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5 Tips for Sales and Marketing Harmony | Manufacturing Marketing

5 Tips for Sales and Marketing Harmony

Sales and marketing fight like cats and dogs.

Sales and Marketing Cooperation Means Increased Revenue

Friction and mistrust have been part of sales and marketing ever since they have been viewed as separate. While this may be common and generally accepted, the reality is that revenue suffers as a result. Changing the status quo is well worth the effort. The following statistics and tactics are from Sherry Lamoreaux and her post on Act-on Software’s blog:

A December 2011 report by Aberdeen Research showed that companies that are best-in-class at aligning marketing and sales:

  • 40% of the sales forecasted pipeline is generated by marketing, compared with 22% among Industry Average companies and 13% for Laggards
  • 31.6% average year-over-year growth in annual company revenue, versus 18.2% for the Industry Average and a 6.7% average decrease among Laggards

So, perhaps that stunning revenue growth could be an incentive to find ways for sales and marketing to be more cooperative? Here are five tactics to do just that:

1. Marketing should reach out to sales

Marketers are the communicators inside an organization. If the relationship between sales and marketing is adversarial, it’s appropriate for marketing to reach out to bring both sides together. Someone has to take that first action; be proactive.

2. Managers should meet regularly

Aberdeen’s study showed that meetings between sales and marketing management in the higher-performing companies occur 69% more frequently than at all other firms (average of 1.89 meetings per work week vs. 1.12 meetings per work week).

Meeting regularly outside the office is one of the most productive activities you can do. A lunch or coffee will offer a casual atmosphere to talk and understand each other’s point of view. Do something together once a month. Both sides should be committed to making it happen.

3. Marketing should sit in on sales calls

This is often called a “ride-along.” The purpose of this exercise is to observe how your qualified leads and sales interact. You might come away with some ideas on information you can provide sales during the lead hand-off, or you might have recommendations for sales on how they communicate with the leads you pass. You might learn something new about which messaging is most effective, or what real customers really want.

Whatever you call it …”walking in someone else’s moccasins” is a good idea. This is an essential activity and should occur on a regular basis.

4. Over-communicate with each other

Of all the potential challenges both sides will face as they work together, communication should be the easiest to solve.  If a problem crops up, ask for a meeting and talk about it. Otherwise, the issue could fester and harm the relationship.

Another excellent type of communication is to make sure the sales team is aware of new developments in marketing. You could create a weekly email to sales with the latest information about campaigns, new marketing materials, or anything else that could affect sales.

No Fighting Please

5. Get CEO buy-in

Cooperation often happens more frequently when the CEO mandates it (no surprise there). Let the CEO know what both sides are doing to work together, and get buy-off and support.

photo credit: NaturEscapes Photography via photopin cc


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