Posted on October 13th, 2011, 3:49
Every company which has marketing and sales departments has at some point witnessed the famous – sales and marketing fight and blame game – more commonly known as the sales and marketing misalignment.
One of the most significant reasons for the sales and marketing divide is the difference in objectives and their measurement of success in closing the sales deal. In a B2B set up these differences are more glaring as compared to a B2C company.
In B2C, both marketing and sales are measured by the sales and market share the company enjoys for its products. In such a scenario, marketing invariably assumes the role of assisting sales and propelling the company’s revenue share in the marketplace.
However, in most B2B companies, the primary objective of marketing is to generate quality business leads and of sales to convert these into closed deals. Both these departments are also measured based on the number of leads generated and the number of sales closed, respectively.
In reality the role of marketing in a B2B company is relationship building and that of sales to use this relationship and help prospects make a rational buying decision based on business value offered by the company’s solutions.
Irrespective of how companies want to position their marketing and sales objectives, the truth is marketing and sales are two sides of the same coin.
Selling starts the very minute the company goes out into the world and talks about its offering. Companies spend on marketing activities because they want to attract people who can buy their offerings. So what really differentiates marketing from sales is the point of their entry in the relationship building process.
Hence it is essential for companies to create a common ground or process for marketing and sales teams to work together in the in-between stages of qualifying and nurturing Leads.
Define Lead Profile
Defining a good Lead is the first step in this direction. It starts by putting down a definite list of attributes and a score for each attribute; this process helps in scoring the Leads and qualifying them. These pre-defined Lead attributes should be arrived at after doing ample research on how the Leads in the company’s Lead funnel behaved in the past, this requires an in-depth study of both Leads closed and opportunities lost. Also, this should be an ongoing process, where the Lead behavior is watched and the common definition accordingly developed over a period of time.
Automate ProcessesUse of technology like marketing automation solutions can help in easing and automating the process of scoring and qualifying leads if the primary source of Lead generation is Internet.
Just this one process can go a long way in bridging the sales-marketing divide, at least in settling the blame game.
Setting up such a process not only helps in bringing clarity to the end objectives of both, but also equates the success metric. The Lead definition becomes the base measurement value for both the departments. Marketing is measured not on the basis of Leads generated but on the basis of qualified Leads generated in accordance with the common definition. Sales get measured on how many of these qualified Leads it managed to close.
Marketing automation solutions allow sales and marketing to have a common free-flowing communication channel through a common “Lead view”, even if they fail to fit the pre-defined criteria.