Connecting the Dots: Tips on Marketing and Sales Alignment
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Connecting the Dots: Tips on Marketing and Sales Alignment Both marketing and sales are your main allies in generating revenue. But considering they differ in terms of the scope of their functions, conflict is almost always unavoidable, affecting the efficiency of your lead generation and appointment setting campaigns. Before transferring a prospect to sales, marketing has to know what makes a qualified lead, often locking horns with sales over its definition. Sales on the other hand sources its irritation from being given MQLs that are not qualified enough to even set an appointment. This antagonism is why a business is not generating high profits as expected. The only way out of this mess is to align sales with marketing to enhance B2B lead generation efficiency. In fact, better profitability can be realized through an effective alignment of sales and marketing. According to a report by the Aberdeen Group, companies that align their sales and marketing experience an increase of revenue by 20%. Since each department is working closely with each other, better decisions are made and, hence, better results. 1. Improve your prospecting. Sales depends on marketing to supply it with the right kind of people to pursue. However, there are instances when salespeople encounter low value prospects. To avoid wasting time and resources on the wrong people, it is important to reinforce your prospecting activities with a clearly defined ideal client profile. Related Post: Bad Leads are Bad for Business: The Wrong Attitude in B2B Prospecting 2. Make your resources work for you.
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Transcript of Connecting the Dots: Tips on Marketing and Sales Alignment
Connecting the Dots: Tips on Marketing and SalesAlignment
Both marketing and sales are your main allies in generating revenue.
But considering they differ in terms of the scope of their functions, conflict is almost alwaysunavoidable, affecting the efficiency of your lead generation and appointment setting campaigns.
Before transferring a prospect to sales, marketing has to know what makes a qualified lead, oftenlocking horns with sales over its definition. Sales on the other hand sources its irritation from beinggiven MQLs that are not qualified enough to even set an appointment.
This antagonism is why a business is not generating high profits as expected. The only way out ofthis mess is to align sales with marketing to enhance B2B lead generation efficiency.
In fact, better profitability can be realized through an effective alignment of sales and marketing.
According to a report by the Aberdeen Group, companies that align their sales and marketingexperience an increase of revenue by 20%. Since each department is working closely with eachother, better decisions are made and, hence, better results.
1. Improve your prospecting.
Sales depends on marketing to supply it with the right kind of people to pursue. However, there areinstances when salespeople encounter low value prospects. To avoid wasting time and resources onthe wrong people, it is important to reinforce your prospecting activities with a clearly defined idealclient profile.
Related Post: Bad Leads are Bad for Business: The Wrong Attitude in B2B Prospecting
2. Make your resources work for you.
Complementing a harmonious relationship between marketing and sales should be content. Yourcontent, from blog articles to case studies, are the main drivers of web traffic and should bedesigned purely to attract your target audience. With regards to this, you will need to align yourcontent with your ideal client profile. This will maximize your web resources, increasing thelikelihood of high profile sales opportunities.
Related Post: Social Content and SEO: A Curious yet Competent Combo
3. Improve your lead scoring mechanism.
If your leads are not scored properly, there is a risk that your salespeople would be wasting theirtime for nothing. Effective implementation of a lead scoring system is essential in this case to ensurethe pipeline is fed with leads of utmost quality.
4. Two words: Outsourcing and automation.
Modern business success is attributedto the effective use of marketingautomation. Outsourced leadgeneration and appointment settingservices are also making rounds asimportant solutions that will effectivelybridge the gap between marketing andsales.
Belinda Summers works as a BusinessDevelopment Consultant for
CallboxInc. She helps businesses improve and maximize their marketing campaigns by providingexpert advice on lead generation and appointment setting. She provides tips and trainings ontelemarketing, email, social media, and other marketing strategies.
http://www.sales-and-marketing-solutions.com/connecting-the-dots-tips-on-marketing-and-sales-alignment/
