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How-To Align Marketing & Sales to Boost Revenue (Infographic)
TOP 5 WAYS TO ALIGN
TO BOOST REVENUE
I I The best marketing in the world is
“ COMPLETELY USELESS
if the sales team can't close.
But people have changed the way they shop. ..
Which means selling has changed too.
of internet users of internet users
browse or research intend on purchasing
products online a product or service
When people are interested in something, they for it
The internet is giving shoppers more CONFIDENCE
because now shoppers have the ability to:
Independently Independently Compare specs Read other
identify needs identify and vendor customers’
and problems solutions options reviews
. ..which has caused the
average sales cycle to
WCREASE PY over the past
% 5 YEARS
‘ SALES IS CONTACTED MUCH LATER
. ..which is why your MARKETING and SALES teams need
to be ALIGNED to get prospects the content they want.
Businesses with strong can achieve:
0 over businesses with
/0 poor alignment.
That's why we want to share
THE TOP 5 TIPS
to align marketing and sales:
0 of sales reps say they can't find 35%
[0 content to send to prospects 65%
That's why you need an
understanding of why people buy
from you, not just why they like you.
These types of content can help influence sales:
_. Iu. II| ..ll at —
Sales Case Product
Presentations Studies Demos
Statistics & Specification Sales
Original Research Sheets Proposals
your lead lists.
Enable teams to share lead data I
Marketing -* LEAD INTELLIGENCE <- Sales
Outline the process for how your marketing team
will hand off leads and data to your sales team. 0 o o
Aﬂ Map out your unique sales cycle
Create email campaigns mapped to your sales
cycle to nurture prospects through the process.
Segment marketing and sales lead databases
Stay top of mind with lead nurturing emails
Emails Demo Emails Emails
—* ° e e e
Only 1 IN 2 COMPANIES say
sales and marketing have a formal
definition of a qualified lead
B. A.N. T. SYSTEM H
B. A.N. T. Budget: can they afford it? K
SYSTEM Authority: do they have
authority to make a purchase?
personas helps you
Timeline: when are they better understand
looking to make a decision? your prospects
Need: do they have a need
for your product or service?
LEAD SCORING is also an effective way to identify
which leads are ready to be sent to the sales team:
Lead scoring is a system in which you assign
points for various SQL qualiﬁcations to score
leads to ensure sales gets high quality leads.
P L. m
Create a Service
Level Agreement (SLA).
WHAT IS A
sales has for
marketing has for
sales on how
will pursue each
regards to lead
W quantity and
Unfortunately, only say they
have tight alignment between sales and marketing
That's why it's important to MEASURE RESULTS and
hold teams accountable. Here's what you should track:
SQLs produced by marketing
SQL to customer conversion rates
Cost per lead and cost per customer
Average deal size per customer
CUSt0mef-5 through the sales process
reported to 0 before engaging a sales rep,
being nearly /0 regardless of price point
DON'T go over what your brand does and what your
solutions are, prospects already have that information.
Instead, focus . ..as well as the
on showcasing problem that
the value of your business
your products solves, not just
and services. .. the solution
Also, by asking THE RIGHT QUESTIONS, you
can help prospects understand their problem:
Marketing and sales are more
Use these ideas to achieve a balanced sales
MORE CONTENT AT: EL| V8GROUP. COM
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