Let's start with an analogy that has become so overused that it has almost become a cliché. A company is like a complicated piece of clockwork: for it to function properly, all areas need to do their job correctly. So far, nothing new.
But, with just a closer look, we can see that this explanation is missing something. Not only is it necessary for each area to do its job, but for all of them to be related and work together towards the same goal.
It is very common to see certain rivalries between different areas of a company. It is common to hear the legal area complain about the HR processes and Communications ask for more support from Management. But perhaps the clearest example of these problems is in the relationship between the marketing and sales departments.
Since sales and marketing work closely together in most companies, it is common for them to come into conflict. The typical argument goes like this: the sales department complains that marketing is not generating enough quality leads, and marketing criticizes the sales team for not working hard enough on each lead they receive. Being part of these conflicts sometimes leads to the fact that both areas are part of the same team.
To end these problems, it is essential to change the way these two teams b2c cell phone number list are conceived. By eliminating conflicts and focusing on group goals and teamwork, both teams will be able to concentrate on what really matters: generating profits.
It might seem like a very simple thing. “It’s just a matter of both teams working together.” Yes, of course, but how can this be achieved? To create a system that is truly effective, what we propose is to create a Smarketing (sales+marketing) team.
The first step to achieving this is to promote constant and open communication. Encourage the sales team to give feedback on the quality of the leads they receive. This way, the marketing department will know which type of leads are most willing to do business and can work on it.
On the other hand, encourage the marketing team to support sales with sales calls, either with data or with ideas that have emerged in the process of qualifying each lead. These simple actions will make both teams feel that they are working towards the same goal.
The second step you need to take is to create a constant flow of information. Your marketing team probably uses specific software and your sales team has a CRM. Both platforms are full of information that would be useful for both teams. By integrating them into a single flow of information, everyone involved in the sales process will be speaking the same language and using the same data to plan their activities and strategies.
