Masterclass on Sales and Marketing Integration

Which is the term that's generally used. But yeah, this marketing book is there about bringing sales and marketing teams and what we do is we actually use a particular case study of a large organization and we go through the politics and some of the things that the learnings and some of the things that you need to look out for, the measures, the governance and that sort of stuff, as well as looking at a very basic area around account based marketing and things like that. So, so the two books, one is the Social Selling Techniques to Influence Buyers and Change Makers and the other one is Marketing how to Achieve Competitive Advantage through Blended Sales and Marketing. Do you want to bring me back? Tj?

Wow, that was a, that was a master class in sale. First of all, congratulations because what I just did to you, most people would be too scared to do like, you know, I didn't prepare to give a speech today. It's just talking. It's really just being social and sharing and so many people tell themselves that it's different. Oh, I don't want to be, you know, giving a speech on social media, broadcast on eight platforms and live. That's hard. It's just talking, it's just sharing. Now let's step back behind the scenes in just a moment. And again, special thanks to Amazon letting us go live and making Tim's great books available to everyone. If you heard anything there that was interesting or intriguing, you can go ahead and buy the book right now. You can look at the carousel depending on whether you're on a big computer or a laptop or a cell phone or a tablet. So Tim, take us behind the scenes. So you just gave what seemed spontaneous, fresh, conversational, off the top of your head. Didn't sound memorized or canned, but you put real thought into how you talked about your book because you presumably spent years with some of them writing it, right? Rewriting it, packaging it, promoting it. And you had to take hundreds of thousands of words of ideas and condense it to 150 words. Tell us what you were consciously doing when giving those presentations a moment ago, putting a spotlight on your book.

What I wanted to do is make sure that the books accessible to people. And, and you know, it's about trying to boil down to, to use your phrase about what, what is it actually about? Because yes, I've, I spent a lot of time writing them. And, and really what is it that, what, what, what is it that people want today? And most cases in all the organizations that we talk to, the, the number one thing they need is Pipeline two years ago that wasn't the case. It was mainly closing the amount of deals that they needed to, to, to close. Now they're actually looking for pipelines. So it's a, it's important to understand that I pick those words and I use that as a way of saying, you know, if you want pipeline, this book will help you actually do that.

Great. And how about the other books? Because I know with myself sometimes talking about older books I've written, you kind of forget about, you can lose perspective. But you just went seamlessly right in to the others as well.

Yes, I mean this marketing book, I think that, I mean even though that came out in 2018, even though it's seen as being old, it's still relevant because what I, you know, I see on, on social media every day, the fact that you know, you know, sales and marketing can be warring parties and, and the best way for the, the organizations to, is well, the teams to work together. And for me it, it's still the, the book is still relevant. It's still, you know, we, we, we use a particular case study of a, a US software company and we walk through what they did in a way of probably about two years, starting off with where they used to throw stones at each other over email to actually going to each other meetings and then understanding and talking in a common language and going through that process of saying and how are we going to measure this? And we go into a lot of detail and there's actually got three authors on there. So Adam Gray and Hugo Witcher both have got great marketing experience which they brought to the book, which something that I wasn't able to bring. But it's still a relevant book today even though it's a couple of years old.

Two part question.