Prioritizing Sales & Marketing Alignment? Trust Actionable Org Charts.
A Marketing Visionary said:
“One way to build trust between marketing and sales is to make them accountable for the same company goal — revenue.”
And to do this you might get a wide variety of options and choices in respect of tools & solutions. While searching for the best, it’s obvious that you would get enveloped with the utterly high-end ones. But, what about the basic yet sophisticated choices? The one that’s already bringing success stories in aligning sales and marketing teams of businesses across industry verticals?
But before that, let us get exposed to a few common concerns that lead to tangle things in between these two concrete pillars of an organization.
- 1. It is said that sales professionals often overlook 80% of marketing leads and keep dedicating precious time to unfruitful prospecting. Do you know what’s the aforementioned ‘basic yet sophisticated’ measure to ensure that these teams vouch on potential leads? Well, through actionable & customizable org charts of prospect companies. Other than giving a clear picture of the targeted decision-makers and influencers, these charts also “maps the references and pain point indicators on top of the organization charts.” The result? It gives an integrated view to both these teams, helping them to design an iterative approach and hence, higher conversions & revenue.
- 2. That B2B sales cycle is a critical process and demands well-analyzed strategies at every juncture is known to all. Yet the workflows of the sales and marketing team often fail to align at some point or the other. So it’s highly essential to ensure that both these teams get to track shared goals in respect of reaching out to the target profile. It’s equally essential to ensure that both teams get to voice account-oriented strategies and utilize relevant sales intelligence data. All of these can also be obtained through org charts that map sales and marketing connections. Why? Well, these charts can be “used as strategic maps to get one integrated view of the account and then leverage connections and insights to reach to the prospects.”
- 3. To shorten the sales cycles is the focal point for both teams. Yet they are found going haywire nurturing bad leads. Even this aspect can be stopped with the help of actionable and insightful org charts of the prospect company. How? There are solutions that provide generic databases and intelligence. But you need to get hold of appropriate and contextual account maps coupled with the most relevant insights based on your prospect company’s business units, stakeholders, recent events, pain points, etc. Org charts mentioned here can help you to get all these ‘insights as per your context.’ How would these be effective? Well, ‘You can send personalized messages using the insights in the context of your solution. You can see and leverage your team’s connections.’
As mentioned above, these are only a few among many concerns. CLICK HERE to take a deep dive and explore the other crucial aspects with BIZKONNECT.