create a powerful b2b sales machine - part 1
DESCRIPTION
In B2B marketing, the sales department is usually your most important customer, and if they fail, you fail. The goal is to have a well-oiled, end-to-end marketing and sales machine that will accomplish corporate objectives. We don’t conduct marketing in a vacuum, and even if you stay strictly on the marketing side of the fence, it is a good idea to understand what your colleagues in sales are experiencing. After all, our main purpose is to create the foundation to enable our colleagues in sales to make their target numbers—or even exceed them!TRANSCRIPT
Sales Machine
Our main purpose as a marketing department is to create the foundation to enable our
colleagues in sales to make their target numbers – or even exceed
them!
Sales Machine
So, even if you stay strictly on the marketing side of the fence, it is a good idea to
understand what your neighbors in sales are experiencing.
Sales Machine
After all, in B2B marketing, the sales department is usually your most
important customer, and if they fail, you fail.
So, even if you stay strictly on the marketing side of the fence, it is a good idea to
understand what your neighbors in sales are experiencing.
The Goal
The goal is to have a well-oiled, end-to-end marketing and sales machine that will
accomplish corporate objectives.
The Goal
The goal is to have a well-oiled, end-to-end marketing and sales machine that will
accomplish corporate objectives.
We will cover the first four key practices to creating an unstoppable sales machine:
First Key
1. Make sure there is complete alignment between the marketing and sales departments.
First Key
1. Make sure there is complete alignment between the marketing and sales departments.
A service level agreement will help keep the alignment on track.
Learn more about Service Level Agreements
Second Key
2. Concentrate your efforts on finding the companies and individuals that have a genuine need for what you offer.
Second Key
2. Concentrate your efforts on finding the companies and individuals that have a genuine need for what you offer.
This is a much easier and less stressful way - for both you and your prospects.
Second Key
2. Concentrate your efforts on finding the companies and individuals that have a genuine need for what you offer.
This is a much easier and less stressful way - for both you and your prospects.
Response and close rates will be higher and you won’t have to manipulate anyone.
Third Key
3. Never lose a deal alone.
Third Key
3. Never lose a deal alone.
Selling at its best is a team effort – don’t lose a sale because the sales rep neglected to bring in the rest of his/her teammates.
Third Key
3. Never lose a deal alone.
Selling at its best is a team effort – don’t lose a sale because the sales rep neglected to bring in the rest of his/her teammates.Aggressively notify your reps about the resources they have available to them – including your fresh perspective.
Fourth Key
4. Keep things simple and focused on as few priorities as possible.
Fourth Key
4. Keep things simple and focused on as few priorities as possible.
A good way to kill productivity of a sales force is to throw too much at them.
Fourth Key
4. Keep things simple and focused on as few priorities as possible.
A good way to kill productivity of a sales force is to throw too much at them.Too many products, too many offers, and too many messages equate to too many chances to mess up – give the sales team time to find their rhythm.
Stay Tuned
We hope you find these keys useful in creating your own powerful B2B Sales
Machine.
Stay tuned for Part 2!
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Christopher Ryan, CEO
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