Even though marketing and sales activities are different, they should run concurrently . Representatives from both areas should meet on a regular basis and plan together.
It’s not just about plans. Just as you create strategies together, you should also take stock together. That’s why it’s important to go over numbers, metrics, and specific leads in regular meetings . “Look, this lead was useless because XY. On the contrary, this one was successful because…”
It is clear that salespeople will mainly monitor the lower part of the funnel , while marketers will focus on the upper part. Marketing will focus more on acquisitions and sufficient MQLs, B2B sales on Opportunities. However, the funnel should be shared, and from this shared basis, each area should derive other metrics that interest it. And do you know why? It’s simple. Even though at first glance it seems that everyone is doing something different, there is only one funnel and the customer base that both sectors are targeting is only one.
4 specific tips for improving the relationship between marketing and sales
- Create a lead scoring system that identifies and prioritizes potential customers based on specific criteria. In addition to being 100% clear on who to target, your sales team linkedin database will be able to focus on the leads with the highest probability of conversion .
- Summarize your product knowledge . Marketing will prepare materials based on the provided materials, highlighting the features, benefits, and advantages of the product/service. B2B Sales, based on their knowledge and experience, will suggest improvements and emphasize what are social networks: complete guide for businesses the points that resonate most with potential customers, i.e. points and benefits that solve the customer’s problems, as well as points reflecting the KPIs of the target roles of the customers we are interested in.
- Collaborate on creating case studies . Marketing copywriters master the art of words, a graphic designer will give the study a nice style. But marketers will provide authentic feedback from clients and “stories” from practice. The result will be more convincing.
- Find common metrics and build a solid foundation from them . Marketing performance is often measured in leads, while salespeople measure their success in revenue. The key to success is finding metrics that overlap.
B2B sales and marketing always stand side by side
Lead Magnet At Lead Magnet, we do not take the position of “marketing vs. sales”. Marketing and sales always stand side by side. And it depends on the environment and conditions of each business to consumer reviews company how it sets up this cooperation. The way can be regular meetings, or departments can be completely interconnected and work together as one team.
At first glance
It may seem that as external B2B marketers, we stand outside the company. We do not see this as a handicap, but as a challenge, perhaps an advantage. We have found that the fact that we do not sit in the same office with our clients’ salespeople does not limit us. Often, even when such colleagues sit next to each other or across the hall, they do not know anything about each other’s work.
We rely on regular communication to counter this . We organize regular meetings, both online and offline, with both management and sales. We work together on campaigns, prepare communication manuals and strategies so that we function as one team. If you want to learn more about how we work and how we can become part of your marketing team or support your sales department , do not hesitate to contact us.