“Most organizations still believe in the perfect sales and marketing delineation: This is where marketing generates leads for sales, sales development reps then qualify these leads, to create opportunities that salespeople hopefully turn into revenue… The new reality is that sales and marketing are continuously and increasingly integrated. Marketing needs to know more about sales, sales needs to know more about marketing, and we all need to know more about our CUSTOMERS.” – Jill Rowley – Founder, #SOCIALSELLING
As the modern buyer continues to become more informed it is more important than ever that your sales and marketing teams are aligned. It is vital that companies share the right information, at the right time, to the right person. At the end of the day, the marketing teams role is to enable sales to close more deals. A good place to start? Consistent and clear communication between sales and marketing.
This week, we put together an Update template for marketers to share with their team, managers, etc. and most importantly the sales team. The template is intended to be shared on a regular basis and lead to conversation to improve different aspects of your pipeline.
If you’d like us to drop the template into your Visible account feel free to shoot us a message to email@example.com and we would be happy to do so.
“Enablement means something different in every company,” Katie MacDonald, global sales onboarding and enablement manager at Optimizely, said. Find the metrics that are relevant to your team and continue to share and reiterate. Get your team behind the data and constantly communicate with the sales team to find areas for improvement. Keep in mind, our template has popular sales enablement metrics in place but can be changed to your organization needs. The team at Hubspot suggests using Lead-to-Customer as your North Star.
Last Week’s Efforts
Include a brief section of any campaigns, content, and emails published from the past week. The goal here is to keep everyone in the loop and ultimately lead to conversations and improvements. Is always useful to include any success stories from reps or potential customers from the past week to help make sure everyone is getting the most out of new content.
This Week’s Efforts
A quick breakdown of content and changes for the upcoming week. Briefly highlight the goal of the content and where/when it should be used. Most importantly – leave a place for the sales team to offer feedback and share the sentiment from the buyers they have been talking to.