It’s not Sales OR Marketing’s responsibility – it’s Sales AND marketing’s responsibility. Sales and business achievement and growth require a modern and joined up approach. A salesperson needs to use modern marketing tools to create better opportunities. Marketing need to understand the buying journey and add value to the sales opportunity by positioning better to the ideal client. Both should utilise modern techniques across the board to ensure the best opportunity of a sale. The salesperson should understand the role of marketing tools and strategies, whilst marketers should relate with the goal of creating a customer led approach and solution based sales approach. We believe, broadly speaking, that your sales activity falls within one of three key areas; planning, growing, and doing. You are either planning your sales activity to focus your time and efforts in to creating the best opportunities, growing your networks, your customer retention and value by leveraging reviews, referrals and repeat purchases, or assessing your sales pipeline to maximise its value. Or you may be doing your sales activity. But what should a modern salesperson actually do? PLAN. GROW. DO. will help you understand the modern sales approach and refer back to your business goals and objectives. Each aspect will lend to each the next, and borrow from the other. It is a joined up approach that adds clarity to your sales activity.