I have realized that she is right–most people do not understand what marketing is, how it is different than sales, and how they all relate. If you are trying to combine your sales and marketing, you are probably often frustrated with your results.
Marketing is about ongoing education, teaching others while sales, as you noted, is about taking the next step (whether signing up for a program or joining a list). For many sales organizations, lead generation is the place where sales and marketing combine and too often, collide. If your organization is trying to get more mileage out of your B2B lead generation efforts, it might help to take a fresh look at where your “marketing” activities stop, and where your “sales” activities begin.
According to a recent survey by MarketingSherpa, many companies are missing opportunities to better qualify their B2B sales leads, better understand the unique pain and problems that their prospects are facing, and create better-qualified appointment setting opportunities. Unless your organization is clarifying the expectations for both your marketing and sales teams, it is possible that no one is taking responsibility for these essential aspects of lead generation. As we’ve seen hundreds of times working for clients over the years, if your company is simply pouring more sales leads into the funnel, but without any proven process for filtering out the sales leads, you’re wasting resources, wasting time and missing out on big sales opportunities.
Here are three worrisome signs that your company is “dropping the baton” during the lead generation hand-off between marketing and sales.
Contact Strategic Sales & Marketing for a free quick quote or a free, no obligation Test Drive of our lead generation services. Photography Marketing & Sales is the cornerstone to any successful photography business. Many photographers mistakenly believe that a successful photography business is based on excellent photography skills alone. Marketing is something that needs to be built into your yearly plan and worked on throughout the year.
Social media marketing for photographers is in its own category because the tools and strategies used are very specific to online marketing. Being a high-end wedding photographer is not for everyone, and it is certainly not as glamorous as it looks.
Bridal shows can work for photographers, although it’s not my most highly recommended strategy.
Our MissionPhotoMint helps wedding photographers like you get results quickly and efficiently in all areas of your business.
Alignment has proven even more complex for organizations that operate in the channel, however, as they struggle with a greater level of complexity and reporting across an extensive reseller network.
In fact, the process becomes more complicated largely because reporting from resellers and partners is less efficient and consistent versus insights derived from in-house sales forces, according to Dan McDade, CEO of PointClear.
Benchmark research has consistently reaffirmed that organizations across the channel think of sales and marketing processes in a disjointed way, only focusing on their own internal opportunities and obligations, sometimes leading to channel conflict. Research from Aberdeen Group’s The Extended Sales Enterprise: Channeling Better Results, indicated that 31% of organizations find reseller overlap or channel conflict hurts their ability to grow revenue. But with the increasing transparency and buyer empowerment that comes with social media, search and other web-based tools, it is imperative that everyone is on the same page, Culbert added. Resellers and distributors allow vendors and manufacturers to better connect with customers and prospects on a more local level, further optimizing the effectiveness of sales and marketing initiatives. However, organizations must follow a set of best practices to ensure that sales and marketing teams across the channel are aligned and communication effectively.
For some organizations, such as Kaspersky Lab, sales and marketing alignment is ingrained in business processes, and evolves from the ground up. To boost marketing capabilities and overall success throughout its channel, Kaspersky offers a variety of sales and technical tools.
Keeping partner satisfaction and participation at its peak, Kaspersky also focuses on collecting feedback from resellers.
Kaspersky partners, such as Productive Corporation, are reaping the benefits of this uniform approach for sales and marketing. As organizations continue to grow, and partner networks become more intricate, featuring VARs, distributors and even ISVs, it is a daunting challenge to manually qualify, nurture and distribute leads without technology in place. Regardless of processes utilized, successful alignment features quantifiable results, including ROI data, link clicks and cost-per-lead, Flynn explained.
Channel Marketer Report (CMR) is a targeted e-media publication covering the latest solutions, trends and strategies to help companies optimize their marketing, both to and through their partner networks. Our sales and marketing professionals take a strategic approach to promoting your property through careful analysis of target markets, development of innovative programs and monitoring of results. In addition to PSS, Grandeur Management believes in taking advantage of every brand training and marketing initiative made available.

Our front desk associates are considered an extension of our sales department and receive ongoing reservation training with the goal of converting more inquiries to sales. Sales and Marketing is a critical part of a results-oriented strategy that drives consistent, above-average revenues to each of our hotels. We identify, recruit, and orient top sales professionals to achieve and exceed revenue goals.
Our philosophy of building strong hotel sales and marketing teams and our commitment to support their efforts at the corporate level give Grandeur Management hotels an edge and contribute greatly to their success. While each flag brand is responsible for driving marketing efforts, Grandeur Management actively participates as full brand partners. Grandeur Management places special emphasis on a strong and effective sales and marketing department. The sales and marketing department works closely with an in-house graphic artist to provide cost effective, full-service graphic design.
In managing the sales process at Grandeur Management, we believe in a heavy emphasis on direct selling and outside sales calls.
Quarterly Power Sales Meetings to keep our teams energized and focused featuring renowned guest speaker. The reader needs to feel that whatever it is you offer, it’s the perfect solution for their problem. To achieve this, a copywriter needs to really understand the buyer – he has to be able to get into their minds. Investing in professional copy – whether a sales page or a series of email autoresponders – is one of the smartest decisions you can make when you want to push your business to more sales and higher profit.
3- Research: When I start writing for you, I start by doing extensive research on your ideal reader or customer. When I asked the host why she selected me to do this (btw, this is one of my standard questions to assess all incoming opportunities), she said that I have an understanding about marketing and the ability to explain it that most people need to hear. Marketing can include networking (online and offline), attending events, advertising, press releases, speaking, direct mail, search engine optimization, joint ventures and many more tactics. Dividing responsibilities between the “marketing” and “sales” teams can often be a cause for confusion, especially when the marketing team is taking on additional lead generation responsibilities that used to belong to the sales team.
To maximize your lead generation opportunities, it helps to make sure that no one is dropping the baton during the handoff between the marketing and sales teams.
You’re not identifying a sales funnel: Perhaps this sounds like an extreme example, but it happens. You’re not nurturing your existing business leads: What happens to your B2B sales leads once they’re in the pipeline, but not immediately ready to buy?
Talk to Strategic Sales & Marketing for comprehensive lead management services to help you through the B2B lead generation process. New clients do not simply walk in the door begging to hire you, no matter how good you are or how strong your reputation is.
You’ve already photographed the wedding, so why not offer clients a beautiful way to enjoy their images?
Have you had one or two weddings published and want to learn how to get more weddings published?
If you think this is the right fit for your studio, learn some of the insider secrets to doing it well. As your studio grows, naturally you’ll want to increase your ability to book weddings.
We teach photographers at every level how to increase profits, streamline studio operations and get more time for the things you love: shooting incredible images and spending time with those who are most important to you.
With the hope of creating better collaboration and shared intelligence between Sales and Marketing teams, many organizations have deployed new tools and tactics to build a shared approach to revenue generation. To achieve sales and marketing alignment, however, vendors and their partners must take a more unified, global approach. As a result, vendors and their partner networks will be able to keep tabs on marketing campaigns, sales progress and deal registration, among other vital areas of a successful channel. Since the its inception in 2005, Kaspersky’s North American branch has developed dedicated teams for both consumer and corporate marketing tactics. For example the company offers everything from campaign templates and content, to live training in-office and in the field, video- and web-based training, as well materials and assets throughout the sales journey, according to Steve Orenberg, President of Kaspersky Lab North America.
In fact, the company has “formed a very cohesive relationship with Kaspersky on many levels,” according to Peter Greco their VP of Sales and Technology for Productive Corporation.
Once sales and marketing standards are in place — and fully adopted across the channel — a deep integration of marketing automation and CRM technology can take place, according to Flynn.

Working closely with industry analysts and experts, Alicia reports on the latest news, technologies, case studies and trends coming to forefront in the channel marketing world.
This training is reinforced with an ongoing sales shopping program so that ongoing training and support can be followed through. This training and shopping service is done through a company called The Hotel Shopping Network. To ensure sales and marketing efforts are appropriate, given highest priority, and reflect our corporate culture of excellence, Grandeur Management provides strong corporate support to hotel marketing departments through our Vice President of Sales & Marketing and Area Sales Supervisors. Our policy of corporate superintendence does not undermine hotel initiative but supports it. We invest in sales and marketing initiatives that unleash the full communication power of both interactive and traditional sales and marketing tools. Together with important online selling resources, industry reports, and a state-of-the-art sales data management system, we take full advantage of data mining to target, create, measure, and track our sales and marketing communications.
The department handles all advertising including direct mail, print media, radio, television and billboards. This is a common mistake that companies make with their B2B lead generation efforts: they pull out all the stops to obtain new business leads, but then don’t put any time or resources into qualifying the sales leads. Too often, companies are leaving money on the table by neglecting to follow-up with existing sales leads. Our industry-leading B2B sales consultants and appointment setters know how to cultivate, qualify and close on complex B2B sales leads in a variety of industries. There are a number of different approaches to designing wedding albums, so learn how to do it profitably. I’ve written THE guide to getting weddings published, so you will find just about every answer to every question here. Networking and vendor relationships and referrals are some of the very best marketing you can do as a photographer.
With a focus on emerging marketing strategies, including social, mobile and content for demand, Alicia hones in on new ways for organizations to market to and through their partner networks. Major consideration is placed on working with managers to better enable them to work with their sales staff. Sales include converting people from your website onto your newsletter list or your Facebook page is a form of a sale.
Without a standard process for filtering, measuring, tracking, evaluating, sorting and prioritizing sales leads, your sales team is flying blind.
This leads to wasted time and frustration as the sales team puts in many fruitless hours on the phone with prospects that aren’t ready to buy. Instead of assuming that a “not interested” response means that the prospect is “not interested” forever, your company needs to conduct ongoing lead nurturing to stay in contact with these prospects. We can help you find more sales leads, better qualify your sales leads, conduct more efficient appointment setting, and improve conversion rates to overcome your B2B lead generation challenges and turn B2B sales leads into bigger sales results. Marketing will lead to inquiries and leads, but how do you actually turn those leads into booked weddings? What makes editorial submissions such a great marketing strategy is what you do with the feature after you’ve been published. Through her work with G3 Communications, Alicia also acts as Associate Editor for Retail TouchPoints, a digital publishing network focused on the customer-facing area of the retail industry. Following careful research, strategic marketing plans are put in place for each property in the portfolio and reviewed quarterly.
34% of the MarketingSherpa survey respondents said they contact their prospects once a month for lead nurturing follow-up, and 22% contact their business leads weekly. Photography marketing is not something you do once a year, but should be a consistent part of your business approach.
Not only do they get great enjoyment of the images you have created, you also earn more profit, which helps you stay in business. Marketing dollars are carefully allocated and accurate market segment tracking is reviewed to assure that the monies are being spent wisely. In order to further promote sales and marketing, major national conventions such as HSMAI, NTA and ABA are attended regularly.

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