SYNERGY WITH SALES
Marketing and sales have to be on the same page, and we can help. We understand these teams need to work hand-in-hand so you can optimize your resources and drive revenue growth. We help you identify the content that is driving demand, the content that is not getting used, and the content your sales team needs the most so you can effective drive demand. We help you create a marketing and sales content management system -- that includes approval workflow, version control, content expiration and usage insights-- so that field materials are fully compliant and adhere to brand standards. We develop process alignment around:
- CRM & MA Optimization
- Internal & External Content
- Sales & Marketing Analytics
- Automating Sales Sequences
- Lead and Account Engagement Scoring
- Sales and Marketing Communication
ALIGN ON GOALS
Today, the lines between marketing goals and sales goals are blurred. Marketing is only as good as its sales team and vice versa so we help you agree on terminology and metrics. The next step is to build trust and share progress against goals.
COMMUNICATE, COMMUNICATE
Communicate often. We recommend creating a sales and marketing team email alias and using it to communicate updates to the whole team. We help you set up communication protocols, align meeting calendars and get invited to sales meetings!
CENTRALIZE INFORMATION
Set up a centralized and agreed upon master database for event calendars and collateral. Simple tools like Google docs and shared calendars can be powerful repositories for information.
COORDINATE CAMPAIGNS
It’s important that your campaigns are reviewed by a trusted sales leader. In addition, it is vital that sales knows when campaigns are scheduled and sales has talking points and follow-up templates that they can customize post campaign launch.
HAVE FUN TOGETHER
You have to make time for fun! We help you organize lunches, outings, and celebrations that build trust among team members and ensures that people feel comfortable leaning on each other for support.
Results
- Establish common goals across departments.
- Agree on target markets, buyer's journey, and your differentiators.
- Define terms and agree on roles and handoff points.
- Define sales process, automation workflow and triggers, and sequences.
- Set cadence and feedback process for reporting.
- Establish a clean set of records for segmentation.
- Develop and implement lead and account engagement scoring.
- Conduct content audit, create sales materials.
- Create Sales enablement program and playbooks.
- Provide reports guide analytics discussion.