If you’ve spent time in the B2B world recently, you may have noticed a new trend.
And I’m not talking about ChatGPT or VR, although those are important and moving quickly, too. Sales and Marketing teams are finally finding ways to become better aligned and work more closely together.
It’s long overdue.
With better alignment, team members can work towards the same goals and boost organizational efficiencies, ultimately leading to more closed-won business.
Why Sales and Marketing Struggle to Get Along
Historically, Sales and Marketing haven’t really worked well together. “We gave you leads!” exclaims Marketing. “Why can’t you close the deals?” “Well,” Sales responds, “The leads you sent us were horrible! They were just tire-kickers with no interest.” And that fight continues until the business folds or the world stops spinning. Whichever comes first.
The main reason for the contention is that Sales and Marketing have typically had their own separate goals.
Marketing is usually focused on brand building and lead generation. They have a long-term vision, and most marketers love trial and error. Especially when it comes to emerging trends or technology, to see if there’s a way for something new to impact the company in a positive way.
For Sales, time is money. Most salespeople (especially ones that are well-seasoned or formerly trained) are very results-driven. “Will this effort get me appointments?” is their primary mindset. Many times, they’re aloof to the inner workings of marketing, especially the backend of a website, the behind-the-scenes management of software, or all that goes into content development.
The fastest route between two points is a straight line, and working out the kinks between the two teams can bring positive change.
Specifically, the connection between the two will:
- Help both teams agree upon what a “quality” lead actually is so the Sales team is only working with the best ones, thus reducing friction and helping close more deals.
- Shorten the sales cycle since there’s less “drop off” when leads are passed from Marketing to Sales and more intel on each prospect.
- Reduce time, effort, and frustration that comes with reporting on different metrics, reporting on the wrong metrics, or managing cross-department communication.
Here are a few recommendations on how to better unify your two teams.
How To Improve Alignment Between Sales and Marketing
Communication
The most important way to promote alignment is through transparency and regular communication.
That includes, from beginning to end, strategic planning all the way through to reporting. There must also be a feedback loop, meaning Sales should provide Marketing with insight into the quality of leads, what drove those opportunities, the status of opportunities, the size of deals, and more. Marketing should allow Sales to support their efforts, too.
Here are a few examples of ways to develop more transparency and communication across your Sales and Marketing departments:
- Share Strategies: At the beginning of the fiscal year, Marketing presents its strategies to the Sales team. Additionally, the Sales team presents their strategies to the Marketing team.
- Share Budgets: Make Sales and Marketing budgets available for the opposite department to see. How much is being spent on tradeshows for Sales? How much does Marketing have available to spend on Google Ads? Reveal all the line items and encourage a discussion on how to best optimize available funds.
- Share Processes: Have Marketing members regularly join sales calls and presentations to gain deeper insight into the sales process, customer needs and pain points, and how Sales positions the product. Allow Marketing to offer critiques following those calls.
- Share Brainstorming: Have salespeople join the Marketing team’s brainstorming sessions where campaigns are developed and planned. Salespeople who have a knack for speaking and writing (ideally, all of them) can offer their talents and assist with content development, article writing, or act as video spokespeople.
- Share KPIs (Key Performance Indicators): Share the metrics you’re focusing on and targeting. Track where certain initiatives are intended to drive and see how you’re impacting performance for the following in every stage. Visitor >> Lead >> MQLs >> SQLs >> Opportunity >> Closed Lost >> Closed Won >> Customer.
Plan ongoing scheduled monthly meetings, where Sales and Marketing teams come together to review dashboards, goal statutes, and milestones, talk through upcoming promotions, events, and offers, and map out a plan to tag-team upcoming projects.
You may have heard the term “Smarketing.” It was coined to
describe cohesion between the Sales and Marketing departments. Organizations that embrace “smarketing” get better results.
Buyer Personas and Customer Insight
50-70% of a buyer’s research is done before making contact with a brand. Therefore, one could argue that marketing is equally as responsible as sales (if not more) for helping secure a deal. This truly begs the importance of understanding one’s customers.
What specific questions does the potential customer ask the salesperson when in the sales process, and what answers are given? For the Marketing team, customer insight helps with important decisions, and the Sales team may have already uncovered these insights in their discovery process. They may have customer information that helps Marketing answer the questions: What social media sites to invest in? What targeting can be done within advertising networks? How to organize a website layout? What style, voice, and messaging to focus on with your content?
Sales can also benefit from the data. Pacing, pricing, and packaging can all reflect the buyer’s needs.
Both Marketing and Sales should develop buyer personas and profiles.
By building these profiles together, all team members can weigh in on not only the demographics of buyers but also what goes into their buying processes.
Technology Stack
Forrester Research found that highly aligned companies grow 19% faster and are 15% more profitable.
That alignment certainly comes from better teamwork, but it also comes from unified systems.
There are many software programs available to help both marketers and salespeople do their jobs more efficiently. Start by identifying what tools are needed and how both teams can learn and embrace them.
Here are some examples:
- CRM (Customer Relationships Management) and/or Marketing Automation: Consider tools like Salesforce, Pardot, and Hubspot. Having a system that has built-in form capture, lead segmentation, email, opportunity management, forecasting, user behavior tracking, meeting notes, etc., makes it so both teams can access all they need to know about leads and prospects. There’s more transparency on what campaigns are running too.
- Lead Intelligence: Lead intelligence isn’t limited to just sales use. Think about a tool like DealFront- which identifies businesses who are on your website and their pageview history – or ZoomInfo, which provides intent data – giving you contact information of folks who have recently expressed interest in your industry or product. Think about how Marketing can tap into this data for greater market insight, remarketing, or improving conversion rate optimization (CRO).
- Project Management: Software like Wrike or LiquidPlanner is great at helping teams create and manage projects and tasks and also helps with internal collaboration. By reducing meeting time and the number of emails – and helping keep conversations aligned to specific projects – it improves organizational efficiency.
- Person Gifting: Thanks to modern gifting software – like Sendosa – you can plan to send postcards, direct mail or personal gifts to prospects in bulk – or based on specific actions they’ve taken on your marketing campaigns. Timing out gift-giving to specific buying stages can help nudge a lead closer toward a purchase and develop greater brand loyalty.
- Reporting: Both teams need to report on results. By building dashboards in one single system, there’s a greater appreciation for each other’s work and efforts. Use a business intelligence tool like Google Looker Studio that allows you to integrate with other third-party reports and bring multiple data sets into one interface. Doing so makes it easier for all involved to quickly and easily revisit numbers and hold team members accountable.
Summary
Marketing’s main responsibility is still to generate awareness, interest, and demand for a brand and its products. Sales’ main responsibility is still to forecast, prospect, work deals, and close business.
In silos, major holes can appear that lead to inefficiencies and lost opportunities. With better alignment, efficiencies are added, sales cycles are shortened, there’s less churn, and more deals are closed.
What’s the investment?
Patience, collaboration, better tools, and an agreement that both teams will work together to make a more significant impact on the business.
You may have heard the term “Smarketing.” It was coined to describe cohesion between the Sales and Marketing departments. Organizations that embrace “smarketing” get better results. It’s not easy. But it’s doable.
Watch your business soar to new heights by letting the collaborative sparks fly, igniting the DYNAMIC DUO of Sales and Marketing!
