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New research from LinkedIn™ shows that there’s never been more aware of the need for sales and marketing alignment. Sales and marketing teams worldwide are working harder than ever at making their relationship work.
However, like any relationship that matters, the one between sales and marketing requires commitment, shared goals and a clear plan for getting there. Those that have the right approach are able to unlock more effective customer acquisition, greater customer loyalty and significant improvements in financial performance. Others end up frustrated that, despite their efforts, sales and marketing can’t seem to click.
True sales and marketing alignment can make your businesses unstoppable. That often comes at the expense of competitors who can’t take their own sales and marketing alignment to the next level.
Our LinkedIn™ experts can work with your sales and marketing team to discover:
- The benefits businesses are reporting from increased collaboration between sales and marketing and how you can benefit your business.
- The risks of failing to move the relationship forward and how this will impact your business.
- The biggest opportunities for improvement in sales and marketing alignment.
- The changes that are proven to bring sales and marketing closer together – and the tactics that fail to deliver results.
Those that struggle to take the sales and marketing alignment to the next level don’t necessarily lack enthusiasm – but they may well be pouring their energy into the wrong tactics.
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Linkedin™ Hack Marketing & Sales Alignment: The Impact On Customer Acquisition
In a competitive business landscape, any form of advantage is vital. Advancing the sales and marketing relationship doesn’t just improve morale, productivity, and efficiency – it delivers measurable gains that boost the bottom line. The ability to form sales and marketing successful departments divides businesses that grow sustainably from those that don’t.
One thing about B2B marketing is the target audience’s change has gotten younger and it’s more and more the millennial market and marketers don’t really realize that in a lot of places.
The outdated approach of cold-calling wastes so much time and energy that sales teams still following it are doing themselves a disservice. It’s no wonder organizations that embrace social selling are achieving better results by spending more time targeting, researching, and qualifying prospects.
With such low receptivity to cold calls and emails, sales professionals need to be incredibly persistent to accomplish much against those odds. And the sheer amount of rejection inherent to this method isn’t exactly great for morale.
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Social Selling Enables a Precision-Based Approach With The Right Targets
It’s not that emails and calls have no place in today’s sales toolbox; it’s that an undisciplined, lazy approach to those tactics yields dismal results. In other words, you get out what you put in.
Contrast this with modern sales organizations that methodically close more deals and drive higher revenues by investing time upfront to learn about and engage prospective buyers before trying to pitch them on a product or service.
When it comes to prospecting, effective sellers begin by narrowing down their target list. Rather than casting a wide net and sifting to find the best of the catch, they are very discriminating about which prospective customers to pursue.
Working from your organization’s ideal customer profile, your reps can set filters by industry, roles, and skills to search for the most fitting LinkedIn™ members. To narrow down the list even further, they can use parameters such as titles and geographic locations.
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Linkedin™ Hack Marketing & Sales: A New Era of Selling and Buying
Buyers now expect sales professionals to have a grasp of who they are when they reach out. And they’re right to expect this; considering the amount of information and the variety of tools available online, there’s no excuse for not coming with customized insights.
The most successful social sellers tailor their initial outreach to coincide with each prospect’s professional objectives and personal interests. They do so by reviewing LinkedIn profiles and activities, tracing their connections, visiting their company’s website, and conducting a Google search to unearth priorities and initiatives.
It’s these types of insights that make it possible to engage with prospects on a deeper level than simply asking if they’re in the market for your solution. By understanding how to research, your reps will be able to confidently share ideas and recommendations that can help prospects achieve their goals.
By demonstrating an interest in buyers and their priorities, your reps can get a jump start in establishing trusted relationships with prospective customers. Combined, the practice of carefully targeting prospects, researching to uncover connection opportunities, and qualifying yields far better results than traditional outbound sales tactics. The numbers do not lie.
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Isn’t it well worth your team’s time (and dignity) to expand prospecting efforts in a way that is proven to drive strong outcomes than to keep hopelessly persisting with cold outreach? Social selling isn’t just a tactic, it’s a mindset. It’s about meeting prospects and customers where they’re at with personalized and authentic interactions.
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Personal & Company Branding Hack Marketing & Sales
