Alignment is a multi-step (and often ongoing) process that can include the following: SLA development, setting team goals, funnel analysis, lead scoring, buyer persona updates, internal interviews and account analysis/reporting.
Focusing marketing efforts on particular personas or specific types of buyers creates a marketing message that resonates well with your targeted persona. This usually involves marketing automation to reduce time spent by sales or marketing teams.
When done correctly, inbound content should cover almost every question a lead might have about your services regardless of the stage of their buyer’s journey (rapidly improving conversion rates). Sales should also be providing feedback to marketing to create the content that people are asking to see.
With marketing automation in place, many of the tasks your sales used to focus on might now be redundant or low-value tasks. Re-evaluate your new sales funnels to ensure you are as efficient and helpful as possible.
Your data and performance results need to be transparent to your entire organisation so that everyone understands when things are and aren’t working. Use live dashboards to track sales performance to keep your team on target to exceed those annual revenue goals.
