If your marketing department is unsure what those problems are, it’s going to take them longer to produce the solution-based content, lead generating content your website needs.
The most seasoned sales people have some of the best insight into these issues and marketers who regularly meet with these people create the most compelling, thought-leading pieces of content.
Have your sales team discuss challenges they are facing in reaching new prospects and closing deals with your marketing team. When your company opens this line of communication between marketing and sales, both sides will be more efficient; aiding in the creation of better content that produces better leads.
This data should be discussed monthly between the sales and marketing teams to help better understand your buyer personas.
When sales and marketing are working effectively together, it creates a rock-star atmosphere that expands your reach, pulls targeted visitors to your website, and converts quality sales leads.
Your marketing team can better understand the prospects’ challenges as the sales team educates them on what’s taking place on their calls and create value-based content to support sales long before they even make that call.
So where do you start? Simple! Start by asking your sales team the below questions:
Q6) Do you know that amount of hours/time spent on reaching prospects?
Q7) Do you have access to a sales productivity dashboard that shows activity of each salesperson?
Feel free to copy and paste these questions into an email for your sales and marketing managers. The answers will help you better understand the relationship between your sales and marketing teams and what improvements need to be made. If you're already using a CRM, the answers can most likely be found there, but if not, consider getting started with the HubSpot CRM. (It's free!)
This will get you started in the right direction to closing the gap between these two teams and produce better, more profitable leads for your sales team! Make inbound and your website work for you, not against you!