Category Archives: Sales and Marketing Integration

Attention Content Marketers: Is your CRM as Detailed as your Personas?

By | CRM Management, Digital Marketing, Marketing Plans, Marketing Strategy, Sales and Marketing Integration | No Comments

As an effective content marketer, you have put the time into understanding the characteristics of your audience.  You’ve developed and validated personas. You or your strategist has created an editorial calendar that will knock clients’ socks off. You’ve produced exceptional content. You’ve written targeted messaging to introduce that content. You’ve got a plan to get it out to the masses.

But are you sure your team can effectively execute on your strategy?

Have you closed the reporting gap?

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Top 7 Things to Look for in an Outsourced Sales Partner

By | Sales and Marketing Integration, Sales Strategy | No Comments

An outsourced sales partner should be just that – a partner in your business, bringing more to the table than just selling. Although sales experience and expertise is crucial, a good partner should also have open and transparent conversations with you. Organization, consistency, and diligence should be apparent in all their approaches. Some other key factors to look for include:
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How to Know When a Lead is “Sales Ready”

By | Sales and Marketing Integration, Sales Strategy, Sales Tips | No Comments

Today, leading companies recognize that content marketing is a great strategy to generate new leads.  They also recognize that prospects are unlikely to be converted into customers after simply reading a few blogs or infographics. A talented sales representative must reach out to leads and guide them through the buy cycle.

Traditionally, sales executives spent a lot of time interacting with unqualified leads—individuals unlikely to ever become customers. Fortunately, today’s leading business growth teams have developed effective strategies for connecting sales reps to the perfect lead.

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Is Inside Sales Changing Business?

By | Sales and Marketing Integration, Sales Tips | No Comments

The inside sales rep is changing the business landscape.

The popularity of inside sales is growing rapidly, and for good reason. The inside sales model provides unique advantages, such as increased call activity and lower sales costs. It allows companies to scale faster and reach leads more effectively. Yet, while inside sales provides these benefits and more, there are still those who struggle to understand its value.

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A Critical Step to Hold Better Sales Calls

By | Sales and Marketing Integration, Sales Strategy, Sales Tips | No Comments

salescall_download_btnThe discipline of sales is constantly evolving. New technologies, metrics, and tactics are created every day to help sales teams create an edge in the sales process.

One thing doesn’t change—preparation is essential.

99% of customers want salespeople who contact them to research their business and industry. Clearly, preparing for sales calls is a non-negotiable. So why do only 20% of sales calls involve a completed pre-call plan?

A pre-call plan is the first step to closing the deal. It lays the groundwork for delivering a professional, convincing message, and clarifies the questions that should be asked.

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The Importance of the Inside Sales Rep

By | Sales and Marketing Integration, Sales Tips | No Comments

Historically, many organizations have severely undervalued the importance of a well-established inside sales team. The old way of thinking would sound something like this:

“Field Sales is more strategic, meeting with C-level executives and developing strategic business innovation to help them grow their business, versus inside, which is more quantity but not as in depth the majority of the time.”

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