Suppose you are working in a business that sells high value solutions into a well targeted market: for example, cyber security to large enterprises, or managed network solutions to banks.

I suggest you say that to increase revenues we need to support sales by:

  • Developing and positioning the product/service to meet the requirements of each market segment, so the competition can’t compete
  • Raising awareness in the target market(s) of the product /service benefits, to open the door and warm the sales contacts
  • Provide market insight, so sales can have business level conversations with prospects
  • Give sales visibility of all customer interactions and interests (the customer journey) so they can guide the customer through the buying cycle

Wouldn’t that ensure marketing creates an impact on the bottom line?