Are your sales and marketing teams working properly to make the most of your business’ resources? Believe it or not, more than 50% of your B2B sales leads are not being converted properly because these two teams are not properly coordinated.
What happens when sales and marketing teams don’t cooperate with each other? Here are just a few examples of what could happen.
- The sales team are having a hard time converting the leads sent by the marketing team because the marketing people are suddenly aimed their b2b lead generation campaigns at a different demographic because they believe this is an untapped market. Unfortunately, they forgot to inform the sales department!
- The marketing people keep calling business leads in their telemarketing list asking whether they need your type of services when these leads have already been converted. The sales people forgot (or didn’t know they have to) to tell the marketing people about the close and the new clients are now getting annoyed!
- Sales representatives keep rushing the business leads about when they would be able to make the purchase because, unfortunately, the marketing team forgot to forward the budgeting information of the prospective business lead to the sales department!
These are just a few of the mishaps that could occur should your sales and marketing people fail to coordinate with each other. To avoid these, you must encourage your teams to do one simple task: have regular standup meetings.
Daily or weekly standup meetings can go a long way of improving your business. Your marketing team can do a more effective b2b lead generation campaign if they get regular feedback from the sales department about the quality of the leads they receive. This will also help improve other functions in your sales process such as doing a more successful b2b appointment setting campaign or discovering better lead generation methods to use. Standup meetings are better because, the term implies, your employees will be standing throughout the discussions. This helps everyone get straight to the point, allowing more topics to be discussed. Standup meetings take less time to conduct compared to regular meetings, so your people can right back to work and accomplish more tasks.
Once your sales and marketing people make it a habit to regularly coordinate their data, you will benefit as much as your business sales leads. Information about your b2b leads researched by your marketing team such as the problems, spending budget, implementation procedures and the like can be used to the advantage of your sales team and close deals faster. Consequently, once the sales team have converted a lead, they inform the marketing team so that the b2b sales leads are added to the CRM system and their client information updated. Now your marketing team can call clients for upsell offers which will be more appreciated by your clients.
You can also hire or outsource to a professional b2b lead generation company so that your company can completely focus on closing the deals. Good lead generation firms have regularly updated CRM tools which is all your sales people will ever need.
Make the most of your lead generation and appointment setting campaigns, have your sales and marketing teams coordinate regularly or outsource to a reliable lead generation company and minimize your management tasks.