By Eric Schaal
In a perfect world, sales and marketing teams would communicate regularly, understand each other’s roles perfectly, and make each other work better on a daily basis.
Since that world doesn’t exist, managers have to settle for more gradual improvements. Fortunately, small upgrades will get sales teams and marketers working together more fluidly; you just need to know where to start.
At the 2018 LeadsCon Connect to Convert session “Improving Sales & Marketing Integration,” you’ll hear from two principals—one who’s managed large sales teams, and one who’s run major marketing campaigns—on how to get these two teams to help each other achieve a company’s biggest goals.
Focusing on the Handoff Points
To figure out how to improve sales and marketing integration, you have to zero in on the specific points at which the two teams interact in your daily operations.
For example, when the marketing team begins writing copy for a campaign, is your sales team providing input? In almost all cases, this would improve the finished product.
Jim McKinley, a founding partner at 360Partners, will provide insight on the marketing end of things. In addition to his role as principal at 360Partners, McKinley teaches digital marketing at Baylor University and founded SmartPrice.com in 1999.
He will lead the session along with Jay Newman, the CEO of Pressable. Newman, whose background includes executive roles at Rackspace and Main Street Pilot, will bring the perspective from the sales side of the equation.
Are Your Close Rates Where They Should Be?
Few companies are completely satisfied with the rates at which sales teams are closing on leads. However, you may not be turning to the right place to fix it.
At this LeadsCon session, McKinley and Newman will identify two very simple things your marketing team can do to help.
While attendees can expect these types of takeaways, the two principals will also encourage everyone to take a step back while looking to get better results. That includes educating the sales team on the entire buying journey of leads generated from search.
Other insights, from how to trim marketing expenses to how to get the right clients in the first place, are sure to enter the conversation.
The bottom line is every marketing and sales team could be working better together. Join McKinley and Newman at Connect to Convert to move your company in the right direction.