Marketing and Sales are like two faces of a coin – and are equally important for every business, however big or small it would be. The marketing team must create brand awareness about your product and be a problem solver for your target audience. It creates more curiosity in the team and helps you get a good brand name and value for your product/service.
While the sales team is efficient in closing the deals from the leads generated due to marketing, sales become much better when you get good quality leads for your business.
How can you get there?
It is simple! If your marketing and sales teams can join hands and work towards a common objective, you can skyrocket your business within a short time.
When we say Marketing, there are quite a good number of ways how you track success. Some of them involve:
- The website visits you get
- The number of leads you generate
- The best and worst channel for promotion
- Inbound links
- The clickthrough rate
- Campaign performance
The long list goes on!
When we talk about Sales, the cases are a little different.
Some of them include:
- The length of the sales cycle
- Opportunities closed
- Proposals sent
- Sales pipeline
- Conversation rate
A lot more.
So, marketing and sales have their significance in every business you take.
Why should your marketing and sales be working together?
It is quite common for most of us to consider marketing and sales as two different aspects that should never be combined. But, thinking of a consolidated marketing and sales team for your business can do wonders.
Let us take a look at some of the biggest perks here
#1 You get a good number of qualified leads for your business
#2 Build a Strong Relationship with your Leads and better Nurturing
#3 Build your strong buyer personas
#4 Be the first choice amidst your high competition
#5 Boost your business growth
#6 Roll out best marketing collaterals
#7 Good Feedback System
#8 Build Greater Strategies
It has to be said that some things work wonders, being together. Just like how you think bread and butter make an excellent combination, so are the Marketing and Sales teams working together. It means a lot for your business if both teams brainstorm for better business growth.
Marketing relies on the Sales team to create stunning marketing, keeping your customers in mind. There is no better team than Sales who interact with your leads and understand their queries to give a solution. All your marketing efforts are meant for your leads who will interact with your sales.
#1 You get a good number of qualified leads for your business
Your business greatly lies in how your marketing and sales perform. How many leads can you generate for a certain period? What is the quality of leads generated.? Out of these leads, how many got converted to Sales, and how many were in the nurturing stage? Etc. These questions are self ones that give you a greater idea of how you perform in the market.
When we talk about leads, where do these leads come from? It is all the result of the marketing efforts. When both the teams are together, you get a chance to generate more quality leads which would, in turn, boost your sales efforts.
Deal closing becomes much better.
Your marketing strategy lies in how your leads perform. You can improvise based on what is working and what is not. You get to understand from the sales the exact requirements for your customers. It is more practical and proactive than being robotic and one-sided.
CRM automation and sales marketing automation paves the way for better growth by making your efforts much easier by reducing your human efforts.
#2 Build a Strong Relationship with your Leads and better Nurturing
How can you better the relationship with your leads and nurture them better?
With sales and marketing being together, you get a greater chance to stand out as you can approach them with a better-personalized approach. It helps you understand the actual need of your prospects and why they approached you amidst competition. You can always understand your leads and prospects better once your marketing team works closely with the sales squad.
#3 Build your strong buyer personas
Have you ever considered your target audience who will buy your product or service? Your buyer persona can be a set of your ideal audience and their behavior and needs. You can be successful only if you cater to your buyer persona’s needs. Building a buyer persona is the first and foremost thing you should do before touching your marketing or sales campaign. With a greater understanding of the teams, you can build stronger personas and start doing wonders for your business.
#4 Be the first choice amidst your high competition
How can you stand out from the competition with a unique strategy? Stand out from the crowd with a stunning strategy that makes you stand out. Present your value propositions in a better way that attracts your audience.
#5 Boost your business growth
Did you know? The misalignment between marketing and sales costs you a lot! If there is no proper communication, you will miss out on the competition.
Your marketing team can keep your sales team informed of the tactics being used and the competition’s positioning by working together. This allows your sales team to properly address why your products or services are far superior to the competition when they speak to prospects.
#6 Roll out best marketing collaterals
Your collateral is the greatest part of your promotions. With sales and marketing together, you can build on excellent collaterals that could define a strong strategy for you.
Sales will get a handful of questions from prospects and customers. These questions can be transformed into wonderful blogs. With these blogs and vlogs, you can easily generate leads and traffic, which will help you with better branding. Your sales team can utilize blog posts to ebooks to create marketing collateral that would save a lot of time and help your prospects make valuable decisions.
#7 Good Feedback System
You can improve only with valuable feedback. The stage of feedback is important at all stages of a promotional strategy. Getting the feedback and improvising based on that will give a lot of strong relationships with your clients and act as a pillar of good communication.
#8 Build Greater Strategies
It is good to believe that companies with better marketing and sales alignment will have common traits. They would aim at long-term value with a higher strategy. The companies can also better improvise the team performance to a greater extent. Sharing insights with a good feedback system can build a stronger and more effective campaign system that helps your organization perform better.
Marketing and Sales Alignment: How can you get it done?
If you are together with your marketing and sales team working towards a combined goal, you are halfway through it! There are many ways to get it done. The first step is to rely on a Marketing Automation tool or a platform that can help you get things done. It helps you reach wider and perform better.
Here are some ways how you can get your marketing and sales working together:
- Work on CRM automation for better lead management
- Have a strong project management system in place(Eg: Yoroflow)
- Get your sales team involved in campaign planning
- Rely on a good marketing automation software
- Harness the power of email marketing for Leads as well as opportunities
- Have a strong sales enablement strategy in place
- Never forget to implement the Marketing and Sales Service Level Agreement (SLA)
What are the three levels of the Marketing and Sales Service Level Agreement (SLA)
Yes, You must believe that marketing and sales are not just teams that play together overnight. It takes a lot of time and agreement to get in touch and work together. There should be a mutual understanding and an efficient mutual collaboration.
The three most important levels involved in the SLA are:
The Emotional Level: There should be an emotional connection between your marketing and sales. Let us not encourage them to fight with each other or point out fingers. It would be best if you tried to build strong friendships and a mutual relationship among them.
The Process Level: Yes, a process is important to establish a good relationship between marketing and sales. A clear process with a well-defined SLA should make the marketing and sales teams work together.
The Feedback Loop stage: This is the most important stage where marketing and sales should have a feedback strategy to check with each other on what is working and what is not. Based on the analysis and feedback, they should align the goals and strategies accordingly for better results.
How can you get your marketing and sales team to work together?
Working together has a lot of benefits. But at the same time, there are many more things on how you can get them working. First things first, inform them about the clear idea of the Project Plan.
Initial meeting: Arrange for a casual meeting to discuss important aspects. It helps you understand what you are working on and why you need it.
Planning and troubleshooting: Planning on ways to proceed and how better we can do it with proper understanding.
Knowing the customer better.
Managing the sales pipeline management is an important aspect of marketing and sales. Both the teams are equally important for every business we take, and the combined strategy drives the business.
