There was a time whenever I heard the title sales and marketing, I would cringe a little. However, doing channel sales now, a little dash of marketing can do wonders to your sales funnel.
If the end is closing the deal, then the starting point of the sales journey is get a lead. In a traditional setting, that lead generation portion is often left to the marketing team. In today's Internet social media world, the salesperson with that dash of marketing will outsell those who draw the line between sales and marketing.
The American Marketing Association most recently defined marketing as "the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large. Isn't the salesperson the best to do tall these?
Today the medium and distribution channel are almost free. You could easily start a blog in seconds, with Blogger, Wordpress or event start a new post on Linkedin. If you want to do a video, you can easily host it on Youtube, without the need to worry about the technicalities of hosting a video.
For the distribution channel, there is email and all you need to do is send an email to your contacts with the link to the content. Or you could add them in Linkedin as contacts and share your post on this social network.
When you meet a lead for the first time, you could easily share with the lead with you have a blog or a post that address his/her concern or maybe insights into the industry.
Such activities may help to build the relationship with the lead and beats being just a salesperson emailing a sales brochure.