Expense management service provider, Concur Technologies, was looking for a way to translate insight selling into real sales-ready tools for their sales reps. DSG joined the mix to help unite the high-level strategy with the actual words used in daily sales conversation.
“I think the keys to our success were having marketing and sales be equal stakeholders in the finished product, beginning the engagement and partnership with that idea that we were equal partners in the engagement, and having the buy-in from the very beginning. So, it wasn’t conceived as a sales initiative or a marketing initiative. It was conceived, from the get-go, as a joint initiative,” said Thomas Marks, Sr. Director, SMB Product Marketing, NA at Concur Technologies.
Below are additional tips from Thomas Marks, outlining the steps his marketing team took to understand sales needs:
To read more about how DSG worked with Concur to successfully align sales and marketing, download: