Sales and marketing teams have always been known to have a frayed relationship at best! But there are ample benefits to be found when the two departments put their heads together and work in sync. Here are just 4 of the many reasons why sales and marketing teams work better together:
- Marketing Can Warm Up Leads For Sales
If you ask most sales people what marketing is for, they would say it’s just a nudge in the right direction for leads.
The truth is, marketing can be much more than that. With input from the sales team, a marketing and sales strategy could be devised to seamlessly transport the customer through the entire buying cycle, from awareness right down to finalising the sale.
Marketing can warm up the customer before allowing the sales team to take over to convert the warmed up lead into a customer, making the sales team’s job much easier and increasing the number of leads converted.
- Sales Can Help Marketing Better Understand The Customer
The sales people spend all their time interacting with the customer, learning what challenges they face and what they want out of your products/services. Therefore, the sales team can give a unique insight into what makes the customer tick from firsthand experience.
Using this information, the marketers can then create more tailored strategies that target these issues and show how your company can solve them. By targeting their main wants/needs and offering solutions to their challenges at this early stage, you will find more leads are generated through marketing’s efforts.
- Marketing Can Nurture Cold Leads
It’s in the sales team’s nature to go for the easiest targets. The hotter prospects are going to make quicker, simpler sales and help reach targets. But what happens to the more reluctant leads who need a little more time and effort to convert them?
With marketing’s help, those cold leads don’t have to get pushed aside and left to start looking to competitors for solutions. A specialised prospect nurturing campaign can be put in place by marketers that will ensure cold leads don’t slip away so easily and means over time more conversions will be made.
- Sales Can Give Feedback On Marketing Efforts
It’s often difficult for marketers to truly gauge just how well received their marketing messages are. For example, a sales person at a company once said that they struggled to reach prospects with follow-up emails because the company’s email had been blocked. This was due to receiving too many irrelevant marketing emails, which annoyed the prospects!
With feedback like this being passed back to the marketing team, they can rectify serious issues like this. It’s also important for sales to pass back any other general feedback on how the prospects are receiving the marketing messages to help marketing improve their efforts. If the prospect likes the marketing efforts, they will be much more warmed up and open to making a sale when they meet the sales team, so it’s beneficial all round.
Want to learn more about bridging the gap between sales and marketing? We’re running a short course on 30th June 2015 in Oxford designed to help marketing work more effectively with sales to increase sales.
To celebrate our 19th birthday we’re offering a 19% discount! Head over to our Facebook page to claim your discount and be entered into a draw to win your short course place for FREE!