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The world of sales and marketing is rife with new ideas and innovations. Each New Year comes with burgeoning demands to adopt the latest marketing practices if companies want to remain at the top of their game, St Louis addiction counseling can help with any problems that anyone with addictions have trouble with.
The top is a precarious position; you can find yourself heading for a downward spiral very quickly if sales and marketing best practices are not employed.
Fortunately for you, we have outlined the ways through which you can upgrade your existing strategies or adopt new ones and make the best out of this year!
Aligning sales and marketing
We have known for quite some time now, a silo approach is just not going to cut it anymore. Still, only a piddling 8% of companies have succeeded in aligning their sales and marketing departments (Forrester).
Whether the two teams agree with each other or not, they need to set aside their differences and start working towards a common goal.
“Smarking”, is what we get after a union between sales and marketing, and it is going to be everyone’s new BFF. Don’t take our word for it; read these statistics yourself:
- According to Marketo, marketing efforts can achieve 209% more revenue, and you can have a 67% better chance at closing deals if the sales and marketing teams are aligned and working seamlessly together.
- According to Aberdeen Research Group, a 20% annual growth rate is achieved by companies striving towards better sales and marketing cohesiveness, while a 4% revenue decline is observed in companies who don’t.
You can work towards promoting a cohesive and productive relationship between sales and marketing by careful strategizing and targeting pain points. Set up weekly or bi-monthly meetings between the departments where they can discuss ideas, catch up on ongoing projects, and exchange constructive feedback.
A solid communication channel between these two departments through which resources can be exchanged will also prove to be quite lucrative.
Create content and use it to sell
While we are on the topic of aligning the sales and marketing department, we believe it would be worthy to point out that the content your marketing teams create should also be used by the sales team.
For this to be possible, both the departments need to be updated and on the same page about any ongoing campaigns.
If not your company will be just another number in this statistic: about half (50%) of sales representatives ignore leads generated by marketing.
That is a lot of waste.
Material produced by the creative genius of marketing teams must be accessible to the sales team too so that they can pursue leads generated by marketing campaigns
Correspondence through email is a core part of selling. Is the sales team equipped with email templates to respond to clients? Avoid time and energy wastage by using email templates.
There is no need for every salesperson to start from scratch when a set of available templates, designed for each purpose, can be used.
Having templates will also make sure all the communications carried out by each member of the team, are professional and adhere to the company standards.
User intent research
SEO is the boss. It is indispensable to any content marketing strategy, but we all know this. Recounting the importance of SEO and SEM will serve no purpose other than mentioning something companies are all too well aware of.
Instead, we’ll tackle a pain point most marketing teams don’t realize is present: user intent. All the keywords and SEO strategies in the world cannot replace the importance of generating content relevant to user intent.
A lack of knowledge of what the customers actually want when they search a particular keyword is prevalent in a lot of SEO friendly content. Eliminating this pain point will be invaluable in making sure your content actually engages its readers.
Read this stat from The Content Marketing Institute: 60-70 percent of content created for the B2B market is never used; the primary reason being its irrelevance to the buyer audience.
Don’t let your marketing team’s efforts go in vain! Perform thorough research into user intent and produce content that actually works.
Personalize and provide
At the risk of sounding like a broken record, we’re going to say this: personalize, personalize, and personalize. Whether it is your sales strategy or marketing campaign, now more than ever, companies need to generate content that is high quality and targets its audience with a laser focus to stay at the top of their game. To fulfill this goal, your content needs to be personalized.
Casting a wide net is a method that has been obsolete for quite a while now. Have a look at this data from Statista: 77% of emails, 52% of websites, and 31% of mobile apps used personalization as of March 2018.
It is refreshing to see marketers are bidding one size fits all practices farewell.
Be painfully human
Despite what the corporate norms are, a robotic and detached attitude will take you nowhere with potential leads. We realize professionalism is vital in some businesses and informal attitudes are frowned upon; this doesn’t mean you cannot appear more approachable and “human” to your clients.
Doubtful? Take a look at Wendy’s Twitter account.
Perhaps marketing teams can take a page from of Wendy’s marketing playbook and let the results speak for themselves.
With the social media uprooting decades-old marketing practices, it is of little wonder salesperson will also need to embrace social media to be able to sell better.
Enter, social selling.
It is the practice of researching and connecting with potential customers and prospective leads through social media. Most notably, Twitter and LinkedIn are used but other platforms may be used as well.
Salespeople who are active social media users can optimize their profiles, establish their presence on relevant platforms and forums, and consequently unlock warm leads.
Remember, to be adept at social selling, your social profiles must be more than a resume. The goal is to build a reputation as a trustable person and knowledgeable person, and your profile should reflect it.
Rooting for the underdog is something we all love to do. The workplace is no exception, and you can leverage this appeal to your advantage.
Share stories of your or a fellow colleague’s struggles with other employees. Discuss in detail what issues were faced, and how the person overcame it.
This will not only encourage, motivate, and boost the morale of your team – it will also shine a light on how others can tackle the same issue.
Even if the problem is not relevant to some of the employees present, they will feel inspired to try better and solve the issues they are facing.
That’s all from us for now, folks!
This was our take on the best practices for sale and marketing for 2018. How many of them have you already leveraged? Let us know!
Will is the Executive Managing Editor at Feedster. Will and his team from Full Epic Lead Generation work with venture capital, marketing co-ops, and companies to attract and gain qualified leads.
His primary focus on developing a sales funnel for a company and finding out of the box / growth hacking style ways to convert and drive traffic.