To maximize results and manage each sales opportunity well during a purchase process from start to finish it is essential that both departments, sales and marketing, maintain communication.
I asked some questions from eWorldTrade, they say while it is true that the need for alignment between sales and marketing teams has always existed, it has only recently been that awareness has become of getting the most out of it.
In this context, we cannot forget either that there has been a change in the strategy of the sales and marketing departments in the different stages of purchase due to the evolution in consumer behavior also in recent years.
In fact, modern B2B consumers rarely behave in the way they were used to, so both sales and marketing must be able to respond in the same direction to their actions at any time.
Aligned companies achieve high conversion rates
Companies that don’t have their sales and marketing teams aligned fail to follow up on opportunities. Around 79% of them never become sales.
That is why it has become essential to eliminate barriers and prejudices between both departments in order to align them. The immediate consequence is the maximization of the value of each lead generated .
The Closed-loop or “closed circuit” is a concept that in this union of departments takes on great importance insofar as it refers to the communication and feedback that marketing and sales must maintain to increase the profits of a company.
The fact that both departments “close the loop” supposes a continuous improvement in each of the marketing strategies and in the commercial actions carried out by the company.
When the marketing and sales departments are perfectly aligned, marketing, for example, you know exactly which leads you can promote, which you have to educate, or which you can send to sales. In addition, the marketing staff will be clear about how to make the ideal segmentation at all times or which sources and content give the best performance.
And for its part, the sales department will have information about the leads that should be followed, their history and those that are going to be educated.
In addition to these advantages, we find other benefits that justify the alignment of the sales and marketing departments, which will further awaken your interest in linking both:
- Increase ROI.
- Increase motivation in departments.
- High quality leads.
- Improve the relationship with customers or prospects.
- Increase sales.
- Helps to achieve business goals faster.
- It helps the cohesion and coordination of the team.
Although the implementation of a closed-loop work methodology may be complex, you must bear in mind that if the objective of your company is to increase profits and meet the proposed objectives, the dialogue and agreement between sales and marketing will become essential. During all the process. What are you waiting for to start a joint work?