{"id":1680,"date":"2008-10-07T14:29:45","date_gmt":"2008-10-07T19:29:45","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/where-to-invest-your-money-when-times-get-tough-sales-vs-marketing\/"},"modified":"2015-07-31T19:46:03","modified_gmt":"2015-07-31T19:46:03","slug":"where-to-invest-your-money-when-times-get-tough-sales-vs-marketing","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/where-to-invest-your-money-when-times-get-tough-sales-vs-marketing\/","title":{"rendered":"Where to invest your money when times get tough: Sales vs. Marketing"},"content":{"rendered":"<p>Spending on marketing vs. spending on sales in B2B companies? The debate over which path yields higher results will continue into perpetuity.<\/p>\n<p>In a recent SoftwareCEO.com article, author Maureen Blandford asks some good questions about how marketing investments actually benefit B2B sales:<\/p>\n<ul>\n<li><em>\u201cwhat happens if you stop producing marcom material, for a year? And most CEOs I ask tell me, \u2018That won\u2019t really<\/em> <em>impact our revenue generation.&#8217;\u201d<\/em> \u2026 <em>\u201cWe don\u2019t want the sales force going in and doing features, functions, and benefits. We want them going in and asking great questions.\u201d<\/em><\/li>\n<li>Do you really need a new expensive logo redesign? \u201c<em>\u2026what we really need to be driven by is, who is our target? How are we going to reach them today? And how can we support the sales force in doing that?<\/em>\u201c<\/li>\n<li><em>\u201cIf you\u2019re a CEO of a software company, when some media is covering a big idea in your space, are they calling you for quotes? Do you have anyone on your team who\u2019s considered a guru?<\/em><\/li>\n<li>fuel to the fire\u2026<em>\u201cany Fortune 1000 firm can easily cut their marcom budget by one-third to one-half, and no one would ever know. That\u2019s not risky, that\u2019s just common sense.\u201d<\/em><\/li>\n<\/ul>\n<p>Read\u00a0 her comments in the April issue of SoftwareCEO.com.<br \/>\nWhile on the topic of marketing and sales, there is a great article by <a href=\"https:\/\/sethgodin.typepad.com\/seths_blog\/2006\/06\/nine_things_mar.html\" rel=\"noopener\" target=\"_blank\" title=\"Nine Things marketing Needs to Know About Sales\">Seth Godin \u2013 Nine things marketing shoudl know about sales<\/a><\/p>\n<p>The first and last ones made me laugh\u2026.<\/p>\n<blockquote>\n<p>1. Selling is hard. Harder than you may ever realize. So, if I seem stressed, cut me some slack.<\/p>\n<p>9. I know you\u2019d like to get rid of me and just take orders on the web. But that\u2019s always going to be the low-hanging fruit. The game-changing sales, at least for now, come from real people interacting with real people.<\/p>\n<\/blockquote>\n<div class=\"relpost-thumb-wrapper\"><!-- filter-class --><\/p>\n<div class=\"relpost-thumb-container\">\n<h3>Related posts<\/h3>\n<div style=\"clear: both\"><\/div>\n<div style=\"clear: both\"><\/div>\n<p><!-- relpost-block-container --><\/p>\n<div class=\"relpost-block-container\"><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/14-sales-management-misconceptions\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-label=\"Sales Management Mistakes\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2017\/02\/14-Common-Sales-Management-Misconceptions-150x150.png) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">Debunking 14 Common Sales Management Misconceptions<\/div>\n<\/div>\n<p><\/a><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/covid-19-sales-force-study\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-label=\"covid sales force impact study\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2020\/04\/COVID-BLOG-2-150x150.png) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">COVID-19 Sales Force Impact Study<\/div>\n<\/div>\n<p><\/a><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/vp-sales-interview-questions\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-label=\"VP sales interview questions\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2018\/11\/leadership-picture-id935715666-150x150.jpg) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">VP Sales Interview Questions<\/div>\n<\/div>\n<p><\/a><\/div>\n<p><!-- close relpost-block-container --><\/p>\n<div style=\"clear: both\"><\/div>\n<\/div>\n<p><!-- close filter class --><\/div>\n<p> close<\/p>\n<div class=\"abh_box abh_box_down abh_box_business\">\n<ul class=\"abh_tabs\">\n<li class=\"abh_about abh_active\"><a href=\"#abh_about\">About<\/a><\/li>\n<li class=\"abh_posts\"><a href=\"#abh_posts\">Latest Posts<\/a><\/li>\n<\/ul>\n<div class=\"abh_tab_content\">\n<section class=\"vcard abh_about_tab abh_tab\" style=\"display:block\">\n<div class=\"abh_image\"><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" height=\"80\" width=\"80\"\/><\/div>\n<div class=\"abh_social\">\n<div style=\"clear: both; font-size:12px; font-weight:normal; width: 85px; margin: 0 0 2px auto; line-height: 20px;\">Connect:<\/div>\n<p><a class=\"abh_twitter\" href=\"https:\/\/twitter.com\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Twitter\"><\/a><a class=\"abh_google\" href=\"https:\/\/plus.google.com\/+EliotBurdettPeakSalesRecruiting?rel=author\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Google Plus\"><\/a><a class=\"abh_linkedin\" href=\"https:\/\/www.linkedin.com\/in\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"LinkedIn\"><\/a><\/div>\n<div class=\"abh_text\">\n<h3 class=\"fn name\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\">Eliot Burdett<\/a><\/h3>\n<div class=\"abh_job\"><span class=\"title\">CEO<\/span> at <span class=\"org\">Peak Sales Recruiting<\/span><\/div>\n<div class=\"description note abh_description\">Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless.<\/p>\n<p>Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.<\/p>\n<p>He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.<\/p><\/div>\n<\/div>\n<\/section>\n<section class=\"abh_posts_tab abh_tab\">\n<div class=\"abh_image\"><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" height=\"80\" width=\"80\"\/><\/div>\n<div class=\"abh_social\">\n<div style=\"clear: both; font-size:12px; font-weight:normal; width: 85px; margin: 0 0 2px auto; line-height: 20px;\">Connect:<\/div>\n<p><a class=\"abh_twitter\" href=\"https:\/\/twitter.com\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Twitter\"><\/a><a class=\"abh_google\" href=\"https:\/\/plus.google.com\/+EliotBurdettPeakSalesRecruiting?rel=author\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Google Plus\"><\/a><a class=\"abh_linkedin\" href=\"https:\/\/www.linkedin.com\/in\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"LinkedIn\"><\/a><\/div>\n<div class=\"abh_text\">\n<h4>Latest posts by Eliot Burdett <span class=\"abh_allposts\">(<a href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\">see all<\/a>)<\/span><\/h4>\n<div class=\"abh_description note\">\n<ul>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/books-about-sales-management-and-sales-leadership\/\">20 Of Our Favorite Books About Sales Management and Sales Leadership<\/a><span> &#8211; October 20, 2023<\/span> <\/li>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-make-progress-on-your-sales-goal-without-a-sales-leader\/\">How To Make Progress On Your Sales Goal Without A Sales Leader<\/a><span> &#8211; September 15, 2021<\/span> <\/li>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-cmos-can-retain-talent-during-the-great-resignation\/\">Augment Your Recruiting Strategy During \u201cThe Great Resignation\u201d<\/a><span> &#8211; July 26, 2021<\/span> <\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/section>\n<\/div><\/div>\n<p><span class=\"et_social_bottom_trigger\"><\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"<p>Spending on marketing vs. spending on sales in B2B companies? The debate over which path yields higher results will continue into perpetuity. In a recent SoftwareCEO.com article, author Maureen Blandford asks some good questions about how marketing investments actually benefit B2B sales: \u201cwhat happens if you stop producing marcom material, for a year? And most<\/p>\n<div><a class=\"text-primary mt-2\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/where-to-invest-your-money-when-times-get-tough-sales-vs-marketing\/\">&#8230;continue reading <span class=\"sr-only\">&#8220;Where to invest your money when times get tough: Sales vs. Marketing&#8221;<\/span><\/a><\/div>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"limit_modified_date":"","last_modified_date":"","cybocfi_hide_featured_image":"","footnotes":""},"categories":[15],"tags":[],"class_list":["post-1680","post","type-post","status-publish","format-standard","hentry","category-sales-management"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1680"}],"collection":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/comments?post=1680"}],"version-history":[{"count":0,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1680\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/media?parent=1680"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/categories?post=1680"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/tags?post=1680"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}