• What the definitions are of sales and marketing and why it all starts with account management
  • How the language we use acts as a pre-cursor to how we behave
  • Why the idea of the traditional sales funnel doesn't work
  • Profit vs Purpose. How energy at a brand level and an individual level can be monitored and managed for the best results
  • Why thinking about ‘how you would steal your neighbour's cat’ - can focus your customer growth strategy with your most important accounts

We end on the thinking point that If account management is where marketing starts, and marketing can support account management then we, as leaders in business, have to close that gap and bring the talents of our ‘go to market’ resources together to work on the common goal.

Quick ref to resources or links we mentioned: In this episode Bryony shares her Power v Passion (PP) Matrix. Here is the diagrammatical representation to guide you while you listen:

Are you humanising your customers in your process and indeed your language? Or are you running the risk of dehumanising behaviour becoming a downstream result of the language choices you are making in the business?

Do you have a sales funnel? A set of filters? A sieve?

Or as Bryony prescribes, a bucket with taps - carefully managed and intentionally crafted to maximise output that is win:win and focusses your attention on the right things at the right time?

And how energetic are you and your team across the different products/service and customer profiles? What can you do to align profit and purpose together?

If the role of marketing is to lay the path and provide the tools for attracting customers and salespeople are there to invite them forward to make a decision with which they remain happy… then how harmoniously and collaboratively are your sales and marketing functions working together?

Find out more about my guest: Bryony Thomas

Byrony is also a committed campaigner and advocate for Pancreatic Cancer UK. She is a pancreatic cancer survivor and lives in the Cotswolds with her husband and daughter.