What happens when your marketing message is the the same as your sales message

Perhaps one of the most frustrating, annoying and complete waste of time is having to reconcile what I read on a website and what a sales person tells me.

Makes me wonder:
If the company can’t get it right while we are dating, what’s it going to be like when I sign the contract?

And this happens more often than you think.

According to Gartner,
𝟔𝟗% 𝐨𝐟 𝐁𝟐𝐁 𝐛𝐮𝐲𝐞𝐫𝐬 𝐫𝐞𝐩𝐨𝐫𝐭 𝐢𝐧𝐜𝐨𝐧𝐬𝐢𝐬𝐭𝐞𝐧𝐜𝐢𝐞𝐬 𝐛𝐞𝐭𝐰𝐞𝐞𝐧 𝐚 𝐬𝐮𝐩𝐩𝐥𝐢𝐞𝐫'𝐬 𝐰𝐞𝐛𝐬𝐢𝐭𝐞 𝐚𝐧𝐝 𝐬𝐚𝐥𝐞𝐬 𝐭𝐞𝐚𝐦.

The buyer's experience isn’t just when they engage with your sales team.

It’s at every interaction point with your company:
✅ Website
✅ Marketing materials
✅ Social media posts
✅ Videos
✅ Podcast
✅ Webinars
✅ Trade shows
✅ Outbound sales calls and DM
✅ And yes, when they talk with your sales team

When it comes to website and marketing content, I’m fond of telling my clients:

𝑫𝒐𝒏’𝒕 𝒎𝒂𝒌𝒆 𝒎𝒆 𝒕𝒉𝒊𝒏𝒌.

Make sure that the message that marketing puts out is the same message that the sales team delivers in person.

And the best way to do this?
Make sure that the source of marketing’s content comes from the sales team.