In previous posts, we have talked about the benefits of setting joint goals between marketing and sales departments: effective feedback for both teams, more and better sales opportunities, effective results.
This means that the marketing team’s job is to provide the sales team with all the information necessary to close a sale. The sales team, meanwhile, has to provide the marketing department with the data obtained from their experience that facilitates the acquisition of potential clients.
So how can we improve the alignment between marketing and sales? In this post, we explain how to do it.
Smarketing, reality or fiction?
Marketing and sales alignment, or Smarketing, encompasses the terms sales + marketing and is part of the inbound philosophy. It is not a concept that we pull out of a hat; it exists and is necessary to meet business objectives.
How does smarketing help business growth? Mainly, by reducing conflicts of interest between the marketing and sales teams, and by ensuring the quality of the leads or sales opportunities generated .
When you integrate both departments through a sales funnel
it is possible to scale the processes they carry out and generate more revenue. In this way, each team has specific tasks, avoiding confusion, misinformation and, above all, being able to identify which actions are working and which are not.
The goal of alignment is to know how many elements of each stage of the funnel we need to achieve sales results. Not all visitors are prospects, georgia telemarketing list not all prospects are marketing qualified, and so on. At each stage, contacts are reduced and the strategy to get from X visitors to Y customers must be clear to both teams.
First the customer, then the customer and finally, the customer.
To start implementing Smarketing you must be empathetic with your customers. Do you know what stage of the buying process they are in? Not how to boost sales based on buyer context? all of them are ready to buy yet, many need a little time and you must nurture them more. On the other hand, you have to pay attention to those who are more interested, kuwait data contact them and close the sale.
Remember that customers are your only constant
However, their purchasing habits change frequently and it is increasingly difficult to identify when they are ready to buy, know the right way to sell to them and recognize what added value they are looking for from us.