Conversion is the stage in the customer lifecycle where prospects take the next step along their journey toward being your customer.
One conversion is when a website visitors fills out a form and becomes a lead. Another conversion is when a lead is handed from marketing to sales people (for some smaller businesses those two might be the same thing).
By the time a visitor becomes a lead, or a lead is handed off to sales, your prospects are better educated and informed about your products, due to content they’ve had access to one your website.
Your sales team can now have more relevant conversations with them.
But how do you well convert your leads?
Many business struggle with aligning their marketing and sales. If you don’t have a proper alignment between sales and marketing, you create a confusion with your prospects and customers.
This article shows you how to achieve better sales and marketing alignment.
How to achieve sales and marketing alignment
When it comes to lead conversions, getting marketing and sales on the same page is critical.
So how can you do it? The following are steps of how to get these people closer.
- Document Your Buyer Profiles – share with both sets of people
- Develop an Integrated Messaging Strategy – what, when, triggered by, etc – write it down
- Agree on Common Metrics and Definitions
- Establish Service Level Agreements (SLAs)
- Define a Clear Process for Handling Off Leads
- Create a Shared Pipeline – joint visibility and ability to hand back and forth
- Follow Up, Review and Refine Your Efforts
While sales and marketing alignment takes effort (and time), the improvement in customer communications and closed business is significant.
Learn more here…