#6 Building B2B Sales and Marketing Synergy

ABOUT THE GUEST - MIKE HOOK, DIRECTOR OF SALES AT CHILDCARE CRM: 

Mike Hook is a high-energy senior sales leader with over ten years of experience driving revenue growth. As an individual contributor Mike has been a sales and sales management leader, closing over seven figures annually; and pioneering several departments including: SDR, cross-sell GTM strategy and ICP refinement, and Subject Matter Expert sales specialists. As a leader, Mike has built teams to scale by putting the right people in the right places, developing strategy, and implementing processes for growth. 

You can learn more about Mike and enjoy his sales-focused content on LinkedIn at: 

https://www.linkedin.com/in/mike-hook/ 
 

ABOUT THE EPISODE:  

In this episode, we cover a lot of great sales management and sales strategy fundamentals specifically related to how Mike and Childcare CRM address market needs in general and through the Covid crisis.  

One area of particular interest is how Childcare CRM makes specific and deliberate efforts to get sales and marketing on the same page and all pulling in the same direction to maximize customer outreach and conversation effectiveness, and what Mike suggests as a way to improve the odds of making that happen in organizations that are seeking better collaboration between sales and marketing.  

0:45 - Mike offers the best piece of sales advice he’s ever heard.  

1:56 - David and Mike talk about active listening, how much work it is, how to do it well, and the need to be present.  

3:12 - Mike offers the worst piece of sales advice he’s ever heard.  

4:40 - Mike explains why the child care industry needs its own specialized CRM.  

9:03 - Mike describes the construction of the team - and why having sales and marketing working well together has helped the company excel and thrive.  

11:19 - How the role of director of sales contributes to the effective execution of the team as a whole, and how the rhythm of connection and communication with sales and marketing team members is a key part of the work.  

14:08 - Mike talks about how Childcare CRM makes sure that sales and marketing work well together.  

15:24 - How can an organization improve the synergy between sales and marketing.  

17:38 - How do Mike and his team stay on top of all of the little pieces it takes to keep it all moving forward.  

20:38 - What kinds of salespeople tend to do best in the kind of actively managed and highly integrated sales environment that Mike runs at Childcare CRM.  

23:07 - Mike’s advice for what to do for anyone who wants to make the leap to sales management.  

25:15 - How to find Mike and learn more about him and his work.