How great sales people can become greater

About this episode

The episode discusses the over-reliance on data in sales and marketing, emphasizing the importance of brand perception and creativity.

I have noticed recently how businesses have become reliant on data to determine whether their business development efforts work or not - over-reliant maybe. The numbers, lead indicators or whatever the performance metric will tell you what is working on that campaign but what is there to tell you how well your 'brand' is performing overall in the minds of your potential or existing customers. Well executed outreach will generate meetings and begin sales cycles but doesn't impact the sentiment rating (my words...not sure if they're the right words but bear with me) - what the brand means to the customer or the way it makes them feel. It seems that data has become omnipotent in many marketing campaigns at the expense of creativity and experience. It goes back to the notion that marketing isn't an expense but an investment - advertising and sales aren't marketing they are "channels" of marketing. Other channels are available.

Topics covered

• sales
• marketing
• data analysis
• branding
• creativity

Keywords

• business development
• performance metrics
• customer sentiment
• marketing investment

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