“How can marketing and marketers help salespeople be more effective? What can marketing do to help sales (the department)?”
Marketers and sales professionals should be - need to be - aligned in common objectives. To do this, marketers provide help in three ways:
- Analytics: visibility into what’s working
- Data Integration: helpful intelligence on every sales prospect
- Enablement: create content that helps sales reach out frequently and provide real value
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In today's you ask I answer Sandy asks, How can marketers help salespeople do more be more be more effective.
So three things. First analytics marketers can provide analytics to salespeople provide data to sales people that help them understand what the prospects are really interested in what's working to drive leads, so it particularly in a b2b organization or any organization with a complex sale because remember, there is no such thing as b2b or b2c. There's only simple or complex sales simple sales transactional sales right so you have a pack of gum. That's a very simple transactional sale you there's there's not a lot of prospect nourishment in the world, compared to buying a house or a college education or a jet plane or car or SAS software so.
First complex sales industries sales professionals want to know what's working, where are our leads coming from the old Glengarry Glen Ross the leads a week living would say
so what's driving leads what's driving audience attention what's driving conversion from a lead to an opportunity and from an opportunity to sail the attribution analysis that you do has to help a salesperson understand. Oh, I totally get now that webinars are actually an important part of what we do, or I totally get that video is an important part of getting
a lead to become an opportunity, they've seen our videos they go, Oh, I really want to buy a house from these folks. I'm going to go ahead and and I trust them their, their information their videos has been good. So analytics is the first part second part is integration data integration
Want to understand what a prospect is actually interested in and the path that they got to becoming a lead or an opportunity and this is where a lot of systems, particularly the integration of web analytics marketing and marketing automation and CRM software often falls down when the system is are not connected properly or well
you don't get the information from point A to point B. And so when a salesperson sees a new lead coming, they're reading on their phone or whatever. Go. Well, what does this person, not even one or or how do I know what's on this person's mind
ideally if you read in your CRM software hot this person visited the about page. The team page and they spent the most time on product X's page when I go to reach out to the person and say hey to getting in touch you filled out a form looks like you're interested in product x, is there any questions I can answer for you on product x and that will help the sales professional be much more.
in tune and enable to build rapport and build relationships faster. One of the key things that sales professionals have to do at least good ones is build that rapport with a prospect as quickly as possible to build that trust as quickly as possible and the more information that marketing can provide to a salesperson about how a prospect behave, the faster they can build that rapport. So that's number two data integration. Third is sales enablement so you know when you've got a a salesperson who's kind of starving for content when they send out emails that just say, hey, just touching base, seeing how things are going right there's no real value there and we're all smart working professionals, we know what the sales professionals trying to do. They're trying to remind us that they exist and that we should consider buying from them but a quick hey how you doing
is pretty transparent it's it's pretty obvious what's going on there.
The more that we provide sales with content with stuff that's an actual value, the easier it is for them to reach out, they can in their email, they can say, Hey, I was thinking of you and I have our company just published this great piece on how to
how to improve your gas mileage in your car by two miles per gallon every day of the week, which by the way is inflate the tires to the maximum is safe limit of the tires, not the recommended limit the recommended limits to make the car feel like a smoother ride but not fuel efficient
and so by creating content for sales purposes marketers can help salespeople have those conversations and much more easily and and and give value with every interaction. If I'm reading an email and there's something to legitimately have value and used to me as the customer potential customer. All right. You know, I'm going to read this person's emails I know they're selling I know they want me to call them back. But that was actually useful. That was actually helpful.
This piece of content. So if we provide salespeople stuff that gives them a reason to reach out that gives them a reason to to make the call, or to send the email or to hang them on social we will help them significantly. Now here's the catch
the content has to be exclusively for the value of the prospects. It cannot be sales material in the sense of like, Hey, here's another product data sheet nobody wants that nobody enjoys that not nobody I'm sure there's someone somewhere rule 34 at all. But for the most part, nobody wants that. So what we need to create as marketers is content is exclusively for the value of the audience
Marcus Sheridan wrote a great book called they ask you answer which is where you ask I answer came from because it is all about providing value to the audience of we can provide value to the audience through answers to questions and things that will be of help the definition of thought leadership that I used to a lot of people talk about let's make some thought leadership.
content is our thinking as marketers stuff we create helps you the customer lead thought leadership I thinking helps you lead. So if we can create stuff that is a value that helps you make better decisions
you will implicitly understand we have an expertise in that area, but also we will give our sales folks a reason to reach out and say, hey, we've got this new thing thought it might be useful to you. Please check it out. So those are the three areas that marketing can do can use to help sales analytics first providing good insights as to as to what's working data integration to add it so giving sales professionals at the individual level the opportunity to understand why this person is in their, their CRM and then sales enablement as the third party creating content for sales purposes that is exclusively for the value of the audience that so that they almost depending on how good your content is they may actually want sales people.
Reach out to them because the content is so good, that's the that's the gold standard, the high water mark that you're going for. As always, please send your questions to the US guy answer link in the show notes. If you have questions that you want me to answer. Subscribe to the email newsletter and to the YouTube channel and talk to you soon. Take care.
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