Systematizing Sales & Marketing w/ EOS Strategies

The EOS model has helped operationalize businesses at a very high level. However, when it comes to the siloed relationship between sales, marketing, and business goals, a focused plan to manage change within those departments can help create visibility and a better understanding of their commonality: clients.

Companies mistakenly think they need to search for new clients to raise their revenue. In reality, systematizing your cross selling strategy to your current customers is the fastest way to see a revenue change.

Bill Poole, Partner/Integrator at Convergo, discusses systematizing sales and marketing for cross selling opportunities.

What was discussed:

• Aligning sales and marketing to what the business is doing operationally
• Strategies for cross selling to your current client base
• The biggest impediments to bringing EOS to sales and marketing
• Teaching operational folks about sales to avoid silos

Check out these additional resources:

• Revenue Growth Engine by Darrell Amy, Bill’s business partner
• Never Lose a Customer Again by Joey Coleman
• They Ask You Answer by Marcus Sheridan
• Building a StoryBrand by Donald Miller

This post is based on the Innovative COO Strategies podcast. Be sure to hear every conversation about innovative COO strategies at Apple Podcasts, Spotify, and our website.

Listening on a desktop & can’t see the links? Just search for The COO Show in your favorite podcast player.

Do you have ideas for or feedback about this show? Email your host Bill Reed at [email protected]

Aligning sales and marketing to what the business is doing operationally

While EOS systematizes the business as a whole, there is an opportunity to hone in on sales & marketing where much is still unorganized. Only then can the business create visibility throughout and focus completely on the goal.

Strategies for cross selling to your current client base

If a business is struggling to sell to new clients, continuing to go after those potential clients leaves a missed opportunity on the table.

Focus should be drawn to existing clients and looking at what else the business can offer them. 

The biggest impediments to bringing EOS to sales and marketing

Change in any business can be a tough transition; but, change within sales & marketing can present an even bigger challenge as the stereotypical temperament of the two teams can be extremely resistant to new operations. 

This is due to the environment where sales and marketing teams spend most of their time—when the change concept isn’t designed to work in those environments, it’s important that the change is continually managed properly .

Teaching operational folks about sales to avoid silos

A lot of the time, operations does not have visibility into the day-to-day of sales & marketing—and vice versa. Removing those silos can help grow revenue by helping each department understand the goals and plans of the business. 

The commonality between the siloed departments is the client: thinking from the client’s perspective is the best way to start breaking down the barriers. 

To continue the conversation, you can visit www.convergo.co/ for more information.