Branding

Marketing enhances sales efforts

As you may have read in the first part of this campaign, a high-value prospect hit a wall in his Customer Decision Journey. Because SPOC’s sales and marketing teams were aligned, the materials he needed to continue his journey could be tailor-made in short order, AND with that alignment in place, the sales team, which helped develop that creative, understood how to effectively and successfully make it a part of the presentation.  

The effort was indeed a success. Together the sales and marketing teams helped the customer overcome his concerns about SPOC being able to service a large company and all the products it would purchase. 

It sounds simple, right? Marketing produces on-point materials. Sales uses them effectively. Client sold. BAM!

Challenge:

To help a high-value prospect over a late-stage barrier, the sales team needs marketing materials created quickly and specifically for this prospect’s point in the CDJ.

Result:

A New Direction

However, getting the sales and marketing teams ready for this sort of quick-turnaround, demanding sales effort began years before. Such an initiative requires breaking down the silos that often exist between sales and marketing teams. It involves a deep dive on how to determine what constitutes high-quality leads and how to sell to them, and how to help move less-ready prospects through the CDJ. That kind of nurturing calls for digital tools to locate and market to those leads, not to mention the research to find the tools just right for the needs and budget of a given sales operation.

Then, when it comes time to close, alignment helps ensure the sales team has materials made for that specific client, that are specific to that client’s whereabouts in the CDJ. Sales alignment even assures there’s training provided on how to use those materials.

That type of alignment initiative calls for an informed agency partner that can guide sales and marketing teams through a labyrinth of questions and decisions. A partner that itself understands its client and products, as well as its competitive landscape, and remains up-to-date on the many tools that make today’s digital marketing all the more effective. 

That agency partner is FitzMartin. We invite you to learn more about our three-step Sales and Marketing Alignment process and to give us a call for more info. Your teams will work together more effectively to improve sales and customer satisfaction.