Why Marketing and Sales Should Work from Eaglematrix's blog

Sales enablement is when marketing leads are shared with the sales team,  so as  to empower them with data.

This way,  you'll  utilize both teams to siphon the good leads from the bad.

It also allows each team to piggyback off each other’s strengths, thereby  recuperating  leads and, ultimately, better results.

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In essence, it’s  how  of pooling your resources and using internal communication to shorten the sales window.

ARE THERE ANY REAL-LIFE  samples of  SALES ENABLEMENT?

At  one among  Sujan’s companies, they get around 16,000 new leads or trials  during a  month.

This is simply too many leads for a sales team to target. Plus, not all  of those  leads are going to be qualified — to know this, some research  has got to  be done.

This is where the marketing team comes in. Using  the varied  tools of market research,  they will  apply a number of filters that get the 16,000 number  right down to  something more manageable,  like  500.

And  a group  of leads around the 500 mark is gold,  consistent with  Sujan.

That’s  the right  amount of leads that a salesperson can dig his or her teeth into, without  dalliance  on finding the leads worth following.

HOW  does one  GET YOUR SALES AND MARKETING TEAMS TO WORK TOGETHER?

There are two aspects  to the present  question, Sujan says. These are  the way to  start the teams working together and how to keep them working together.

When it  involves  ongoing work, it’s important  to possess  weekly or bi-weekly meetings with the VP of marketing or the heads of each department. This way, everyone can share what’s  happening  and get feedback.

When it  involves  getting the teams started together, it helps  to require  your counterpart out for a beer or lunch. This way,  you'll  form a bond with the head of the other team and feel comfortable talking with each other.

Overall, communication  is that the  key. Not only does it help build relationships, but the more relevant information that’s floating around,  the higher .

While this  won't  sound like a big change, it’s  the tiny  victories such as this that the leader should be focusing on – because they pile up. In time, these tweaks to how a business is run can completely change the structure of the business, and for  the higher .

HOW  does one  IDENTIFY THE IDEAL LEAD?

Your ideal lead  goes  to be the person whose lifestyle is best suited to the product or service you’re pushing.  as an example , if you’re selling pools,  an individual  who lives in a condo is not worth your time.

This information about people is best gotten through phone calls,  because the  real-life, one-on-one interaction can get results that a marketing form can’t. For this reason,  you would like  the sales team to relate the information they get on phone calls to the marketing team.

Otherwise, the marketing team only has statistics to fall back on, which are important, but not  the complete  picture. Once  they need  the info from the sales team,  the whole  operation can work at its full potential because everyone is helping everyone to help everyone. 

HOW  does one  KEEP THE SALES AND MARKETING PARTNERSHIP STRONG?

One thing that Sujan finds to be effective in maintaining the partnership between sales and marketing is  to stay  meeting notes. This way,  you'll  take the notes, copy them, and send them to everyone, so  most are  on the same page.

Also,  you would like  to make sure you’re adapting your meeting schedule to suit your needs. If you don’t have much  to debate , it’s okay  to possess  a monthly meeting. However, if you’re  browsing  a busy time,  you would possibly  need to have weekly meetings.

You’ll also want to structure the meetings  to offer  everyone about two minutes to give their individual updates. Otherwise, people can  persist  and on.  ensure  everyone has given their update quickly, then open  the ground  to conversation.

HOW DOES FEEDBACK FROM ONE TEAM AFFECT THE OTHER?

At  one among  the companies Sujan worked with,  that they had  a spreadsheet of all the places where there was content.  each bit  of content had a category and a description. This was  hospitable  the sales team and gave them great info for pulling in customers.

In some ways,  you'll  think of the marketers as the blacksmiths, creating a library of diverse sales weapons for the salespeople to utilize.

With this material from the marketing team, sales can pull specific pieces,  like  a blog, for specific uses.  as an example , if a customer  features a  certain issue that is causing them to seek a product, the salesperson can refer them to a video that marketing made  thereon  precise issue.