Are you Smarketing??
No, I’m not just making up words I promise. Being a Smarketer…or in fact Smarketing, is a real thing!
So what is it? Why do you do it? And how?
Smarketing is the what happens when you integrate the sales and marketing processes of your business. And when you think about it, it seems obvious that you would do that surely?
But I can guarantee if you looked at the objectives and goals of your sales and marketing teams, they are unlikely to be aligned.
If you picture two sections of pipe. One is marketing and the other is sales. How well you fuse them together will dictate what ‘leaks’. Therefore, if your processes aren’t aligned, you could be losing valuable opportunities.
A recent study showed that revenue growth is 70% more common in B2B organizations who have a closely aligned sales and marketing strategy
So how do you successfully align these two areas? Check out our top tips:
Agree on a common objective
It is important that as a smarketing team you agree on a common objective. A goal or a target that you collectively look to achieve through your collaborative activities will give you something to focus your activities around. Discuss how you are going to reach this objective and also put in place any metrics that will be key to measuring your success.
Create a shared marketing funnel
Get rid of your ‘marketing funnel’ and ‘sales pipeline’ and create a shared marketing funnel. In a shared marketing funnel, you will still have the same steps that would be typically found in a sales pipeline, the difference is how your activities relate to one another and also how your teams interact. Whilst you may have different responsibilities, you can work together and use one another’s strengths in order to gain the best outcome.
Communicate & Share Ideas
Good communication will be key to your joint success.
When looking at your shared objective, discuss ways in which you can bring your individual strengths to support one another’s work.
Have a particularly tricky prospect you are struggling with? Look at their socials, do some research into their values & interests and decide on a strategy on how to approach them. Is this on the phone, sending an email, at an event, or via socials? By collaborating together, you can both win!
For more information on aligning your sales and marketing processes, get in touch with us on 03300 580 562