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How-To Align Marketing & Sales to Boost Revenue (Infographic)

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Learn how-to align marketing and sales teams to close more customers. This infographic covers the top 5 ways you can align your teams for success.

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How-To Align Marketing & Sales to Boost Revenue (Infographic)

  1. 1. TOP 5 WAYS TO ALIGN TO BOOST REVENUE I I I The best marketing in the world is “ COMPLETELY USELESS if the sales team can't close. 0 But people have changed the way they shop. .. Which means selling has changed too. of internet users of internet users browse or research intend on purchasing products online a product or service When people are interested in something, they for it The internet is giving shoppers more CONFIDENCE because now shoppers have the ability to: Independently Independently Compare specs Read other identify needs identify and vendor customers’ and problems solutions options reviews . ..which has caused the average sales cycle to WCREASE PY over the past % 5 YEARS ‘ SALES IS CONTACTED MUCH LATER lIlllllllllllllllllIllllIlllIlllllIlllllllllllllllllllllllllllllllll| llIIlllIIIIlllIlllllllllllllllllIlllllIllllllllllllllllllIllll . ..which is why your MARKETING and SALES teams need to be ALIGNED to get prospects the content they want. Businesses with strong can achieve: 0 over businesses with /0 poor alignment. That's why we want to share THE TOP 5 TIPS to align marketing and sales: 0 of sales reps say they can't find 35% [0 content to send to prospects 65% That's why you need an understanding of why people buy from you, not just why they like you. These types of content can help influence sales: _. Iu. II| ..ll at — -7—g—‘— _. Sales Case Product Presentations Studies Demos 3 . Statistics & Specification Sales Original Research Sheets Proposals Strategically nurture your lead lists. Enable teams to share lead data I Marketing -* LEAD INTELLIGENCE <- Sales Pro Tip: Outline the process for how your marketing team will hand off leads and data to your sales team. 0 o o Afl Map out your unique sales cycle Pro Tip: Create email campaigns mapped to your sales cycle to nurture prospects through the process. Segment marketing and sales lead databases Stay top of mind with lead nurturing emails Product Promotional Educational Emails Demo Emails Emails —* ° e e e Only 1 IN 2 COMPANIES say sales and marketing have a formal definition of a qualified lead B. A.N. T. SYSTEM H CH3 B. A.N. T. Budget: can they afford it? K SYSTEM Authority: do they have authority to make a purchase? Pro Tip: Defining customer personas helps you Timeline: when are they better understand looking to make a decision? your prospects Need: do they have a need for your product or service? LEAD SCORING is also an effective way to identify which leads are ready to be sent to the sales team: W Lead scoring is a system in which you assign points for various SQL qualifications to score leads to ensure sales gets high quality leads. V P L. m - C Create a Service Level Agreement (SLA). WHAT IS A SERVICE LEVEL AGREEMENT? Definesthe expectations that sales has for Defines the expectations that marketing has for sales on how frequently sales will pursue each qualified lead marketing with regards to lead W quantity and lead quality Unfortunately, only say they have tight alignment between sales and marketing That's why it's important to MEASURE RESULTS and hold teams accountable. Here's what you should track: SQLs produced by marketing SQL to customer conversion rates Cost per lead and cost per customer Average deal size per customer 5* CUSt0mef-5 through the sales process reported to 0 before engaging a sales rep, being nearly /0 regardless of price point DON'T go over what your brand does and what your solutions are, prospects already have that information. Instead, focus . ..as well as the on showcasing problem that the value of your business your products solves, not just and services. .. the solution Also, by asking THE RIGHT QUESTIONS, you can help prospects understand their problem: 9 Of CONCLUSION Marketing and sales are more Use these ideas to achieve a balanced sales cycle to EL| /E MORE CONTENT AT: EL| V8GROUP. COM REFERENCES — bit. |y/1QFRhQd ~ bit. |y/1aAR2iQ - bIt. |y/1bvc28b V bit. |y/19P| KVs - bit. |y/1|O7RVF - bit. ly/1BrFaiM

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