMART framework: Specific, Measurable, Achievable, Relevant, and Time-bound. It’s a game-changer! Here’s a quick example: Instead of saying, “I want to sell more,” I’ll say, “I want to close five new clients in the next month.” It feels more tangible, right? What goals are you setting for yourself this quarter? Let’s inspire each other in the comments! ⬇️ Image courtesy: Google #SalesStrategy #GoalSetting #SalesGrowth

"𝑾𝒆 𝒉𝒂𝒗𝒆 𝒕𝒐𝒏𝒔 𝒐𝒇 𝒄𝒐𝒏𝒕𝒆𝒏𝒕 𝒃𝒖𝒕 𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔𝒑𝒆𝒐𝒑𝒍𝒆 𝒅𝒐𝒏'𝒕 𝒖𝒔𝒆 𝒊𝒕."This came from a Sales Manager during a virtual coffee last week. His frustration was real. I knew exactly what he meant. I'd faced this exact problem before. Here's what worked for us in 𝟒 𝐬𝐢𝐦𝐩𝐥𝐞 𝐬𝐭𝐞𝐩𝐬: 1️⃣ We joined sales meetings. Every Tuesday morning. Sales team huddle. 30 minutes. We listened and we learned. Our content priorities shifted entirely. No more guessing what customers needed. 2️⃣ We fixed content access Our old system: Multiple folders. Wasted time. Frustrated sales reps. Our new approach: Clear categories. Simple & easy tags [sales stage | customer problem] . Shareable links Now? 30 seconds to find the right content, no more. 3️⃣ We tracked what worked Forget vanity metrics. We watched our top performers. Which content did they use? When did they use it? What helped close deals? 4️⃣ We shared the data and asked for their feedback. The shift was clear. Sales teams now ask for content. Better yet - they suggest new topics. They share customer insights. Real collaboration at last! Using marketing content in your sales process? Not using it? I'd love to hear your story! #B2BSales #ContentStrategy #SalesEnablement #SalesMarketingAlignment #B2BMarketing

I’ve spent a decade turning prospects into customers 🚀 and fueling pipeline growth. From crafting killer outreach campaigns 🎯 to mentoring top-notch sales teams 💪, I’m all about driving results. I believe in building strong communities 🤝 to foster long-term success. 📈 If you believe in creating exceptional customer experiences, help me find my next challenge by sharing this post! 🤩 #demandgeneration #salesdevelopment #communitybuilding #salesleader #HireDanSaso Review my references here. 👇 https://lnkd.in/gUJyandq

Here’s a question for every business: How powerful is your marketing if your customers are doing the selling for you? We often think of sales teams as the engine driving business growth. But in today’s connected world, customers themselves can be your most valuable salespeople, if you know how to unlock their potential. Here’s the issue: many businesses focus solely on their direct marketing efforts, overlooking how satisfied customers can influence others. This is a missed opportunity. Ignoring the potential of customer advocacy means leaving organic growth on the table. Word-of-mouth is not just for small businesses; it's a crucial growth strategy for all. Think about it, how often do we base our buying decisions on what a friend or colleague has recommended? Research shows that 92% of consumers trust recommendations from people they know over any other form of advertising. If your customers aren’t talking about your product or service, you’re missing out on a powerful and authentic sales channel. Worse, neglecting customer experience can turn this around. Unhappy customers are far more likely to share their dissatisfaction than happy ones. A few bad reviews or negative word-of-mouth can quickly overshadow any marketing efforts you’ve invested in. So, how do you turn your customers into your best salespeople? It starts with creating exceptional experiences. Here’s how to do it: Deliver Consistent Value: Ensure your product or service exceeds expectations every time. Delighted customers are much more likely to recommend your brand. Engage Regularly: Build a community around your brand. Use social media, email marketing, and events to keep customers engaged and feeling valued. Encourage Advocacy: Don’t just wait for referrals, ask for them. Create referral programs, reward loyal customers, and make it easy for them to share their positive experiences with others. Leverage Testimonials & Case Studies: When a customer shares a positive story, amplify it. Sharing success stories, case studies, and customer testimonials can inspire others to take action. Be Responsive to Feedback: Listening and responding to customer feedback is critical. By addressing concerns, you can turn a neutral or dissatisfied customer into a loyal advocate. Your customers hold the key to scaling your business in ways traditional sales tactics can't. Start by fostering real connections, delivering value, and encouraging them to spread the word. #CustomerAdvocacy #WordOfMouthMarketing #CustomerLoyalty #BrandAmbassadors #CustomerCentricSales

Here's an important stat that just keeps growing… 👀 86% of purchase decisions are made before a prospect talks to the sales team. Yes, sales is typically the first official point of contact. Keyword: "official" First impressions, driving awareness and consideration, however, are often delivered through marketing. Our efforts in creating compelling content and authentic engagement shape the narrative. We show prospects that we'd fit right into their story so they already have an idea of what a relationship will look like before getting on a sales call. Every touchpoint, every piece of content, every campaign—it’s all part of a larger strategy to engage prospects and customers and support their decision making. In a perfect world, all of us focus on making decision making easier for the customer. Together, sales and marketing, increase consideration, support customer decisions and add value to generate and grow revenue! #Marketing #B2BMarketing #Sales #Impressions #Engagement

Founders and sellers, listen up! Your success hinges on the synergy between Marketing and Sales, but are you truly synchronized? 🤔 We can promise you: disjointed efforts are holding you back. And what is the result of this? Missed opportunities, inconsistent messaging, friction in customer interactions. 👀 Here's why: Mismatched Targeting, even if you approach the right prospect.  It doesn't end with an email. Imagine lead receives multiple messages from both outbound and inbound channels. By aligning efforts, these teams can strategically retarget curious leads through various channels, nurturing their interest and warming them up for conversion. This is where the synergy between Marketing & Sales shines brightest and drives: - Enhanced customer journey  - Shortened sales cycle  - Valuable insights - Streamlined communication If you're in B2B and seek guidance on aligning your teams and crafting a sales strategy, our offer for a free consultation still stands 🤝

Sales and Marketing: The Ultimate Power Duo In today's competitive market, sales and marketing are no longer separate entities – they are partners in driving business success. While marketing builds awareness, creates demand, and nurtures leads through strategic storytelling and digital campaigns, sales steps in to close deals, foster relationships, and deliver real solutions to customers. The two go hand in hand, ensuring that businesses not only attract potential clients but also convert them into long-term partners. Collaboration between sales and marketing teams leads to: ✅ Increased lead quality ✅ More efficient sales cycles ✅ Stronger customer retention At the end of the day, a well-aligned sales and marketing strategy can take a business from good to great. 🚀 How are your teams working together to drive results? Let’s share some best practices! 👇 #Sales #Marketing #BusinessGrowth #SalesAndMarketing #Teamwork #CustomerSuccess This post emphasizes the importance of collaboration between sales and marketing, while inviting engagement from your network.

Sales and marketing can feel like a never-ending whirlwind of activity, with constant pressure to meet targets, manage campaigns, and chase down leads. The fast pace, combined with the unpredictability of outcomes, can lead to overwhelm and burnout if not managed properly. One of the key ways to handle this is to break things down into smaller, more manageable tasks, ensuring that priorities are clear. Also, creating a balance between strategic planning and tactical execution helps to stay grounded amid the whirlwind. Since you’re a leader, balancing both the operational and emotional aspects of this can be challenging. Jane Hernon