Our blog provides templates, tools, and insights to help B2B marketers unleash stellar commercialization strategies.
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Sales Enablement
The necessity to align Sales and Marketing is really about the customer. Both teams can no longer work in silos. Why? Our buyers have changed. They are digitally driven, socially connected and informed.
Organizations looking to establish tighter Sales and Marketing alignment are creating Service Level Agreements to foster collaboration, calibration and support between both teams. It documents the commitment to align to, with, for and around the customer.
As B2B marketers, how do you determine who is interested in your product and who is simply window shopping? How do you turn a universe of possibilities into a funnel of opportunities? How do you accomplish this and maintain a good customer experience?
One way is by creating a lead scoring system. In a world where customer journeys look more like a maze than a well-paved road, B2B marketers must understand and leverage these journeys to maximize sales opportunities. Implementing a lead scoring process creates a cohesive customer experience by taking the guesswork out of how the Top-of-the-Funnel effort is measured, and delivering a process for establishing a singular focus on revenue generating activities and performance.
Marketo's CMO, Sarah Kennedy, visits Houston and 3 messages were delivered loud and clear.
Sales funnels need our help! They are working hard to keep our customer relationships strong, to improve conversions and deliver revenue, but they can't do it alone.
As businesses grow and sales cycles become more complex, it's important cross-functional teams actively work together to help achieve mutual long-term goals. Collaborative companies stress the benefit of teamwork for support. Why not collaboratively support our sales funnel? When sales, product management and marketing work together massive benefits are created that fuel sales growth by unifying goals and giving rise to a customer-centric organization.
Tips to help B2B marketers bring value to the sales team
