by SmarkLabs | Apr 3, 2015 | Sales Enablement
In our last Smarketing Lesson, we learned a few things about how to align your Sales and Marketing teams. First and foremost, we acknowledged that both our marketing and selling processes have changed, and that this is largely due to the fact that consumers’ buying processes have changed.
We also touched on a number of ways that our Marketing teams can actively learn to think like Sales, through the use of Marketing quotas, Marketing Automation Software, and closed-loop reporting with Sales. And, of course, we learned why this is so important.
In this lesson, we’ll flip the coin, and learn how salespeople can think like marketers, as well as why they should. (more…)
by SmarkLabs | Apr 1, 2015 | Sales Enablement
We all know that the way we sell and market has changed. Customers today have more information at their fingertips and more power in the buying process than ever before.
So, given that things have changed so much, our Sales and Marketing teams need to change as well. In order to meet the changing needs and buying behaviors of consumers, Sales and Marketing teams need to work together and align their efforts. This alignment, also known as Smarketing, requires effort from both sides.
For today’s lesson, we explore how (and why) Marketers need to actively learn to think more like Sales. In order to create Smarketing, Marketers need to be invested in the revenue of the company, put on the Sales hat, be aggressive, and be bottom line-driven. (more…)
by SmarkLabs | Mar 27, 2015 | Sales Enablement
When the average buyer today is somewhere between two-thirds and 90% of the way through the buyer’s journey before they make their first contact with Sales, it’s imperative to align your Marketing and Sales teams to create sales enablement.
Sales enablement is the process of placing the most effective content marketing assets into the hands of the right sellers at the right time in order to further sales opportunities throughout the buyer’s journey.
The need for more effective sales support is growing—here’s how businesses today work towards a better sales enablement process through Sales and Marketing alignment.
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by SmarkLabs | Mar 24, 2015 | Sales Enablement
Has Sales really changed? It depends on who you ask. Millennials and younger generations of sales leaders might say no, because they don’t know any different. But ask the veteran sales leaders and their answer will undoubtedly be “yes”.
Yes, Sales has changed. In the old days, radio ads, telemarketing, and television ads used to tell our customers what they needed, and why our products and services were the answers to their problems. Our salespeople used to serve as gatekeepers to information, providing it only to those who bought into our company.
Now, buyers are armed with more information than ever before, making the traditional gatekeeping sales rep a thing of the past. How can modern sales leaders hope to compete in this complexing buying environment?
With a modern approach to selling that puts the customer first.
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by SmarkLabs | Mar 19, 2015 | Sales Enablement
WTF is Smarketing? You’re not alone in wondering what this term is all about.
It is the future of your organization’s success. Really. So let’s get into it ASAP. (more…)
by SmarkLabs | Mar 13, 2015 | Marketing Strategy, Sales Enablement
I’ve always operated under the belief that you can’t know where you’re going, unless you know where you’ve been. As marketers and salespeople, this couldn’t be more true. We analyze the efforts of the past, and over time, as they evolve, so do we.
The evolution of Marketing in particular has witnessed significant milestones, from print and TV ads, to the digital age we live in today. Marketing has always played an important role in delivering information to potential customers, taking advantage of the technological changes over the years.
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