Define the sales process
Before you can think about 360 marketing , you'll need to get marketing and sales to work together to meet common goals. While both departments are responsible for different aspects, the ultimate goal for both is to increase sales and the company's profits.
By defining a sales process, you'll make the need to work together visible and consistent for both teams. To achieve this, you should follow these steps:
1. Get teams on the same page: In most cases, the first problem that arises when defining a sales process is conflicting opinions between marketing and sales. Perhaps both teams differ on the stages a lead must go through to become a customer, or they may even use different terms to describe them.
Focus on the needs of each area to build a process that everyone can agree on. You can take the following as an example:
Sales cycle
2. Define what a qualified lead is: If the marketing and sales teams have already agreed on a general sales process, it is time to start refining and solving those details that could cause problems in the future.
It makes sense that marketing and sales have different needs and that each of these consumer mobile number database departments has a different definition of “qualified lead.” As with the previous point, you need to address this by paying attention to each team.
What does sales need from the leads that marketing delivers to them? It is important to define what profile each prospect should have, what information they should know and what steps they should have taken before being handed over to sales. Knowing this, the marketing team will be able to focus their actions to the maximum and get the best results.
Although it may seem obvious, it is important to note that any definition that results from this process must be based on data and not on speculation or sales instincts. Use all the data you obtain from marketing software and CRM to ensure that your work is tied to reality and will be useful in the future.
3. Develop an agreement between departments: With the previous 2 steps you will have a defined process that will meet the requirements of the marketing and sales teams.
The next step is to create a true commitment between both teams to meet joint goals. In this agreement, the marketing department agrees to deliver a certain quantity and quality of leads each month to help the sales team meet its quota. In exchange, the sales team agrees to follow up on those leads in a timely manner and make a certain number of contact attempts before abandoning the lead.
