Here you are, ready to bridge the gap between sales and marketing teams. They're two departments that sometimes feel worlds apart. It's a common and challenging dynamic: the marketing team crafts the message, and the sales team closes the deals. But the synergy between the two often gets lost in translation.
Why does sales and marketing alignment matter? Because, when these two departments work together, qualified leads improve and revenue soars. You experience a cohesive approach that drives success.
In this guide, we'll explore six practical tips to enhance collaboration between your sales and marketing teams. Whether you're looking to refine existing processes or build new bridges, these insights are tailored for marketing professionals ready to unlock the full potential of a united front. Let's get started!
Why sales and marketing alignment matters
Sales and marketing alignment means a well crafted message is supported by an informed sales team that can capture new business faster.
It's not a one-way relationship either. When working collaboratively, sales can provide real-world feedback to the marketing team about what messages do and don't work based on their conversations with prospective customers, and give more accurate insight into buyer personas.
Sales and marketing alignment also keeps the company ahead of competitors by ensuring that both departments have up-to-date information to strategize effectively.
The alignment between sales and marketing departments leads to better feedback, achieved goals, and increased revenue production. Customer retention can see improvement thanks to a more personalized and consistent experience. Businesses that foster this collaboration close more deals and realize higher revenue, emphasizing the importance of a united approach. Whether through regular communication, shared strategies, or informal team-building activities, collaboration between sales and marketing teams is a key driver of success.
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Benefits of sales and marketing alignment
Improved customer experience
- Consistent messaging: Aligned teams ensure that customers receive consistent messages across all channels, preventing confusion and enhancing brand perception.
- Personalized interactions: A shared understanding of the target audience allows for more personalized interactions, building stronger relationships.
- Seamless handoffs: Effective communication between sales and marketing teams ensures a smooth transition for customers from initial inquiry to purchase and beyond.
Increased revenue and growth
- Targeted campaigns: Aligned teams can develop more targeted campaigns that resonate with the ideal customer, leading to higher conversion rates.
- Enhanced lead quality: By sharing insights and data, both teams can identify and nurture high-quality leads, improving the sales pipeline.
- Improved customer lifetime value: A cohesive approach to customer relationship management can increase customer loyalty and lifetime value.
Improved efficiency and productivity
- Reduced silos: Alignment breaks down silos between departments, fostering collaboration and reducing inefficiencies.
- Data-driven decisions: Shared data and analytics enable informed decision-making, optimizing resource allocation and marketing efforts.
- Faster time to market: A streamlined process allows for quicker product launches and campaign execution.
Stronger brand reputation
- Positive customer experiences: Aligned teams contribute to positive customer experiences, which can enhance brand reputation and loyalty.
- Consistent branding: A unified brand message across all channels reinforces the company's identity and values.
- Increased customer advocacy: Satisfied customers are more likely to become brand advocates, promoting the company through word-of-mouth.
6 practical tips for sales and marketing alignment
So, you obviously want your sales and marketing teams to work together. It can lead to extraordinary improvements in revenue growth and brand reputation. But how do you actually get the marketing teams and sales teams to, well, team up? While it can feel like a battle of competing wills, there are some ways to influence how marketing and sales work together.
Let's start with the following six tips.
1. Set common goals and KPIs
Why: Aligning on shared objectives ensures your sales and marketing teams work in the same direction. Without aligned goals, the sales process can function in ways that don't contribute to ongoing success or marketing efforts can go to waste.
For example, a single member of the sales team might focus on nurturing a specific lead without collaborating with others.
Why? Because they want the commission from converting that lead into a client. (Who doesn't want to earn more money, after all?)
Setting common goals and KPIs highlights the importance of combining groups to create aligned sales and marketing.
How: Collaboratively define clear and measurable key performance indicators (KPIs) reflecting both sales and marketing priorities. These numbers don't exist in vacuums either. They're always connected, because marketing performance generates leads while sales performance generates information that can help marketers target future clients.
How you measure success will likely evolve over time. This quarter, you might want to focus on finding qualified leads you can nurture and convert the following quarter. As your target moves, you must adjust your KPIs.
Regularly review the progress together to discover insights and strategies that benefit everyone.
Want to learn more about harnessing your marketing data? Try these:
2. Foster open communication and regular meetings
Why: An open dialogue helps teams understand each other's challenges, expectations, and needs, enabling a more collaborative work environment.
You don't form bonds with people you never spend time with. Regular meetings "force" members of sales and marketing teams to get out of their bubbles and learn about each other as well as your customer journey. After a spending some time together, they will begin to find common ground that encourages them to continue aligning their efforts.
How: Schedule regular cross-departmental meetings to discuss ongoing campaigns, leads, feedback, and strategies. How often you hold meetings will vary depending on your organization. At the very least, aim for one meeting per month.
Additionally, encourage an open-door policy for informal communication. The sales department should feel comfortable sharing marketing strategies and ideas with the marketing team, and vice versa. The marketing team shouldn't feel that they can't give sales reps insights into nurturing leads more effectively.
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3. Create collaborative content and campaign strategies
Why: Sales teams have direct insights into customer needs, because they speak to leads and customers daily. The marketing team has the expertise to craft messages that resonate with consumers and other businesses. Align sales and marketing functions to complement each other and get better results. Otherwise, you're denying marketers access to information they can use to make campaigns more effective.
How: Involve sales in marketing content creation and marketing campaigns to ensure materials align with customer pain points and needs. Marketers know some of the challenges the company must overcome to convert potential customers, but they don't have daily input from leads and current clients. The sales team has a wealth of information that can lead to more effective marketing campaigns. Don't let those opportunities slip by! Aligned sales and marketing strategies are your superpower.
Also, make sure everyone feels comfortable sharing insights and feedback freely. Naturally, marketing will use some ideas and dismiss others, and that's ok. Thank everyone for their contributions so they feel appreciated.
Related reading: The better way to work with marketing data
4. Implement lead scoring and shared definitions
Why: Misalignment on what constitutes qualified sales and marketing leads can contribute to wasted efforts and missed opportunities. Lead scoring and shared definitions help create a harmonious approach where marketing operations and sales cycles align.
Clearly, you want to encourage free communication for true sales and marketing alignment. Ideally, you want them to focus on communicating helpful information. Otherwise, you could get bogged down in irrelevant observations that don't contribute to sales and marketing alignment.
Lead scoring and shared definitions will make it easier for employees to determine what information to prioritize.
How: Collaboratively develop a lead scoring system and agree on definitions for lead qualification. Ensure both teams understand and use the same criteria for evaluating prospects.
There is a tendency in some sales departments for individuals to develop their own scoring systems, which can happens frequently when salespeople work in isolation.
When you clearly define lead scoring and terms, you encourage people to follow a process everyone can understand. As more sales and marketing team members adopt the lead scoring system and agree on definitions, you should see improved marketing function and more successful sales.
Related reading: How we navigate content marketing measurement
5. Emphasize data sharing and collaboration
Why: Shared access to data ensures that both sales and marketing have the information they need to make informed decisions. Break down data silos so teams can access information that shows how effectively their sales and marketing efforts are performing. Then, they can collaborate to find even better ways to target existing customers, new customers, and qualified leads.
How: Establish protocols for sharing and accessing data related to customer interactions, campaign results, and lead statuses. Informal collaboration is terrific, but you also want a formal process for sharing critical insights as part of your larger sales and marketing alignment. That might involve generating data-driven reports, giving presentations during meetings, and sharing daily, weekly, monthly, and quarterly KPIs.
Encourage transparency and collaboration in using data to guide strategies and decisions. Don't assume everyone knows how to use data-sharing tools. A little training can go a long way! If someone feels uncomfortable using a new tool, they might avoid it and keep following the old processes that don't include sharing ideas across teams.
Related reading: What does data democratization mean for marketers?
Collaboration now! How to build a harmonious marketing team
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6. Sales and marketing team-building activities
Why: Double the teams means double the fun! Okay, this one is a bit less serious. But it holds true that enjoying fun activities together can help break the ice and build connections. When sales and marketing know each other on a personal level, they're more likely to trust each other and collaborate on projects.
How: The next time you plan an after-work event for the marketing department, ask the sales teams to join the fun — and vice versa.
Keep it simple. You don't need to run a sales and marketing team triathlon together. Perhaps an evening of dinner and drinks is enough for everyone to get to know each other and begin important conversations that you can then continue the next day, week, and month.
Other ideas include:
- Visiting an entertainment venue with bowling, laser tag, pool tables, and other games
- Volunteering at a local nonprofit (you can build team camaraderie and give back to your community!)
- Hosting a weekend BBQ with games, prizes, and fun for all families
Not sure what your sales and marketing teams will enjoy? Just ask them for suggestions!
How Funnel approaches sales and marketing alignment
First, let's acknowledge a fundamental truth: sales and marketing alignment is an ongoing journey at Funnel, but it's one we're always working on. To get a sense of some of the strategies we employ, we spoke to Erik Hellstram, Funnel's vice president of sales in Europe.
He echoed the earlier point that goal alignment is critical.
"Marketing is often measured on leads whereas sales is measured on Sales or MRR" said Erik. "The trick here is to find metrics that overlap but that each department can still own. In our case, we both look at MRR from deals in the discovery stage of the pipeline."
Beyond goal alignment, planning plays an equally important role for alignment in Erik's view.
"Sales and marketing should do joint quarterly planning," he said. "What are the customer segments we want to target? What are the campaigns we want to launch? How do we coordinate that across content, product marketing, events and everyday customer conversations? How will we evaluate success?"
And above all, Erik works to avoid the "blame game," which sales and marketing teams can easily slip into. After all, when the sales process is smooth, people overlook some of the holes or inefficiencies. Once, things take a turn for the worse, though, the knives can come out.
"Sales will say, 'The leads were not good quality.' And marketing will say, 'the leads were good, but sales just didn’t convert,'" said Erik.
He recommends to continually track leading indicators holistically across sales and marketing, then setting joint sessions to address issues together.
Sales and marketing alignment needs two things
In the end, it really comes down to two main things: shared goals and good communication. They aren't easy to achieve every day, but by making regular effort toward them, you can begin to cultivate marketing and sales alignment.