Bringing in new customers is becoming increasingly challenging. Often lead generation sputters while marketing and sales blame each other. In this video, we explain in five steps how to address this challenge and improve collaboration between marketing and sales.
Step 1: Start with a joint data analysis of the past six months. Review website traffic, lead conversion rates, campaigns, and sources of inbound leads. Also, don’t forget to collect customer feedback and sales calls to detect changes in customer needs or behavior.
Step 2: Review your value proposition. Is there a gap between what your customers want to solve and what you offer? This is crucial to understand properly.
Step 3: Reassess your ideal customer profile and revise your buyer personas where necessary. Use customer data and feedback to further refine your understanding.
Step 4: Evaluate your customers’ buying and sales processes. Find a balance between the two processes, with customer-centric communication at the center.
Step 5: Adjust your marketing and sales plans where necessary, based on the previous steps. Think about content, campaigns and any tools you deploy.
Finally, keep analyzing the right metrics and repeat this process for continuous improvement. Good luck aligning marketing and sales!
