Winning new business is no longer a solo sprint
Have you noticed that selling has changed from 100m sprint to a 4x100m relay race?
The internet has revolutionised the way businesses purchase products and services and transformed the way B2B companies sell. It’s no longer just about the Sales team.
With abundant and easily accessible information online the importance of Marketing has grown significantly.
At the same time, cloud computing dramatically lowered barriers to entry and increased competition, particularly in B2B SaaS sector. This made the issue of retaining customers a critical discipline which then led to establishing of Customer Success teams.
In a relay race you either win as a team or you lose as a team
Selling has evolved, it’s no longer an individual sport, it is now a relay race of teams that need to work closely and effectively together in order to succeed – to win and retain customers.
Yet so often in companies today we see disconnect, jealousy and even hate between the departments – especially Marketing and Sales. Following with the relay metaphor it’s like they threw the baton at each other, tripped each other up or sabotaged the handover just so they could blame it on the other department.
A relay race gets lost in the exchange zones
Why is that? And more importantly what can you, as a business leader, do about it?
To discuss the answers to these questions and to close the gap between the departments, we are hosting Join the Dots roundtable on Thu 6th July 2017 at the Institute of Directors in London.
We are bringing together a small group of Managing Directors of B2B companies to share their challenges, ideas and tips with one another. Peer to peer learning at its best.
