smarketing: when sales and marketing become the dream team
TRANSCRIPT
The Inbound Methodology: attract, convert, close and delight!
“Selling to people who actually want to hear from you is more effectivethan interrupting strangers who don’t.” - Seth Godin
Smarketing is the future of salesThe way Sales is done has changed. The marrying of Sales and
Marketing ('Smarketing', get it?) has created great opportunities toreach prospects in a new, more efficient way.
87%of the terms Sales and
Marketing use todescribe each other
are negative.
But
Sales thinksMarketing is:
Marketingthinks Sales is:
"simple-minded"
"incompetent"
"lazy""irrelevant"
"academics
"arts and crafts"
20%
But, companies with a good sales andmarketing alignment get
annual revenue growth.Hint: they need to work together!
Smarketing means getting on thesame team.
Align your Sales and Marketing around the same goalsand personas, and see what your business can achieve.
It's about trust and teamwork, not power struggles!
It's no longer about selling, it's abouthelping
The modern-buyer has a demand for help-orientated salespeople.
Making sure your sales and marketing teams have the same goalsand speak the same language will resonate much more with
customers.
As Brian Halligan, HubSpot CEO and Co-Founder, explains,
"Instead of "always be closing," the next generation of sales leads will"always be helping."
Sales and marketing need an alignment around business goalsand buyer personas.
With buyer personas, the sales and marketing funnel; and thehandoff processes, you also can define a sales-ready lead.
A sales-ready lead is a lead that's a great fit, with a high level ofinterest.
45%But, only of businesses have
established a company-wide definition of a
sales-ready lead
This is your chance to get ahead!
1. Speak the same language
2. Set up closed-loop reporting
3. Implement a Service Level Agreement
4. Maintain open communication
5. Use data to communicate, and communicate often.
Here's 5 tips for integratingSmarketing:
Contact us for more information about Smarketingand other Inbound Marketing tips :)