Today, invest in Digital Marketing seems to be the main approach in any company in the world. However, it is important to pay attention to other strategies as well to improve your results.
In this way, we can say that, for a long time, marketing and sales teams were considered opposites — and, in some cases, even enemies!
It is not unusual to see these two teams croatia phone number data conflicting. But in the end, everyone is in the same boat, right?
Studies indicate that companies that realize this and promote integration between these two departments present much better results. By doing that, they start what is called a smarketing strategy.
Having said that, the goal of this post is to how to monitor calls in call center explain the following points:
- What is smarketing?
- How to align sales and marketing teams?
- 5 good practices for quality smarketing
Read on and find out how to line up your marketing and sales teams for good!
What is Smarketing?
Smarketing is a strategy that promises to align marketing and sales to achieve better and more scalable results through constant communication and goal sharing.
Sales + Marketing = Smarketing
While the marketing team focuses on attracting prospects, converting them into leads, and nurturing them with relevant materials, the sales team belgium numbers approaches these leads in individual conversations to close a deal.
Understanding and working positively to develop smarketing in your company is very important. According to Hubspot, organizations with well-aligned sales and marketing teams can reach an average of 20% annual growth.
When smarketing works, the teams can increase the results of any company. Alignment is not an easy task, but when the path is uncovered, the organization achieves great results.
The strength of smarketing is that it works for any company. Whether you are the CMO of a multinational or the Sales Manager of an SME, know that any type or size of business can achieve incredible results when the sales and marketing teams work together.
How to align sales and marketing teams?
It may seem difficult to put the two teams working together, but the efforts are worth it when they are in line. The first steps to conducting that alignment are:
- marketing and sales should have the same or similar goals;
- communication between teams should be transparent about the process and progress of tasks and objectives;
- alignment of buyer personas (if you don’t know what that is, you can learn all about buyer personas here)
The two teams have a striking difference: sales are extremely focused on numbers, and marketing is not.
And to get the alignment started in the best possible way, the marketing team’s objectives must be shared with those of the sales team.
What does this mean? We will show you in practice how to implement smarketing in your company.
Make sure both teams speak the same language
The marketing team’s monthly or annual goal should be based on revenue, as well as that of the sales team.
Align the sales and marketing stages according to the funnel
It is common for the marketing team to work with one funnel and the sales team with another. However, unifying them is a standard in smarketing.
Why is that? Understand that a lead’s buying journey is directly related to its average sales cycle. The secret lies in understanding how to integrate marketing and sales efforts throughout the process.
Define what a sales-ready lead is
This term refers to the client who is ready to close a deal. It fits perfectly with what the company expects from a customer, and marketing and sales should determine together what that means.
Share and understand buyer personas
Knowing the buyer personas is essential for good alignment.
While marketing needs to know them to create content that is relevant and make the leads move in the funnel, sales also need to know each persona so that their calls and follow-ups make sense for the lead.
Create a report management network between teams
If your marketing team is generating the leads, but the sales team isn’t taking advantage of them — saying that the leads are not good or that they don’t have basic information on them — or if you can’t measure what was the last marketing revenue, be aware that you need to enforce this management.
Closed-Loop Reporting means that the sales team reports to marketing what happened to the leads they received and what the marketing made of them.
This helps the marketing team understand what the best and worst sources of leads are. In the future, these reports will ensure predictability that will guarantee marketing the ability to focus on the best sources of leads.
It is a complete approach for marketing and sales teams to give and receive feedback on their actions.
This information ensures more intelligence in contact with leads, increase ROI, among other benefits.
Implement the SLA
This concept refers to agreements made between the marketing and sales teams.
For example, an agreement defined by marketing may d