What happens if you don’t have it?
It’s important to properly manage your leads as they move through the process from prospect to customer. When you don’t have sales and marketing alignment, you’ll find that many of those leads “mysteriously” disappear. If you’re losing leads left and right, it’s a sign of problems in your process.
Without proper sales and marketing alignment…
- Leads disappear into the abyss.
- Marketing and sales teams might make different promises.
- You risk confusing your potential clients.
- Even right-fit leads will have a hard time nailing down information needed to proceed.
HELLO Marketing works with sales team to define the ideal buyer and create processes that not only drive quality leads into the sales pipeline but also keep deals healthy and alive throughout the entire customer journey–even that tricky post intent process.
Sales and marketing alignment best practices
How does HELLO Marketing ensure sales and marketing alignment? We begin with intent, arm ourselves with data, convert with information, and measure results.
Here are a few of our sales and marketing alignment best practices to keep your processes synchronized and convert more leads to customers.
Determine how best to qualify a prospect.
Your best prospects are the individuals and businesses that sit at the intersection of fit and interest. We quantify interest based on digital actions, behavior and data, and qualify fit based on key insights from sales as well as our own buyer persona research. Once we define a sales qualified lead, we establish a scoring system designed to route the hottest leads to your sales team in real time.
Aligning sales and marketing: How we keep your teams seamless
HELLO Marketing does what it takes to meet your sales objectives. Are you getting the wrong leads? We focus your marketing strategy to attract your ideal prospects. Are you losing the good leads? We develop marketing that meets the needs of your ideal buyer and keeps them engaged and moving toward a purchase.
We find the gaps in your sales and marketing process, focus on the marketing side, and keep the engine moving smoothly.
Here’s how we do it.
Assess your current process with questions like:
- Do you have a clearly defined sales strategy?
- How is your team organized?
- What does the sales process look like?
- How is marketing incorporated?
- Where is there misalignment between the buying process and the sales process?
- At what stage are leads falling off the map?
Perform buyer research
at the persona and account level to identify who’s in your market and ready to buy and which roles to target.
Build a lead scoring system
based on data and research to help you prioritize leads.
Design sales enablement content
to equip sales at each deal stage.
Answer critical questions
that your sales and marketing team needs to know to align goals, resources, and targets.
Create custom tools
to help marketing and sales work together, such as sales portals, web content, ads, and more.
Set up and train your teams on the HubSpot CRM
to keep your pipelines in one place, avoid roadblocks, and manage your inbound leads.
sales and marketing alignment to ensure things are working well and refine as needed.
At HELLO Marketing, we focus on results and long-term success by paying close attention to measurable data and ROI. When your business has sales and marketing alignment, your numbers will reflect it.