How Sell Like a Marketer and Win More Deals

B2B sales organizations are evolving in interesting ways. They’re becoming more customer-centric in their sales approach and embracing new technological solutions to increase productivity. However, one of my favorite changes that I’m noticing is that sales and marketing teams are increasingly collaborating to transform leads into valued customers.

Marketing and Sales Collaboration

This shift toward collaboration isn’t just about aligning teams; it’s about adopting a “sell like a marketer” mindset that leverages the strategies, tools, and insights traditionally associated with marketing to empower sales teams. By thinking like marketers, sales professionals can better understand their target audience, craft more personalized messaging and engage prospects in ways that resonate deeply throughout the sales cycle. This approach improves the overall customer experience and helps reps close more deals.

So, what does it mean to “sell like a marketer”?

First, it’s about data-driven decision-making. Marketers rely on analytics to understand which campaigns are working and which aren’t. Sales teams can do the same by tracking engagement metrics, call outcomes, and response rates. Using tools like CRM systems and sales engagement platforms, reps can analyze patterns in prospect behavior, enabling them to refine their outreach strategies for maximum impact.

Second, personalization is key. Just as marketers segment their audience and create tailored campaigns, sales reps should take the time to research prospects and deliver messaging that speaks directly to their pain points. This might mean referencing a prospect’s recent LinkedIn post, personalizing an email with relevant case studies, or crafting a proposal that directly aligns with their business goals.

Finally, automation plays a huge role. Marketers use marketing automation to nurture leads at scale without sacrificing personalization. Sales teams can adopt similar tactics using tools like email sequencing platforms, voicemail drops, and AI-powered sales assistants to streamline workflows while keeping outreach targeted and effective.

The Future of Marketing in Sales

When sales teams adopt a marketer’s mindset, they become more agile, customer-focused, and results-oriented. Combining creative strategies, data insights, and personalized interactions is a powerful way to build stronger relationships and win more deals in today’s competitive B2B landscape.

Salesforce just put out a fantastic list of 130 sales tips. Inside, they devoted an entire section to ways that sales reps should utilize social, content and other so-called “marketing” tactics to win more deals.

Here are 8 Tweet-worthy quotes from our CEO Howard Brown and other top experts featured in Salesforce’s great eBook.

8 Tweetable Quotes from Trusted Sales Experts

1. “Leverage the power of blogging, podcasting, speaking and email marketing to position yourself as the expert in your field.”
-Tom Martin
Founder, Converse Digital

2. “Being a source of information makes the savvy sales professional a trusted partner in the buying process.”
-Mike Derezin
VP Sales Solutions, LinkedIn

3. “Don’t lose customers by underutilizing social media. Be active, engaging, and helpful to meet new clients and close more sales.”
-Stephanie Onken
Marketing Coordinator, The Hayzlett Group

4. “All selling is social. Always has been. Always will be.” 
-Keith Baird
Director of Social Media Intelligence, Nimble Media

5. “Do your research. Reach out on channels where are most active; engage on topics most relevant to them.”
-Mia Dand
CEO, Lighthouse3

6. “Follow your top 25 target accounts on Facebook and Twitter, and set them up on Google Alerts or other similar tools to keep up to date on what is happening with them.”
-John Barrows
Sales Trainer

7. “Integrate social “touches” into your prospecting cadence.”
-Emmanuelle Skala
VP Sales, Influitive

8. “Sales teams should partner with marketing on a regular basis to identify their most valuable customer profiles, then identify a solution that will push the best leads at the top of the lead response queue.”
-Howard Brown
CEO, Revenue.io