"S" number 3 for Automated Nurturing - Standards

Standards

What was it that used to make Marketing people insane with salespeople? OK well other than the long list we can all rattle off, let’s start with taking the creative, ripping it up and sending out what they liked. What was the problem with this? Nothing when it worked and everything when it went wrong. We didn’t know what was working or why other than who went to Club Trip. It seems that every Club Trip/President’s Club I went on it was always the same folk. Yet I never had anyone ask us what we were doing right. I can tell you we were all doing very much the same thing. We were taking the best of our messaging and positioning and we would share with each other (not while on Club Trip but I think you get the point)
If we are to be consistently successful across the organization, we have to be consistent. Consistency requires standards. Prosultative selling takes the best of what the best sales people are doing; marketing then creates personalized messaging for the prospect in a structured, standardized format. This standardization is not about restricting salespeople, it is about empowering the organization to leverage branding standards and messaging that is consistent and effective.