Posted by Cherie Stowe
Jan 9, 2015 12:07:00 PM
SiriusDecisions says that B2B organizations with tightly aligned sales and marketing operations achieved 24% faster three-year revenue growth, and 27% faster three-year profit growth.
Building a stronger alignment between marketing and sales is potentially one of your most significant opportunities to improve business results. Today, the buyer’s journey drives content and conversations. It’s not about features and benefits. It’s about ideas that produce results.
Marketing must meet the challenge that this almost “self-directed” buyer’s journey creates for sales teams. Done right, over the course of that journey, the content helps educate consumers on their needs and how your products and services address those needs.
By providing content that adds value, marketing will be seen as partners, helping to build relationships with consumers even before sales can have their first business conversation.