While no one checked “never,” 60 per cent of those surveyed said the two groups only meet half the time they should be to discuss things like lead development. This may be linked to a lack of coordination between sales and marketing departments. While 69 per cent of organizations said their functions are at least partially aligned to buyer needs, 22 per cent suggested their processes are at odds with those to whom they are marketing and selling. Much more inspiring for aligned sales and marketing teams to go after this together.Īnd great news for all the great digital technology vendors at #SDSummit who can add value to help companies build that aligned sales and digital marketing demand generation machine.Less than 10 per cent of Canadian sales and marketing organizations say their functions are completely aligned to buyer needs, according to research released by SiriusDecisions as part of its first-ever Canadian Summit on Thursday. Much more empowering for sales reps and teleprospecting. It's about Sales AND Digital and how they work together through the ENTIRE buying process. The impact will come from properly harnessing reps around digital interactions. “Rinse and repeat” to deliver useful content to support them through their buying process, wherever they may be.Use tools to best tailor conversations and understand where buyer is in the buying process.Leverage social marketing, content and teleprospecting techniques to build credibility as authority and engage with prospects as early in the buying process as possible.Leveraging scoring to prioritize best fit leads based on company attributes, web behavior and social interaction.Expanding data sources of potential prospects.The sales and marketing organizations who can partner and enable reps to leverage digital tools to get visibility and engage with prospects will create a massive competitive edge. 67% of the buying process may involve digital content consumption, but the sales/rep engagement is threaded throughout that buying process and spans all stages.Īnd here’s where it’s most interesting, as I live Tweeted as the event. Today at the SiriusDecisions 2015 Summit we learned about the recent SiriusDecisions study of over 1,000 different B2B buyers from actual purchase processes and we got clarification that: Buyers aren’t 67% through the buying process when they want to talk to a Person/Rep. The overall message to sales was one of helplessness and disempowerment.
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