Jan 11, 2023
According to LinkedIn, a whopping 1 TRILLION dollars are lost
per year because sales teams and marketing teams don’t coordinate
together. In today’s episode of the Aligned Podcast, our host Sean
Doyle goes over how you CAN coordinate your sales and marketing
teams to avoid losses and improve profits.
Generating quality leads:
- Getting leads for your business is easy. But making sure
they’re QUALITY is the hard part.
- One reason why salespeople don’t trust marketers is that
marketers are just there to get leads INTERESTED in the product.
They answer questions and show off a product or service. That will
generate leads, however, those leads aren’t guaranteed to be good,
profitable ones.
- One scenario mentioned in the episode is a lead already having
the product being offered. Imagine if your marketing team generated
100 leads, but 90 of them didn’t have any NEED for your product.
Your sales reps have just then wasted time that could’ve been spent
finding QUALITY leads.
What sales teams want from marketers:
- The MAIN thing that sales reps want from marketers is
Communication.
- Communication is key in business and in life. If your marketers
and sales reps are properly communicating, this prevents any wasted
time. Marketers can let the sales team know of potential leads,
what they’re looking for, what they have, etc.
- Once proper communication is established, the sales team can
focus on quality, profitable leads and discard the ones that they
can’t sell to.
How to align marketing and sales teams:
- Collaboration, collaboration, collaboration. Have your sales
and marketing teams actually WORK TOGETHER. Focusing solely on your
marketing team will prevent sales from working at maximum
efficiency. Focusing solely on your sales team will prevent
marketing from working at maximum efficiency. Make sure the needs
of both marketing and sales align.
- Alongside having your marketing and sales teams work together,
prioritize COMMUNICATION. As said, communication is key. Too often,
marketers are unaware of what leads should be prioritized, leading
to wasted time.
- Flip the conversation. Focus on what the BUYER ACTUALLY WANTS
and how to meet their needs. Have sales reps and marketers work
together to figure out a.) What a buyer wants and b.) How to best
deliver your product or service to them.
Making sure that your marketing and sales teams are aligned is
CRUCIAL for increasing profitability. One can’t function maximally
without the other. Utilize these tips, and watch your profit
grow.
This episode is sponsored in part by FitzMartin’s Sales
and Marketing Alignment:
Why does proper sales and
marketing alignment result in a 32% average lift in revenue?
Because a unified company centered around its prospects can’t help
but thrive.
FitzMartin’s Sales and Marketing
Alignment program will analyze your current sales and marketing
structure to deliver a plan based on the needs of your prospects,
bringing you increased revenue, expansion opportunities, and (above
all) a unified front when communicating with
prospects.
To set your company up for
success, visit fitzmartin.com/solutions
to discover how to unify your sales
and marketing for the best results.
This episode is sponsored in part by Fitzmartin’s
Organization and Culture Alignment:
Company culture and retention
are directly connected. After all, if you fail to build good
company culture, you fail to retain top talent. At FitzMartin, we
help leaders like you raise their NPS scores from the low 60s to
the high 80s (and, more importantly, present a plan to help you do
the same.)
Create your company culture
based on a shared mission to attract and retain top talent.
Visit fitzmartin.com/solutions
to learn more.