Are you focusing on marketing strategies but not making any progress growing your MSP sales? You’re not alone. Many companies don’t understand why their marketing and sales strategies aren’t producing results.
Maybe you think you need to improve productivity or you blame it on the economy. However, many times the problem is that your marketing and sales teams aren’t fitting together.
When your marketing aligns with your sales, it helps them sync with the customer’s buying process. The alignment begins by understanding how your buyers make their decisions.
Then have your sales and marketing work as a team to provide the right information at the right time during the buyer’s journey. When that happens, your marketing team sends high quality leads to your sales reps who guide buyers to the final sale.
Encourage total transparency and accountability between your teams. This will give insights into the solutions they need to implement to move their leads to conversions. This can help your marketers understand what happens to the leads they generate. It also provides insights to both sales and marketing.
With these insights, they can align content marketing, sales enablement and customer engagement to drive more sales interactions and conversion rates.
Why Unify Sales and Marketing Efforts
The main reason to unify your MSP sales and marketing efforts is to increase your sales-force effectiveness. Many sales and marketing teams have no contact with each other. They each have their own agendas as far as attracting leads and closing deals.
Sales teams and marketing teams need to be on the same page. By bringing these teams together, it can have a positive impact on your business. They need to understand that they aren’t enemies but should be working toward the same goals.
Ways You Can Align Sales and Marketing
When you align your sales and marketing teams, they still have boundaries between them, but they’re adaptable. The two teams engage in cooperative planning and each plays a role in the buyer’s journey.
Follow these tips to move your sales and marketing toward aligned relationships:
- Encourage communication to improve relationships between teams. You can do this by holding regular meetings to discuss opportunities or problems. Make sure it’s clear to everyone who to call when there’s a problem.
- Create projects where sales and marketing can work together. This helps them understand each other’s way of approaching and communicating with prospects. This also helps them become involved in all stages of the sales process.
- Appoint a mediator that both sales and marketing trust. The liaison can resolve conflicts and share the view of each team with the other.
- Encourage feedback between the groups. Many marketers complain that sales reps don’t share their ideas or experiences. Salespeople say they don’t have time to share information. They have quotas to meet, after all.
These are just a few ways you can align your sales and marketing teams for increasing your ROI. Always encourage open communication and developing trusting, working relationships.
Help Sales and Marketing Work Together
Encourage your MSP sales and marketing teams to collaborate and guide your prospects through the sales funnel. It’s critical that they work together for achieving success from customer engagement, cohesive buyer’s journey, to the final conversion.