It is a vision, a business approach that should focus on sharing activities. Close collaboration and agile transmission of data and information. Although it seems trivial, accomplishing this could be more complicated than it seems. In fact, teams and departments that deal with specific activities are focused. On day-to-day processes and dedicating time to sharing their operations with other business levels could be considered too expensive in terms of resources and time, if not even useless. 8 Key Steps to Align Marketing and Sales.
By setting the corporate architecture on constant sharing. Through an always open communication channel, however, the goal of efficiency and internal coordination can be achieved. Clearly, you need to devote time and – at first – some more attention.
That’s why we’ve made a checklist with 8 practical tips to start this ambitious project: let’s get started!
1) Make the corporate vision clear
Among the many tasks of marketing, there is that of establishing the tone of voice and corporate image. Fundamental importance is to make these strategic decisions with the collaboration of sales. We in fact imagine the sales department in its daily operation. The consultative approach with a potential buyer involves highlighting the company’s positive aspects, strengths. How it stands out in the market and what its values are.
These elements, studied by marketing. Must also be clear to businesses: it is, in fact, an opportunity to share and emphasize key messages to potential buyers. Generating the perception of a solid, collaborative company equipped with a common vision.
2) Set Turnover and Performance Goals
Once you share values, images, messaging between marketing and sales, it’s time to raise the bar and move on to building a performing business model.
What are the assumed turnover margins? All this information is usually analyzed within the individual departments and therefore concerns the team’s objectives.
The challenge is to think big and – in addition to examining individual operations – also devote time to common objectives. Here, too, the benefits are many. If marketing knows the aspirations of sales – and vice versa – it is possible to have a complete picture of the opportunities generated by both departments. This allows all people involved to offer their valuable input to the strategies and activities needed to achieve the objectives. It may be that marketing activities need to focus on improving website views or that the closing rate needs to be increased with new conversion activities.
By putting all this information on a single balance sheet, you’ll have a complete picture of your weaknesses, strengths, and room for improvement.
3) Set Budget
Here, the road starts to get steeper. As we approach complex topics, possible criticisms related to sharing corporate strategy emerge. Defining a budget is essential, especially if you are very far from your turnover goals. In this case, you need to make common team and determine what are the steps you want to achieve and what you are willing to put at stake to achieve them.
4) Share Accomplishments
One tip for strengthening relationships between teams – and also making information sharing a habit – is to organize meetings to analyze together the results obtained by individual departments.
To do this, it is essential to set the goals that marketing and sales must be able to achieve in a given timeframe.
Here’s a practical example of performance-oriented team building
Marketing and sales are defined as accountable for meeting or exceeding the stated turnover target each month. Each of the individual teams will also be responsible for the metrics and numbers that support the achievement of such a goal. Marketing will need to generate a clear number of leads and sales opportunities, with a specific value associated with such leads.
Sales will need to convert a number of qualified sales opportunities into proposals and then close them within a defined timeframe.
The combination of these numbers is called pipeline velocity and, in terms of performance improvement, it should increase. The sum of these numbers contributes to the achievement of the company’s turnover targets.
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It is a vision
A business approach that should focus on sharing special database meterials activities, close collaboration and agile transmission of data and information. Although it seems trivial, accomplishing this could be more complicated than it seems. In fact, teams and departments that deal with specific activities are focused on day-to-day processes and bzb directory dedicating time to sharing their operations with other business levels could be considered too expensive in terms of resources and time, if not even useless.
By setting the corporate architecture on constant sharing, through an always open communication channel, however, the goal of efficiency and internal coordination can be achieved. Clearly, you need to devote time and – at first – some more attention.
That’s why we’ve made a checklist with 8 practical tips to start this ambitious project: let’s get started!
1) Make the corporate vision clear
Among the many tasks of marketing, there is that of establishing the tone of voice and corporate image: of fundamental importance is to make these strategic decisions with the collaboration of sales. We in fact imagine the sales department in its daily operation. The consultative approach with a potential buyer involves highlighting the company’s positive aspects, strengths, how it stands out in the market and what its values are.
These elements, studied by marketing, must also be clear to businesses: it is, in fact, an opportunity to share and emphasize key messages to potential buyers, generating the perception of a solid, collaborative company equipped with a common vision.
2) Set Turnover and Performance Goals
Once you share values, images, messaging between marketing and sales. It’s time to raise the bar and move on to building a performing business model.
All this information is usually analyzed within the individual departments and therefore concerns the team’s objectives.
The challenge is to think big and – in addition to examining individual operations – also devote time to common objectives. Here, too, the benefits are many. If marketing knows the aspirations of sales – and vice versa. It is possible to have a complete picture of the opportunities generated by both departments. This allows all people involved to offer their valuable input to the strategies and activities needed to achieve the objectives. It may be that marketing activities need to focus on improving website views or that the closing rate needs to be increased with new conversion activities.
By putting all this information on a single balance sheet. You’ll have a complete picture of your weaknesses, strengths, and room for improvement.
3) Set a Budget
Here, the road starts to get steeper. As we approach complex topics. Possible criticisms related to sharing corporate strategy emerge. Defining a budget is essential, especially if you are very far from your turnover goals. In this case, you need to make common team and determine. What are the steps you want to achieve and what you are willing to put at stake to achieve them.
