Friday, 5 June 2015

6 Very Difficult Questions to Ask Your Sales and Marketing Teams

How well do your colleagues understand the business they work for? Why not start the working day off right with the following questions:
  1. What do we do?
  2. Who do we serve?
  3. Why do they need us?
  4. Who are our competitors?
  5. Why are we better?
  6. How much does it cost?
OK, on the face of it these don’t appear to be very difficult questions but I challenge you to ask the person sitting next to you and see what kind of a response you get.

If anyone in a marketing or sales role (and that’s pretty much everybody in your organization) is unable to come up with a concise, understandable answer to any of the above questions – you’ve got a problem.

But you might have a bigger problem even if everyone is able to answer these questions.
What if everyone has a different answer to each of these questions? Moreover, what are the right answers?

In sales and marketing, we all like a bit of creativity but in this instance there is no room for ambiguity. You need to get everyone in your business singing from the same hymn sheet or you’ll risk confusing your target audience and potentially damaging your reputation as a cohesive, strategic and trustworthy organization.

Does your organization need to formalize a more concise response to these 6 questions?

This abridged post first appeared on the iContact Email Marketing Blog.

About John W. Hayes
With more than 18-years’ experience in online marketing and ecommerce, John W. Hayes works with major technology brands including iContact and Viralheat, demonstrating how organizations of all sizes can maximize their potential from email, social media and content marketing-led strategies. He is the author of three books, Becoming THE Expert: Enhancing Your Business Reputation through Thought Leadership MarketingA Crash Course in Email Marketing for Small and Medium-sized Businesses and Bricks & Mortar Oughta: What Real World Businesses Can Learn from The Internet. He is a regular speaker at events throughout the UK, Europe and the US and is a prolific blogger across numerous sites. To learn more about John W. Hayes’ latest projects you can connect directly with him on FacebookLinkedIn and Twitter.


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