The New Era of Unified Business Development: Where Sales Meets Marketing

Before 2020, marketing would toss leads over the fence and say, "Good luck!" while sales worked in isolation, fighting their own battles.

Those days are dead.

Here's why:

The Truth About Modern Buying

96% of buying decisions happen BEFORE someone talks to sales.

^ Let that sink in.

By the time a prospect reaches out, they've already:

• Read your content
• Compared competitors
• Scoured your reviews
• Formed opinions
• Developed objections
• Made tentative decisions

And it gets more interesting...

42.5% of Marketing Qualified Leads (MQLs) will purchase between 90 days and 2 years from initial contact.

Welcome to Unified Business Development

Think of a Venn diagram. On one side, you have sales. On the other, marketing. The magic? It's happening in the overlap - what we at Predictable Profits call "Unified Business Development."

Here's how it works:

Sales Insights → Marketing Content

• Sales shares common objections
• Marketing creates content addressing these concerns
• Prospects find answers before calls
• Trust builds organically

Marketing Nurture → Sales Success

• Marketing maintains engagement
• Content influences decisions over time
• Sales stays informed about prospect interactions
• Conversion happens naturally

The Weekly Rhythm

The key? Regular sales and marketing meetings.

Not monthly. Not quarterly. Weekly.

Agenda items should include:

1. Common objections heard this week
2. Content gaps identified
3. Lead nurturing campaign performance
4. Sales feedback on content effectiveness
5. Upcoming marketing initiatives

Remember:

"Consumption drives conversion" - Charles Gaudet        

The more valuable content your prospects consume, the more likely they are to convert.

This only works when:

• Content addresses real sales objections
• Sales knows what content exists
• Marketing understands the sales process
• Both teams align on messaging

Take Action Now:

1. Schedule your first sales + marketing weekly meeting
2. Create a shared document for capturing objections
3. Audit your content against common sales challenges
4. Build nurture tracks based on sales feedback

The old way is gone.

Siloed departments don't work anymore.

Welcome to the era of Unified Business Development.

Hope this helps.

With gratitude,

Charlie

Charles E Gaudet II

CEO, Predictable Profits®

Named "The Go-To Business Coach for 7 & 8 Figure Businesses" by The International Business Times

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P.S. Want to learn how to break-free from Founder-Led Sales? Comment "MORE SALES" below or send me a DM and we'll get you more details.

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