How well does marketing understand your sales process?
Monday, November 17th, 2008 - by Becky Sheetz-RunkleIf you’re reading this, you are probably a marketing pro. Good. You are just who this question is directed toward:
How well does your marketing department understand your organization’s sales process?
This is another one of those basic questions that can too easily be taken for granted.
It’s essential that marketing execute programs for each and every phase of the sales process. You must know which marketing program or tactic to deploy for prospects in each phase of your sales funnel. A blanket strategy based on “impressions” simply won’t yield the results of a more strategic, targeted approach. Simply put, the question must be asked:
How will this activity help us move prospects and/or existing customers through the sales funnel?
Consider carefully the question of how well marketing understands how sales are made in your organization. And visit www.q2marketing.com for more tech marketing insight.
November 17th, 2008 at 10:36 pm
For my clients, the keys to true sales-marketing integration is:
(1) Sales must invite marketing into the sales process
(2) Marketing needs to produce sales tools that help sales
with conversations (that’s the key) that they’ll have
throughout the process.
(3) Marketing needs to manage and optimize the top part of
the funnel so opportunities emerge faster.
December 5th, 2008 at 2:30 pm
Good insights, Michael. Thanks for your comments. The genuine marketing/sales marriage is a thing of beauty.