Mobile commerce is an important aspect of sales, and consumers utilize it constantly (peep the rise of Amazon and other big online retailers).
Inbound Marketing Blog
When I first started hearing about this idea of sales and marketing being a strained relationship, I didn't really understand. At that point, I think I had just been very lucky that all my experiences with marketing and sales alignment were positive. It was just a big ol' love fest over here at Tribute Media.
But I've seen the data. I've watched some of our clients struggle. And ultimately, the proof is in the numbers in the State of Inbound report.
Only 22% of respondents reported that their teams are tightly aligned. Forty-four percent report they are generally aligned, which isn't a bad place to be.
However, for as many people who feel tightly aligned (22%), there are even more (25%) who report some contention in the relationship between sales and marketing (either that they are rarely aligned or misaligned).
For those looking to improve the relationship, alignment and general understanding between these two departments, here are a few super simple ideas to get you started.
Years ago, in a different life, I was a sales manager in a different industry. I had ten sales associates working for me in outside sales. We won some and we lost some.
Whether we won a deal or lost a deal, I would ask my sales rep to debrief. I wanted to know how it all worked out. I was always much more interested in the reasons we lost deals than the reasons we won deals.
In that highly commoditized industry, more often than not, the reason for losing a deal came back as, "We were too expensive."
That always frustrated me; not because we were over-priced but because the sales rep didn't understand that price is only one part of the buying decision. It's usually not even the most important part.
Let me get to the switch on that bait right off the bat. Your sales pitch is probably okay. What really sucks is your sales approach. But, that might not make you feel any better.
The sales world is changing. In my opinion, the consumer isn’t really changing but, instead, the options available to consumers in they way they buy makes the consumer realize they don’t have to put up with the crap traditional sales people spin. Inbound marketing has changed the way people buy and if sales people are still using the old methods of selling the consumer simply gets angry.
We have a philosophy here at Tribute Media- client success is our top objective. When I meet with a client, I want to learn about them, their business, their business goals and objectives, and how we can assist in making those goals and objectives come to fruition. We do not take on an account unless we are confident we can help our client be successful. At times, that could mean turning someone away. In order to maintain the level of integrity that we all believe in at Tribute Media, we have determined that a few prospects would not be a good fit, and ultimately declined the opportunity to work with them.
No matter the industry, brand or product, all businesses have one common goal: to get their product or service to their target audience. With how widespread social media is now, it's safe to say that people who are shopping online are also using social media to some degree. So how does the knowledge that online shoppers use social media become important to a business? How does social media affect sales?
A study called "Engaged Social Followers Are Your Best Customers” sheds some light on how social media can affect business. The first thing is to look at the four-step life cycle of the social media follower and how the social touchpoints play out. Here are the four stages of the journey.
1. Discover a company and products.
2. Explore whether what the company offers is right for them.
3. Buy your products and services.
4. Engage with the company, and with their friends and peers, after their purchase.
Traditional marking strategies will get your B2B marketing only so far. Today’s business has to think outside of the box to grab the attention of not only the business but also the decision makers. B2B digital marketing has a tendency to feel boring and mundane, but that does not always have to be the case.
Have you ever met a sales person that actually put your mind at ease? One that you felt you could trust? A “give it to you straight” type of person? Do you find that most the time you’re on guard fearful of what they are going to “trick” you into? Do you find yourself overpowered by the sales person who is so overly excited that you find yourself just as excited only to walk away thinking, “Why did I buy that”? What happened to a handshake being is as good as your word? What happened to a fair price for goods or services? What happened to a process where a genuine provider fills a genuine need?
Throughout my career, I have witnessed sales people spend so much time on learning the “tricks” to sales or figuring out how to “close the deal”. When in reality the process is quite simple. You ask your prospective client good, and genuine questions to see if you can solve a problem. If you can solve it, then you give the customer exactly what you committed to. Have confidence in that your prices are fair for the services provided, and your customers will walk away delighted. No need to add false promises, no need to make your product or services “sexy,” simply become the best at what you do for a fair price, and then deliver on your word. Let’s bring back the days of a handshake is as good as your word. Let’s bring back the Spirit of the Old West.