Category: Sales and Marketing

Social selling programs that haven’t been informed, built and scaled in collaboration with all members of team revenue — sales, marketing and sales enablement — always fail. Sales teams think they can work in silos, sharing insights and tactics amongst themselves. But in our experience, that never works.

For most of business history, sales and marketing have worked independently with some disdain for each other. Marketing created ads and printed sales collateral for trade shows. Sales sold based on relationships and rolodex. The two crossed like ships in the night when absolutely necessary, but typically made no attempts to align for better results.