Sales and marketing: discover how to increase your results with this integration

Combining sales and marketing is, without a doubt, one of the best strategies for companies looking to grow even further in the market.

This integration can happen through a pre-sales sector, which, supported by a certain technology, works to collect the most important data from leads.

Do you want to clear up all your doubts about this topic? So, continue reading and we will explain a little more about the subject.

Sales and marketing role as a results accelerator

In fact, all companies know how important sales are. And, of course, conquering the market is a task that brings a great difference, given that competition and the need to reinvent oneself are constantly growing.

With this acceleration, leads gain the necessary maturity throughout the attraction process and thus receive a call from the sales sector.

This entire path to the final stage helps with the issue of reliability between the lead and the company, ensuring that they have a great experience through personalized service.

Furthermore, the large amount of content available made it even clearer that brands need to educate their customers so that the purchasing journey becomes something more practical.

Therefore, I will show you below the reasons that reveal the union of the marketing and sales sectors as a very advantageous attitude. 

Why should sales and marketing work together?

Without a doubt, by working together, the marketing and sales departments can guarantee advantages such as: improved communication and synchronicity in actions, as well as increased chances of sales as this union can generate much more assertive strategies. 

But, after all, how can this happen in practice? 

As we know, at least half of the process carried out by consumers is through internet research, without having any contact with sellers. One of the best and most efficient strategies is Inbound Marketing, as you can see in our text on the subject

Managing a company requires that sales and marketing teams work together and that the teams are always in sync. Because, with the combination of marketing strategies and commercial knowledge about your segment and your potential customers, it is possible to achieve better results and increase your sales more easily. 

Ultimately, in practice, it is necessary to create intentional actions with the aim of capturing new audiences. A good option for presenting your product and then selling it is the development of rich materials, which can be created with the help and experience of these two types of professionals. 

Immediately after presenting your material, free of charge to your client, the nurturing flow begins, which aims to take the lead to the next stage of the funnel until they are fully prepared to make the purchase.

In other words, after marketing delivers the appropriate content and obtains the information the customer needs, the commercial sector takes action. Well, it’s time to turn the opportunity into a sale. 

How does this process work?

Now that you understand the importance of integrating sales and marketing, see how this step is carried out.

Firstly, the marketing sector carries out the actions designed after collecting information carried out by the sales sector.

Then, after identifying the profile of your ideal customer, it becomes easier to create personas. And as a result, strategies are targeted to the type of leads you want to reach.

This makes the decision process even more direct and simple, as it is likely that the lead accept the solution.

However, for this process to really work on a daily basis, it is ideal to follow a few simple steps. Being them:

• Create an SLA (Service Level Agreement) to align sales and marketing teams;
• Set goals together with both areas;
• Hold periodic meetings to define processes, methodology and routine;
• Have a work order;
• Use the right tools to make alignment easier.

Key Advantages of Sales and Marketing Integration

In addition to selling more and better, do you know what other benefits these strategies can offer for your company? See more!

Predictable growth

This union goes beyond just delivering leads; it also helps with a short, medium and long-term vision of results for both areas. This way, the company is able to anticipate actions that contribute to improving performance, and define which actions should have priority at the end of each month.

Therefore, while the marketing department focuses on generating and nurturing more leads, the sales team can focus on creating more elaborate techniques for conversion, monitoring new customers and evaluating their financial returns.

More consumer knowledge

When we identify the behaviors, characteristics, interests and main needs of our persona, it is possible to increase the strategic capacity of the business, in addition to anticipating actions.

With the structure together, it is possible to follow the processes from capture until the lead makes their decision.

All of this is designed to reduce possible churns, improvement in the rate of lifetime value and average ticket.

Transparency and clarity

In fact, every company has objectives and, most of them, involve reaching a greater number of potential customers to improve their sales.

Even though it may seem obvious, when setting goals together, both areas work focused on a single target. In other words, they can prepare to respond to and prioritize certain actions in a short space of time.

Automations to assist in everyday life

First of all, we know how important the information from the sales and marketing department is and cannot get lost along the way, in addition to always needing to be updated, in case new leads end up arriving to start sales strategies.

To prevent this from happening, the best option is to use integrated software to facilitate the capture and nurturing of these leads. In addition to marketing automation and CRM.

How to improve results with this strategy

Now that you know about the importance of uniting the sales team with the marketing team, check out some tips we've prepared to help you boost your sales and achieve the growth you've always wanted:

Agility in services

These days, it's very difficult to find a customer who doesn't mind the waiting time to be served. Many people are looking for quick service that can answer all their questions.

It is very likely that it will reach your company through a blog text or post on social media. So, do your best to demonstrate that your company really is everything it promised to be in the materials delivered to customers.

Lead qualification

As we said previously, you need to educate the lead so that they become a potential and loyal customer for your company.

Therefore, it is important to create a plan that shows the entire path your lead must take before finally reaching the bottom of the funnel and making the purchase.

Did you like these tips and want to know more about the world of Marketing? Access our blog and see more content!