Over the past few years, we’ve observed innovations in technology that have drastically changed the digital experience for people all over the world. More people are using mobile to access the internet than ever before, newsfeeds are packed with content, and bots are redefining what it looks like to complete the most common of online tasks.
And as technology changes, the inbound marketing methodology must evolve with it.
Back in 2011, the Aberdeen Group released a study that claimed highly-aligned organizations achieved an average of 32% year-over-year revenue growth, while their less aligned competitors saw a 7% decrease. Today, smarketing continues to serve as one of the largest opportunities for improving business performance.
While aligning your sales and marketing teams sounds like a no brainer, it’s not something that’s going to happen overnight.
What’s the worst slimy sales tactic you’ve run into? Was it an overly aggressive “Buy Now!” pop-up, or maybe a late night cold call that sent shivers down your spine? Sadly, I’m sure there’s been far more than any of us want to remember.
I’ve been outspoken about the ineffectiveness of slimy sales in the past. Look, I get it. I know 42% of sales reps admit to struggling with prospecting.
Have you ever seen a basketball team abruptly go ice-cold during a game? Out of nowhere, they’ve missed 13 straight shots and are down by 20 points. As the team heads down the floor for their next possession, you think to yourself, “This time they have to score. They’re due.”
Business emails: Easy to send, difficult to perfect.
Professionals receive an average of 88 business-related emails a day, according to the Radicati Group’s 2015 Email Statistics Report. So how are you supposed to stand out?
As a marketer, you work hard every day to generate, qualify, and deliver leads to your sales team. You can’t afford to let your leads flounder after you hand them off.
Unfortunately, thanks to today’s hypercompetitive sales landscape, prospects are inundated with more information and content than ever. In other words, your dry, jargon-filled deck isn’t going to cut it anymore.
Marketers and salespeople are the most critical links to a company’s customers. And the moment inbound marketing was implemented into your organization, your marketing department merged with the sales department. They are no longer separate, working on different islands. And they must work together at each stage of the sales funnel.
The alignment of an organization’s sales and marketing efforts is a crucial strategic imperative for companies that desire sustainable growth. Despite the evidence of improved business performance, it’s still a rarity to find an organization that has and maintains full alignment. The good news is that the issue is getting far more attention than ever before, and more organizations are making progress.
A joke is a great way to kick off a meeting or call, but nothing’s worse than delivering a quip that doesn’t get laughs. That’s why many people sidestep humor in professional situations entirely — too risky.
My interest in smarketing best practices started when our Latin American sales team grew a ton in just a few weeks. Suddenly, communication between Sales and Marketing was much harder to get right. When we were a smaller team, I could meet 1:1 with each salesperson and talk about how we could help generate more (and better) leads … but that wasn’t scalable as we grew.
There’s a really big difference between passing off leads to your sales team, and passing off qualified leads to your sales team.
While a mixed bag of leads will often leave them tied up on calls that won’t translate to much for the business, a list of qualified leads will set them on a path that might actually result in a sale.
What’s the best way to separate the good from the bad?