Wednesday, January 27, 2021
  • Setup menu at Appearance » Menus and assign menu to Top Bar Navigation
Advertisement
  • AI Development
    • Artificial Intelligence
    • Machine Learning
    • Neural Networks
    • Learn to Code
  • Data
    • Blockchain
    • Big Data
    • Data Science
  • IT Security
    • Internet Privacy
    • Internet Security
  • Marketing
    • Digital Marketing
    • Marketing Technology
  • Technology Companies
  • Crypto News
No Result
View All Result
NikolaNews
  • AI Development
    • Artificial Intelligence
    • Machine Learning
    • Neural Networks
    • Learn to Code
  • Data
    • Blockchain
    • Big Data
    • Data Science
  • IT Security
    • Internet Privacy
    • Internet Security
  • Marketing
    • Digital Marketing
    • Marketing Technology
  • Technology Companies
  • Crypto News
No Result
View All Result
NikolaNews
No Result
View All Result
Home Digital Marketing

Solving Sales & Marketing Alignment Challenges

January 8, 2019
in Digital Marketing
Solving Sales & Marketing Alignment Challenges
585
SHARES
3.3k
VIEWS
Share on FacebookShare on Twitter

Marketers around the globe have issues aligning with their sales teams to create a true partnership. But there are ways to ease the burden and create a working partnership that creates a better customer experience. At our recent Marketing Nation Engage event, marketing leaders gathered to learn. One of the most significant opportunities we found was in creating a sales and marketing partnership to better facilitate alignment.

Here’s what marketing leaders find most challenging about sales and marketing alignment and what they recommend to solve these problems:

You might also like

Don’t miss the upcoming keynotes at MarTech

Your exclusive MarTech preview is here

How Rakuten Viki is promoting K-drama to a global audience

Accountability

Being a marketer can be tough. Not only does marketing have a full plate of responsibilities to fulfill, but they’re also expected to keep sales in a happy place. Marketing often generates lots of high-quality leads, only for them not to be followed up on by sales.

Holding sales accountable starts with set responsibilities, education, and SLAs. If it remains an issue, marketing can run reports on sales follow up, and bring it to the attention of sales leaders if necessary. Another way to get sales to pull their weight is to frame alignment in terms of things they want: better leads, a smoother process, and more deals closed.

Lead Definition

Another problem marketing teams face is generating leads only to turn around and hear sales claim that they would have gotten them anyway, greatly undermining the department’s efforts and credibility. This problem stems from a common lack of distinction from sales and marketing leads. Does sales know what an MQL is, and do they care? You have to get stakeholders together regarding the implementation of technology and establish what each team will own. Everyone must buy in, from the CFO to the CRO, head of sales, and CMO.

There is also a big change when you can move from lead generation to account-based marketing. Teams can unlock success by working together upfront, crafting a joint strategy for target accounts, and figuring out how marketing can help sales get into them. Practicing ABM forces sales and marketing to be aligned if they want to achieve results.

Lead Nurture

Marketing needs to drive lead nurture, not just single activity interactions. It can be tempting to hand over leads to sales too early after a single engagement or form-fill. Scoring leads helps prevent premature handoff by assessing readiness and providing prioritization. Take the time to learn and evaluate prospects and their engagements to that sales has the proper insights and the right content to reach out. Ultimately, until leads are sufficiently qualified, sales will not be interested. Having sales and marketing sitting next to each other helps facilitate these communications. 

Measurement

If you can’t define and quantify how marketing helps sales, your contributions are meaningless. Marketing success should be measured based on revenue and pipeline attribution, which will come from closed deals from inbound leads. To get there, both teams must be upfront about what has worked (and what hasn’t), along with what needs to be followed up on by the sales team.

Inputting Data

Sales buy-in can be an issue because they don’t always get automation. They’re not always involved in data inputting and often have limited experience. For instance, getting sales to update Salesforce can be a considerable challenge. If done properly, Salesforce data can illuminate marketing contributions to sales. To get ahead of this, you need to educate early on and come up with quick wins for them. For instance, hold weekly meetings with Salesforce dashboards, giving reps the chance to run through who their leads are, how they’ve communicated with them, and when meetings are occurring.

Sales + Marketing Alignment = Partnership = Success

Keeping sales happy can make or break the success of marketing automation, and thus the effectiveness of marketing, so getting to a state of alignment is crucial. Only when sales and marketing are on the same page can you maximize customer-centricity, creating a seamless journey from lead to customer.

We will handle your contact details in line with our 
Privacy Policy. If you prefer not to receive marketing emails
from Marketo, you can opt-out of all marketing communications or customize your preferences 
here.

Credit: Source link

Previous Post

CSS Ellipsis Beginning of String

Next Post

How to Make a Testimonial Video: A Step-by-Step Guide

Related Posts

Don’t miss the upcoming keynotes at MarTech
Digital Marketing

Don’t miss the upcoming keynotes at MarTech

January 27, 2021
Your exclusive MarTech preview is here
Digital Marketing

Your exclusive MarTech preview is here

January 22, 2021
How Rakuten Viki is promoting K-drama to a global audience
Digital Marketing

How Rakuten Viki is promoting K-drama to a global audience

January 21, 2021
How to Build a Marketing System of Record
Digital Marketing

How to Build a Marketing System of Record

January 19, 2021
7 Essential Lessons Toward Marketing as a Business Driver
Digital Marketing

7 Essential Lessons Toward Marketing as a Business Driver

January 19, 2021
Next Post
How to Make a Testimonial Video: A Step-by-Step Guide

How to Make a Testimonial Video: A Step-by-Step Guide

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Recommended

Plasticity in Deep Learning: Dynamic Adaptations for AI Self-Driving Cars

Plasticity in Deep Learning: Dynamic Adaptations for AI Self-Driving Cars

January 6, 2019
Microsoft, Google Use Artificial Intelligence to Fight Hackers

Microsoft, Google Use Artificial Intelligence to Fight Hackers

January 6, 2019

Categories

  • Artificial Intelligence
  • Big Data
  • Blockchain
  • Crypto News
  • Data Science
  • Digital Marketing
  • Internet Privacy
  • Internet Security
  • Learn to Code
  • Machine Learning
  • Marketing Technology
  • Neural Networks
  • Technology Companies

Don't miss it

10-years-old Sudo bug lets Linux users gain root-level access
Internet Security

10-years-old Sudo bug lets Linux users gain root-level access

January 27, 2021
In the Wake of the SolarWinds Hack, Here’s How Businesses Should Respond
Internet Privacy

In the Wake of the SolarWinds Hack, Here’s How Businesses Should Respond

January 27, 2021
ModelOps vs. MLOps – Data Science Central
Data Science

ModelOps vs. MLOps – Data Science Central

January 27, 2021
Based on Machine Learning, PRAISE Score Balances Risks in Post-ACS Care
Machine Learning

Based on Machine Learning, PRAISE Score Balances Risks in Post-ACS Care

January 27, 2021
Page Experience: What Marketers Should Know
Marketing Technology

Page Experience: What Marketers Should Know

January 27, 2021
F5 Networks fiscal Q1 revenue, profit beat expectations, revenue outlook higher as well
Internet Security

F5 Networks fiscal Q1 revenue, profit beat expectations, revenue outlook higher as well

January 27, 2021
NikolaNews

NikolaNews.com is an online News Portal which aims to share news about blockchain, AI, Big Data, and Data Privacy and more!

What’s New Here?

  • 10-years-old Sudo bug lets Linux users gain root-level access January 27, 2021
  • In the Wake of the SolarWinds Hack, Here’s How Businesses Should Respond January 27, 2021
  • ModelOps vs. MLOps – Data Science Central January 27, 2021
  • Based on Machine Learning, PRAISE Score Balances Risks in Post-ACS Care January 27, 2021

Subscribe to get more!

© 2019 NikolaNews.com - Global Tech Updates

No Result
View All Result
  • AI Development
    • Artificial Intelligence
    • Machine Learning
    • Neural Networks
    • Learn to Code
  • Data
    • Blockchain
    • Big Data
    • Data Science
  • IT Security
    • Internet Privacy
    • Internet Security
  • Marketing
    • Digital Marketing
    • Marketing Technology
  • Technology Companies
  • Crypto News

© 2019 NikolaNews.com - Global Tech Updates