1. Marketing vs Sales

2. Without marketing you would not have prospects or leads to follow up with, but yet without a good sales technique and strategy your closing rate may depress you. Marketing is everything that you do to reach and persuade prospects. The sales process is everything that you do to close the sale and get a signed agreement or contract. Your marketing will consist of the measures you use to reach and persuade your prospects that you are the company for them. It's the message that prepares the prospect for the sales.

3. The sales process consists of interpersonal interaction. It is often done by a one-on-one meeting, cold calls, and networking. It's anything that engages you with the prospect or customer on a personal level rather than at a distance. Marketing if done effectively can convert cold lead to a warm one. When the prospect hits the "warm" level it's much easier for the sales professional to close the sale.

4. Marketing: associated with advertising, event planning, community involvement, getting your company name “out there”, creating credibility, a “people pleaser” personality, with the primary focus on lead generation. Sales: associated with knowledge & understanding of the value of a lead, understanding the “selling cycle”, a well documented sales process (and knowing how to use it), great qualifying questions, developing an atmosphere of trust with customers, listening more than talking, great follow-up skills.

5. It takes multiple contacts using both sales and marketing to move the prospect from one level to the next. Remember the key to success in marketing and in sales is balance! DRIVING REVENUE!! Marketing = SIZZLE ------ Sales = CLOSING