Why sales and marketing need to work together

Why sales and marketing need to work together

The debate on whether sales and marketing should work together is not new. The shift in marketing has brought the two fields on the cusp of collaboration. While there are still a few people who think that sales and marketing should work independently, we strongly believe that the two disciplines are highly dependent on each other and should definitely work together.

This article provides insight into a few major factors that call for the collaboration of sales and marketing. One major reason for the two departments to work together is having one goal to achieve. Making them work together isn’t a cakewalk but the results the merger can bring are worth all the effort. The extent to which sales and marketing should work together will depend on the size of the organization but a few factors remain consistent everywhere.

  1. More Successful Campaigns

Improved communication between sales and marketing directly affects the success of campaigns. Evaluating email campaigns becomes much easier with both teams working together. While the marketing team provides the sales team with data about the level of engagement, the sales team can easily do the follow-ups. Marketing can, further, run campaigns to analyze the progress. The continuous communication between the two departments will ensure that the campaigns are measured effectively.

  1. Better SEO

Bringing sales and marketing together can actually positively impact the SEO efforts. Improved communication allows the sales team to find out people’s views about their online behavior. Customers are vital to business and what they think about you matters. While marketing teams think that they know more about the customers, it is actually the sales team that understand the customers’ needs and wants. The information with the sales team can help the marketing team up their efforts and make the web content relevant. The data from sales can be used to improve the visibility on search engines further.

  1. Improved Sales Reach out

Developments in technology have made the sales prospecting more virtual than it ever was. Social media is a great way to connect with the new prospects. The marketing team also invests a lot in email campaigns and are, therefore, skilled in written and oral communication with the potential clients. This is why they should come together with the sales team to help them understand how they target their prospects in their campaigns. Little inputs from the marketing team can go a long way and can help the sales team to increase their sales reach out.

  1. Better Content

Good content is everything. One of the biggest problems being faced by the marketing teams is that they are unable to come up with content that can drive sales. Coming up with selling ideas on a regular basis is not an easy task. As mentioned above, salespeople are directly in touch with the customers and this provides the marketing team with a great opportunity to analyze people’s comments and turn them into a compelling blog post. Content marketing can help you achieve your sales goals easier than ever. All you need to do is write what people need to read and this is only possible when the sales and marketing teams come together. Sales team provides insights and marketing team converts it into content that sells.

  1. Enhanced Lead Generation

Leads are vital to any business. Good quality leads can help your business grow. Therefore, the marketing team is required to pay more attention to what interests your potential leads. They need to know the source of lead generation. However, due to time constraints, it is not always possible to do thorough research. Therefore, the sales and marketing team can join hands to share whatever data they have on lead generation and use it to target the leads. The marketing team can run campaigns depending on sales data and sales team can use the information to do follow-ups.

This is just the tip of the iceberg. There is no end to the benefits that an organization can harvest by bringing together their sales and marketing teams. It is time to drop the debate about this matter and instead come up with strategies that can help in the integration of the sales and marketing departments.

Nurturing Sales Qualified Leads

Nurturing Sales Qualified Leads

A sales qualified lead (SQL) can be defined as a prospective customer that has been researched by the marketing and sales team and is said to be fit for the next step in the sales process. There are multiple factors that determine whether the lead is sales qualified or not but the key factor is the interest exhibited by them in your services or products. Although other factors that determine an SQL are different for each organization, this one standard definition remains the same.

How is it different from Marketing Qualified Lead (MQL)?

SQLs shouldn’t be confused with the MQLs. One major difference between an MQL and an SQL is the desire to start a conversation. MQL is more about engagement through various platforms like social media, e-mails, etc. However, SQLs are the ones who are in direct conversation with you. Here are a few examples of what SQLs might look like:

  1. Attendance/registration for a webinar

The leads that are getting interested in your webinars and are planning or taking part in it are SQLs. To attend a webinar, a prospect has to take out time and put in efforts. If they are doing it, they are definitely ready for sales.

  1. Responding to the emails

This is another clear indication that the lead is ready for sales. If you are sending them some information via email and they respond to it with some questions or doubts, they may the fit for the next step in the sales process.

  1. Getting in touch through contact forms

Further, there are leads who are getting in touch through the contact forms. These are the ones who will decide the next course depending on how fast you respond to their inquiries. Always be ready. The faster the response, the more likely you are to get into a conversation with them and covert them.

How to be sure if they are ready?

Before you qualify a lead a SQL, there are a few parameters to judge them on. You need to ask them a few things for you to be sure that they are ready. These are:

  1. What are their needs?

Always find out whether or not they actually need your product. You must know how is your product going to help them improve their current landscape.

  1. What product are they using currently?

Next, determine what product and why they are using currently for the needs they want to fulfill using your product. Make sure that they are rightly looking for a replacement.

  1. Are you interacting with the decision maker?

While you are deciding on SQL, you are definitely in conversation with some person. Find out whether this person is the decision maker, the influencer, the one who will pay you, or a researcher. This will help you strategize your actions.

  1. Are they ready to move?

Most importantly, you must know whether they are ready to move to a new solution that you are offering. Also, find out if they have the right budget for it

You have your SQLs, what next?

After taking all the important steps, now you have your SQLs. The target is now to retain them and nurture them for a better business. It’s a mistake to end the beautiful process abruptly after the sales. Keep in touch with them and ask them questions. Nurturing the SQLs to build a long-term relationship is the key to success.

At MarkSpace, we have all the necessary skills and are well-equipped to identify and retain sales qualified leads. Get in touch now if you are facing difficulties in getting SQLs. Our team will make sure that you find the right SQLs. The SQLs shortlisted will be given all your contact details and they will directly get in touch with you to take this forward. We understand business and the importance of SQLs, and we make sure we give your business, deals that last longer.