Marketing vs Selling?

Rick is holding a "marketing vs selling" death match. He's wondering what sub topics people would like him to cover.

I had a conversation with a to-be-unnamed marketing consultant yesterday. I asked her  her some probing questions about the health of her business. It was apparent from our conversation that she was moonlighting until "business picked up". But, she didn't have a plan on how to make her business pick up. One of the questions I asked was what she does to grow her business. She proceeded to tell me about how she is re-doing her website and marketing collateral and she's started networking a lot more in the last year.

In my sales development course the other day, I was told that the only thing a salesperson can truly control is how many calls to potential prospects they make. Of course, you can control how many networking events you go to, but there is no guarrantee you are going to meet a prospect or anyone that'll introduce you to one.

In my experience, I've relied on marketing too much. When I should have been selling more.  That's changing, of course.

I find that salespeople will say they'll make more calls and marketing people say they'll improve their marketing material. The tricky part is balancing the two. Whether you are a small operation or a large one.

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