Centricity Podcast Episode 54 January 26, 2022
In the US, 1 TRILLION dollars is lost every year because sales and marketing teams don’t coordinate together. In today’s episode of Aligned, our host Sean Doyle meets with Tim Parkin to talk about how to optimize your marketing and sales departments.
The Unpopular Truth
Although people don’t enjoy hearing it, as a consultant, the NUMBER ONE thing Parkin tells clients is: Marketing is processing.
A Common Language
Late Stage Marketing
Another issue that prevents marketers from working effectively with sellers is how marketers often step OUT of the process after sales takes over, when marketing teams should be involved throughout the ENTIRE sale cycle.
The Monkey Bar Method
Parkin utilizes a technique called the Monkey Bar method whenever he’s working with different clients. He’s seen TREMENDOUS success from it.
Essentially, the method focuses on providing buyers with ALL the information they need. Buyers come into sales with a lot of different questions. In one instance, Parkin worked with a trade school that taught students a few different skills.
Whenever students would go onto the school’s website, they would find different programs. In the pages for the programs, instead of keeping things short, Parkin gave students an extra page discussing career opportunities for different skills.
By focusing on centricity, and offering extra information, Parkin saw a SURGE in lead transformation and success. Focus on centricity, and provide ALL the information leads need.
5 Key Attributes of Great Processes
Parkin has identified 5 KEY attributes that all of the best marketing processes share.
The first attribute is: Being written down.
The second attribute is: Having some sort of visual.
The third attribute is: Being shared and communicated.
The fourth attribute is: Being measurable.
The final attribute is: Being regularly evaluated and adjusted.
If you want to get in contact with Parkin, you can go to his website or call him at 407-499-0303.