What % of your pipeline should sales drive? — Jamie Cleghorn // Bain & Company
- Part 1 What % of your pipeline should sales drive? — Jamie Cleghorn // Bain & Company
- Part 2Defining a playbook of sales strategies — Jamie Cleghorn // Bain & Company
Show Notes
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03:20Why people hire management consultant companiesAs companies grow, they can become unaligned and have miscommunication. As a result, this can lead to unclear marketing messages from the company.
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05:03How Bain & Company help organizations get alignedIts about getting the entire organization up to speed with the pace of the market. This is done by connecting marketing, products, and sales messages.
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06:46How technology is helping organizations stay ahead of competitorsTechnology on its own will not enable companies to dominate the market. Complexity increases as companies add more products, segments, and employees.
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08:13How marketing consultants help businesses figure out whats going on internallyThey help departments within companies get on the same page. Highlighting the ways in which these individuals agree or disagree, helps to bring about a general consensus.
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11:17The playbook for marketing consultants after a kumbaya momentThe companys marketing priorities are determined. Then it directs marketing efforts to the right place and tests out different strategies digitally to figure out what works.
Quotes
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"The bigger your company gets, the more opportunities there are for miscommunication." -Jamie Cleghorn, Partner, Bain & Company
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"You can think of management consultants as organizational chiropractors." -Jamie Cleghorn, Partner, Bain & Company
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"Marketing is living on MQLs and they've graded their own homework, and given themselves an A. Sales doesnt always pick up those MQLs." -Jamie Cleghorn, Partner, Bain & Company
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"Sales people usually move quickly with markets. They'll get out of alignment with marketing and product. Keeping the whole company moving at lockstep with the speed of the market is the challenge." -Jamie Cleghorn, Partner, Bain & Company
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"Growing companies use more technology. They use 11.8 pieces of sales and marketing technology on average." -Jamie Cleghorn, Partner, Bain & Company
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"Companies that are growing slower than their markets, and losing share, are using 9 pieces of sales and marketing technology on average." -Jamie Cleghorn, Partner, Bain & Company
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"If your business has enough complexity, getting through the 12 products and the 3 segments takes all day. It's hard for them to even talk about managing and measuring the business." -Jamie Cleghorn, Partner, Bain & Company
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"You can have the best tech and still be doing an underwhelming job relative to competitors and the market." -Jamie Cleghorn, Partner, Bain & Company
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"By listening to the complexity within an organization, and distilling it down, you get to a second simple which the organization can actually align around." -Jamie Cleghorn, Partner, Bain & Company
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"Getting to the kumbaya moment involves talking to 20 customers live, or 500 customers through a survey, and getting that voice of the customer, or getting the voice of the field." -Jamie Cleghorn, Partner, Bain & Company
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"Marketing has evolved in the digital world to where everything is instrumented and quantified. Now, you can quickly get to a test and learn optimization mentality." -Jamie Cleghorn, Partner, Bain & Company
- Part 1 What % of your pipeline should sales drive? — Jamie Cleghorn // Bain & Company
- Part 2Defining a playbook of sales strategies — Jamie Cleghorn // Bain & Company
Up Next:
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Part 1What % of your pipeline should sales drive? — Jamie Cleghorn // Bain & Company
Jamie Cleghorn, Partner at Bain & Company, discusses the relationship between management consulting and marketing. Marketing’s frustration is usually a result of alignment issues in an organization. As companies grow in size and communication falters, they run the risk of ambiguous marketing messages. Today, Jamie talks about why marketers need management consultants
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Part 2Defining a playbook of sales strategies — Jamie Cleghorn // Bain & Company
Partner at Bain & Company, Jamie Cleghorn, wraps up discussions on the relationship between management consulting and marketing. The way customers make purchases nowadays goes beyond the sales rep. Marketing and product teams are much more involved in today’s buying cycle. Today, Jamie shares Bain & Company’s suggestions on defining a playbook for your sales strategies.
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