The Cranky Sales Engineer swears that the next marketing person who flies into town and plunks himself down in the CSE’s cube and asks, “So what deals are you working on with my product?” will be boiled in his own bullshit.
The CSE does not need a marketing funnel hawk. Funnel hawks, for those who don’t know, are a parasitic form of marketing dweeb who think that they can maintain a funnel report by badgering the sales force. The sales force avoids talking to these people for the same reason they don’t reply to spam, because any communication will cause a sudden and annoying increase in valueless communication.
Compare this approach to another marketing person who has a 100% handle on the funnel. When this person learned about a deal I was working on, she hooked me up with a dynamite piece of training collateral that taught the customer how to use the product while highlighting all the features. The CSE keeps this marketing person apprised of all deals in hopes of getting help in closing the deals.
(BTW. Do not confuse funnel hawk activity with the CPM’s gathering of pricing information by talking to the sales force. I can’t imagine who would fire a PM for such an activity, but that person needs to try a new line of work. Perhaps something involving a squeegee and a dirty rag.)
Do not become a funnel hawk. If you want to know what’s happening in the field, provide useful help to your sales team and you will be welcomed with open arms. Random calls asking “How’s that deal coming?” will not make you anyone’s friend. Instead, become a sales partner, and you will get all the info you want.
Oh…alcohol helps as well.