Tuesday, May 02, 2006
Over time I have had discussions with clients about the difference between sales and marketing. In my Sandler Training I came across a great paper that describes it. In essence: "Marketing is the role of identifying groups of people or companies that may fit your product or service before the person-to-person contact is made. Selling is the effort applied to those "possible fits" initiated by person-to-person contact. So you need a plan for both. First, you need a marketing plan that defines who you are, what you do, who needs it and why. Then you need to go and get them.