To highlight your brand or product today, you need to be constantly in tune with the sudden changes in your audience's consumption habits, and that's where sales technology comes in.
With the integration between marketing and sales departments, your company can enhance its strategies and achieve the best results when qualifying its leads through the sales funnel.
To better understand how to implement this concept in your sales strategies, in this article, we will discuss what sales marketing actually is and how it can enhance revenue generation for your company.
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What is sales marketing?
In a simple definition, sales marketing is the fusion between the words “sales” and “marketing”, but more than that, it is the concept that promotes the union of these two departments within a company.
And the idea behind sales marketing is precisely to align both sectors, with the aim of prospecting more customers and generating revenue for the company. Therefore, the concept of sales marketing is linked to inbound sales, promoting a strategic and more analytical look at the sales and marketing teams, their goals and the data they collected about potential customers.
Subsequently, an in-depth analysis of this data can greatly help teams to draw up more solid action plans and take more assertive and safer decisions when attracting customers.
Therefore, it is extremely important that both teams work collaboratively. Of course, each department still has its individual objectives, but priority should be directed towards cooperation between them, so that lead qualification is more cohesive and leads to conversion.
Finally, promoting this synergistic action between sales and marketing aims to increase revenue generation, but even so, other benefits are also part of it.these integration of processes, such as encouraging teamwork and a sense of cooperation among all employees.
To go further, check out our BrainTalks here, in which we talked about Revenue Ops and how process integration positively impacts department productivity.
Potential strategies
To better exemplify how to implement sales marketing concepts and practices in your company, we highlight some strategies that will be essential for unifying sales and marketing teams, as well as enhancing the capture of new leads and, ultimately, increasing your revenue!
1. Promoting a sense of team
The sales and marketing teams, although different from each other, are working hard to achieve a common goal, converting leads and generating revenue.
Even with the differences between teams, for the application of sales marketing to be successful, it is necessary to instill in the teams that the purpose for which they are working can be achieved in a more optimized way, from the moment they start working together.
The unification of these departments can be done by raising awareness among employees, so that they are aware of the greater purpose that everyone is seeking. In this way, some internal relationship practices can be of great help, such as:
- Promote integration dynamics between teams;
- Facilitate communication processes between departments;
- Establish coexistence actions between both teams;
Basically, to implement a successful sales strategy, you first need to build a strong team that feels good working as a team.
2. More collaboration, less competition
Complementing what we mentioned above, collaboration between teams is essential for the implementation and smooth running of your sales strategies.
Yes, a little competition has always been part of everyday life for sales and marketing departments. However, this should not be taken as a rule, as the objective is to promote unity and collaboration between them.
Both marketing and sales teams are already accustomed to a culture focused solely on goals and results, which ends up generating the idea that rivalry is part of the entire process.
For this reason, encouraging the deconstruction of this idea that teams must compete against each other is essential for sales marketing to be implemented successfully.
Clearly showing teams that their results can be optimized and processes can be facilitated as soon as they assume a more collaborative stance is a way to convince them to help each other more and more.
3. Automate marketing processes
Using tools that can facilitate both teams' access to important data about their customers and leads is a crucial practice for the good performance of their sales and marketing strategies.
No withholding information from the marketing department to the sales team and vice versa!
Both must be properly equipped with this data, as, with this information, they will be able to better interpret the leads and develop more effective action plans.
Therefore, adopting an automation tool that centralizes data for all teams is essential. The more aligned the teams, the less noise and complaints there will be in both deliveries.
Using a CRM platform, for example, the customer and lead management process eliminates unnecessary bureaucracy and makes access more dynamic.
Read too:
- 4 tips for audiovisual production of digital content
- The 8 essential tips to improve your CRM. Check out now;
- What is a diagnostic evaluation in marketing strategy?
Ways to generate income
Now that the purpose of sales marketing is clear, we must understand how it can impact the generation of qualified leads and revenue for your company.
Basically, from the moment sales marketing is successfully applied to your sales strategies, internet sales or in other ways, your leads' perception of your company improves, as the optimization of processes, the elimination of bureaucracy and a more personalized service for each customer's needs are decisive factors for them to advance through the sales funnel and continue your shopping journey towards conversion.
Therefore, sales marketing, when well implemented, will be able to determine predictability in the processes and results of your strategies and campaigns, based on the opportunities generated by your marketing team and offering a much clearer view of your ROI (Return on investment) and CAC (Customer Acquisition Cost).
Summary:Vendarketing aims to unify sales and marketing departments, in order to facilitate internal processes, as well as provide better service to your customers and leads. Therefore, the main goal of implementing the sales marketing concept is to increase your company's revenue by offering better services that facilitate the purchasing journey of your leads.
To delve even deeper into the subject, check out our other post on Revenue Operations, how process optimization can be the key to increasing your revenue generation.
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