I believe B2B solar powered money making machines are more then possible in an organization with a good sales team and a kick ass marketing team.
I believe you need these things to build your own B2B Solar Powered Money Making Machine:
- Marketing programs that produce valuable measurable engagements with the right people at the right companies.
- The tools/processes to separate the “okay” vs. the right people at the right companies at the right time.
- Repeatable/Scale-able process/tools to communicate credibly with Sales Team the value of these as “right’s”
- Content that the Sales Team can EASILY use to communicate with these “right’s”
- A good professional inside sales team with great follow up skills
- A good professional field sales team with good demo skills
- A good professional field sales team with CLOSING skills
- Sales Leadership invested in training in demo and closing skills
- Great (ideally drill-able) reporting for both sides (Sales and Marketing)
- Decent (not great, not good, but not in dire need of Marriage counseling) Sales and Marketing relationship.
- Leadership that believes in celebrating every win and everyone that participated in that win not just the person that closed the deal (there is no “I” in team)
I believe I will quote my favorite CMO – “The key is to have many of these “Solar Powered Money Making Machines” set up in the desert and you just have to do preventive maintenance on them and the keep printing money.”
I believe that this is possible, I believe this is happening out in the wide world, I believe the above is no particular order.
I believe this is just my opinion (from my Marketing Operations view point) and does not reflect on any company I have worked with past or present.