If you sell into matrix or cube organisations, they buy cross functionally. Therefore you need to sell as a team as opposed to closing deals with individual sales people.
In large enterprises there are often only a handful of sales professionals that has to be involved to sign Megadeals. The analogue way of working, using only physical touch points, physical meetings, emails and calls makes it almost impossible to work on multiple deals simultaneously. The analog way of working in combination with being too dependent on a few rainmakers makes it nearly impossible to boost your sales and growing your revenue.
When wanting to systematise marketing and sales around enterprise deals and Megadeals, companies typically choose between buying from scattered vendors such as a sales coach, a social selling coach, a PR firm, and a marketing agency OR they go to a vendor that has built a discipline covering messaging, marketing, sales, social selling, martech, PR, media and more around larger B2B deals.
The challenge when buying from a variety of vendors is the complexity of synchronising it all into a team play.
Companies tend to struggle when trying to align sales and marketing around deal orchestration since they lack a clear, defined, consistent and agreed-upon messaging.
An unsynchronised messaging usually causes confusion and easily kills trust at your targeted audience.
The Megadeals disciplin synchronies your messaging, your content and distribution tactics and enables your marketing to function as an AIR support to the sales professionals on the ground.
Companies tend to invest a lot in particularly headcount sales people. Most companies are spending the majority of their resources on sales and less into marketing. This is hindering the growth of the company.
More successful companies of today are reallocating their resources, and investing around 50% into marketing and 50% into sales. Resulting in building powerful marketing activities around the sales team, which better scales the business.
The trend is becoming more extreme, Megadeals predict that in the future 70% will be invested in marketing and 30% in sales.