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Outbound Sales
May 23, 2022

Empowering Sellers With Marketing Insights


Delve into this episode's shownotes for
expert insights, actionable strategies,
and game-changing inspiration.

10 Episode Takeaways

  • Proper lead handoff from marketing to sales is crucial for a good buying experience for customers.
  • Customers are at different stages of the buying journey and need to be nurtured accordingly.
  • Prematurely passing on leads can lead to poor sales experiences.
  • Lengthy qualification processes can deter prospects.
  • Marketing should provide insights and buyer intent information to empower salespeople.
  • Scoring leads and determining when they are sales ready is important.
  • Salespeople should be informed about prospects and their interactions with the company's content.
  • Building a relationship and providing helpful information gradually is recommended.
  • Alignment between sales and marketing teams is crucial.
  • Being helpful to customers and understanding their needs is important for success.

Episode Recap

In this episode, Collin interviews Samuel Timothy, an expert in online marketing and sales. The episode covers various topics related to sales and marketing alignment, the importance of proper lead handoff, and the evolution of sales and marketing cooperation. Samuel emphasizes the need for marketing to provide insights and buyer intent information to empower salespeople, as well as the importance of salespeople being informed about prospects and their interactions with the company's content. The episode also highlights the significance of empathy, understanding customer needs, and tailoring the sales pitch based on the customer's digital footprint. Overall, the key takeaways include the importance of alignment between sales and marketing, the need for a smooth lead handoff process, and the value of being a helpful marketer who empathizes with buyers.

The episode also delves into the challenges faced by Samuel and his brother in starting a marketing agency during the financial crisis in 2008. It discusses the importance of transparency in marketing, building a sustainable inbound marketing approach, and preparing a business for uncertain times. The episode reflects on the changes witnessed in the sales and marketing industry over the years, highlighting the shift towards recognizing websites as important business driving channels. The key takeaways from this part of the episode include the need for transparency in marketing, understanding the buyer's journey, and being proactive in preparing for uncertain times.

Jump to Talking Points

  • [00:01:39] Samuel Timothy's experience and discussion on Financial Times
  • [00:03:15] How to prepare a business for uncertain times
  • [00:04:58] Changes in sales and marketing in the industry
  • [00:05:48] Evolution of sales and marketing cooperation
  • [00:08:03] Alignment between marketing and sales
  • [00:10:35] Building a sustainable inbound marketing approach

Guest Bio (Who is Samuel?)

Samuel Timothy has a career background in computer science, with a major in computer science and a minor in economics. He started a marketing agency and has over 15 years of experience in online marketing, demand generation, and sales. He helps businesses develop and execute marketing strategies that improve their lead generation efforts and drive business growth. He is the founder of OneIMS, a B2B marketing agency that specializes in helping B2B organizations drive demand and generate sales. His ethos/philosophy is to be helpful and empathize with buyers, rather than always trying to sell. He believes in understanding the buyer's journey.

Find Samuel at his Website or Connect with him on LinkedIn!