LEARN: HOW CAN YOU INTEGRATE SMARKETING INTO YOUR COMPANY?

Let's learn how to integrate Smarketing into our lives. We will start by commenting on the value of today's blog post title. Although we know it sounds like an advertising spot, it has nothing to do with reality, although our content team decided to build anticipation with it.

That said, we continue our blog series on the topics of Smarketing and Inbound Sales. We invite you to take a look at the previous posts to learn more about these concepts.

Today we want to share, very concisely and clearly, how to integrate the Inbound sales culture into our lives.

“Sales and marketing must speak the same language”

Marketing and Sales teams have one big difference: sales teams are extremely focused on numbers, and marketing teams are not.

To begin with, the best way to achieve integration between these two departments is to have the marketing team's goals shared with the sales team and vice versa.

• Speak the same language:

The monthly or annual goal of both teams must be based on revenue.

• Alignment of stages according to the funnel:

Understand the similarity between the buyer's journey and the average customer lifecycle: marketing and sales must understand that there is only one funnel for both.

• Define what a sales-ready lead is:

This term literally means the customer who is ready to close a deal. This customer fits perfectly with what the company expects from a customer, and marketing and sales must determine together what this means.

• Sharing and understanding buyer personas:

Knowing the buyer personas is essential for good alignment. As for marketing, it needs to know them in order to create content that is relevant and that manages to move leads forward in the funnel. Sales also needs to know each of the personas so that its calls and follow-ups make sense to the leads.

Create a Communication Network Between Teams

Example:

• If your sales team says that the leads the marketing team sends over to sales are not good, it means they do not have basic information such as interaction history.
• If the marketing team is generating many leads but the sales team is not taking advantage of them, or if you cannot measure the revenue results of the latest marketing activities, it is urgent to create this communication network.

Closed-Loop Reporting means that the sales team will report to the marketing team on the follow-up it gave to the leads it received and what the marketing team did with them.

This exchange of information will give the marketing team the ability to focus on the best lead sources.

It is a comprehensive way for marketing and sales teams to give and receive feedback on their actions. This information improves contact with leads and increases ROI, among other benefits.

Now that you know a little more about how to integrate Smarketing into your company, if you want to stay informed about Inbound Marketing and Sales trends, subscribe to our blog and the daily newsletter #InboundconDigitalegia. If you want to learn what Digitalegia can do to support you in your digital growth efforts, request a free 15-minute consultation with our experts, and let's talk about your challenge personally.