Yesterday we kicked off this new series intended to align sales and marketing. Your sales team has unique insights into trends your customers are part of and services that your customers are looking for. Let’s make sure your marketing team has all the information they need to create valuable, timely, and relevant content combined with proper hand-off to the sales team.
Question 2 is critical to lead generation…
What are the most common questions you are asked during sales process?
It’s nearly impossible for the marketing team to fully understand what happens during a sales presentation or project meeting with a potential or current client. As a result, it’s imperative for the sales team to outline the most commonly asked questions so that the marketing team can create content resources that answer the most common customer questions. This is critical because more and more customers are doing their own online education before they engage your sales team. And making sure these resources are aligned with the sales efforts ensures continuity of messaging.
In order to accomplish this information hand-off, the sales and marketing teams can review sales meeting notes and uncover underlying or prominent questions that are commonly asked as well as those that may cause challenges for the sales team to answer.
Remember, content created for online use by customers can double as a reference or resource to help salespeople answer questions as well. They can be used during the presentation or as follow-up in email communications to clarify points of concern or confusion about your services or solutions.
Tomorrow, we’ll look at question three in the series, related to Sales Qualified Leads vs Market Qualified Leads. Don’t miss it!
Sales and Marketing Alignment
Vector Firm is here to assist with formalizing your sales and lead generation processes. We can help with interviewing your sales team and aligning the marketing campaigns appropriately. Getting these steps right can prevent lost sales and increase lead generation and build your business.
