Mike's Journey to Smarketing
Episode 4: Support from Management
Mike faces the significant task of convincing the management team of the new direction he wants to take. The team has expressed its confidence in him but has also indicated that it will scrutinize his plans critically. Therefore, it is crucial for Mike that his presentation is clear and comprehensive. He enlists Erik’s help to create a presentation that addresses all the questions.
Mike and Erik have become so in sync that their presentation is a seamless blend of well-founded arguments from Mike in favor of the Smarketing approach, supported by Erik’s extensive knowledge and tangible examples. Mike notices that Erik has more experience in this area and gives him the lead during moments of critical questioning. He effortlessly addresses the doubts and dispels them with relevant information. They stand side by side, with Mike’s leadership guiding the way and Erik’s role as an activator enhancing the dynamic.
However, the management team does not take decisions lightly, and an intense discussion ensues. There are questions about how the integration of sales and marketing translates into measurable results and what challenges may arise in the execution. Yet, Mike and Erik consistently provide answers that reinforce the strength of Smarketing.
Mike notices how the faces within his management team are becoming increasingly relaxed. They manage to alleviate deeply rooted concerns about the potential impact on the individual performance of the teams and the necessary adjustments to existing processes by presenting a new plan that offers clear, fresh perspectives.
When the moment arrives to make a decision, it turns out that the members unanimously agree with the new strategy. Mike and Erik are overjoyed. The intense weeks and their close collaboration have not been in vain! Smarketing is now the new culture of Mike’s company!
They quickly realize that while a significant hurdle has been overcome, this is just the beginning. The sales and marketing teams must now fully embrace the Smarketing concept.
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