1. Attend internal sales meetings
One of the best ways to understand sales is to sit in on their internal meetings. This is where you’ll hear the team’s priorities, objectives, and the scope of their activities.
If someone from marketing attends the weekly sales meeting, they’ll begin to understand how salespeople talk and what they talk about. This will allow them to understand the intimate mechanics of what the internal sales process looks like.
Gerry Hill from ConnectAndSell tells us that at one of his former companies, one marketer would always be brought into the daily sales standup where they’d go over a particular piece of content or insight that the sales team could bring up in their conversations that day.
“It was almost like an analyst brief that an investment bank would do,” he says. “Marketing would shave down a larger report into a sharp, concise message that we could add to our scripts, then sales would give feedback to marketing throughout the day on how that message was received and what additional conversations and questions arose from it.”