Intermediate/ Digest...

1: Single Customer View

When you are looking to align sales and marketing, you first have to start with a clear picture of the customer. A clear picture requires knowing all marketing and sales interactions that an individual has with your company, on every channel.

2: Common Definitions

Once you have a single customer view, it's time to create a common set of definitions to make sure you're communicating effectively. Consider the following terms and what they mean to both marketing and sales:

-- >  Lead

-- >  Sales-Qualified Lead (SQL)

-- >  Marketing-Qualified Lead (MQL)

-- >  Contact

-- >  Account

-- >  Opportunity

3: Aligned Goals

Measuring sales and marketing off the same metric is the only way to ensure goals are aligned.

4: Notifications

The idea that marketing doesn't do a lot for organizations comes from the lack of visibility into marketing's influence. The easiest way to solve this is to give sales visibility into their leads, and into their prospects' interactions with marketing assets. I'd suggest notifying sales reps in a few different ways.

-- >  Email notifications

-- >  CRM notifications

5: Support Campaigns

Many salespeople have a lot of things on their plate; a great way to help build the bridge is to give them some support. These campaign ideas are very easy and can greatly increase their opinion of the marketing team and your effectiveness.

-- >  Lost Deal Campaign

-- >  Cold-Lead Drip

-- >  Competitive Drip

-- >  Thought Leadership Drip

___________________________________

► Receive a FREE daily summary of The Marketing Technology Alert directly to your inbox. To subscribe, please go to http://ineomarketing.com/About_The_MAR_Sub.html  (your privacy is protected).