If you’re serious about increasing your revenue, you need to re-think your sales and marketing strategy. This means you have to tightly align your sales and marketing teams - so both are working toward the exact same goals.
Because the B2B buying process has changed.
Traditional sales tactics are less effective, because buyers are more in control of their buying journey than ever before.
Engage with your potential buyers online, build trust, and let them come to you. You can only do this well if you successfully align your sales and marketing efforts.
In this infographic, we’ll look at some key sales and marketing alignment statistics that show why this is so critical.
Let’s dive into these sales and marketing alignment stats:
47% of B2B buyers view 3-5 pieces of content before engaging with a salesperson.
The simple truth is: buyers want solution-focused content. Is your website giving them what they’re looking for?
If your solution can address your potential buyers’ challenges and help them meet their goals, here’s what will happen:
- You’ll successfully engage buyers, without having to spend hours on prospecting and sales outreach
- You’ll gain their trust, and position your company as a credible, helpful source of information
93% of B2B companies say content marketing generates more leads than traditional marketing strategies.
Yep, you read that right. 93%. So why is content marketing such an awesome lead generating machine?
Because you’re aligning solution-focused content (like blogs, videos, white papers, and industry reports) with the needs of your buyers. So buyers are more than willing to exchange their email address to access the value you’re providing.
Teams that align content to specific stages of the buyer’s journey have 73% higher average conversion rates.
And what business doesn’t want more conversions?
Strategic content marketing effectively moves buyers through the sales funnel because:
- You’ll address their specific challenges and concerns at each stage of the process.
- Leads that arrive at the bottom of the funnel will be “sales-ready”, making conversions much more likely.
Nurtured leads experience a 23% shorter sales cycle.
Did you know email is the best medium for acquiring and retaining customers?
So what exactly is email nurturing?
It’s the process of sending targeted emails to specific prospects, to nurture them through the sales funnel faster. The result?
Any leads that are nurtured with email and then passed to the sales team will already be ‘warm’. This makes qualifying and closing so much easier.
Organizations with tightly aligned sales and marketing teams have 38% higher sales win rates and 36% higher customer retention rates.
When sales and marketing teams are working together, both have a goal of bottom-line growth. This means all efforts are streamlined, and driven toward meeting the company’s key objectives.
With a strategy like this, you can’t help but boost sales and delight the customers you already have.
Companies with aligned sales and marketing generate 208% more revenue from marketing.
You probably know that traditional marketing tactics, like TV, radio, and print advertising have real competition from the digital realm.
To achieve tangible ROI on your marketing efforts, you need to get marketing working closely together with sales. Both teams should have the goal of generating leads, growing a customer base, and boosting revenue.
And, really, the numbers speak for themselves. To put it simply: Better team alignment = more revenue. And what business wouldn’t want that?
Download The Definitive Guide to Selling Better and Faster. It will give you an in-depth look at how a customer relationship management system can accelerate your business’ growth, bring in profitable, happy customers, and empower your sales team.