Growing companies are awesome, but if you’re part of one, you understand that they aren’t without some unique problems.
One of the most prevalent problems these businesses have is bringing on more sales and marketing team members. The larger your staff gets, the harder it is to stay on the same page. Unfortunately, if no one communicates, everyone suffers.
Leads won’t be as high-quality and fewer deals will be made.
So what are the best ways to improve/maintain open lines of communication? Here are a few tips.
1. Meaningful Meetings
Some companies are opposed to meetings, but the bigger a team gets, the more they become necessary. That said, they should always be focused and meaningful. A few that should be on the agenda:
- Meetings should be held for new team members to get them up to speed and explain all available communication channels.
- Marketing heads should attend the sales meetings and vice versa.
- Infrequent but regular (e.g. monthly) roundtables should be held with managers to discuss your sales process and improvements.
2. Create Lots of Content
Content is becoming critical for businesses, especially in complicated industries like telecom, cloud, and IT. Your buyers do their research and love to know what they are getting into.
The more content you have in the hands of your sales reps, the better equipped they are to continue the conversation with prospects until they are ready to buy. These resources could include white papers, webinars, blogs, etc. Just create the content they want to know, but make sure it also speaks to your solutions.
3. Campaign Collaboration
If your ads and promos are being developed by the marketing team, but if those leads are going to end up with your sales team, it should be a no-brainer to keep reps up to date. Keep them in the know with the calendar of events for each promo and help them out with suggestions for talking points.
4. One Stop (Content) Shop
Remember all that content you should be creating?
It won’t do you any good if the sales team isn’t using it. Marketing creates it, but it has to be centrally located for all to see (and dole out to leads). This can be on the site or a physical cheat sheet, or some CRM software products even allow a place for content resources.
5. Help Your Brothers and Sisters (in Sales)
At the end of the day (and the beginning), you’re all part of the same business family. Sales and marketing both have the same end game.
As marketers, you have some skill sets that sales reps may not (e.g. social media or content writing). Here are a few “out of the box” ideas:
- Manage (and grow) the Twitter and Instagram accounts of the sales team.
- Write some great blogs and put their names on them to impress the leads in their funnel.
- Send them a recap of new content that the marketing team has developed to help them get acquainted.
Remember, bringing together the sales and marketing departments should be a constant process with a continual focus on improvement.
How are you keeping the communication lines open? If you need help keeping everyone on the same page (or need help finding those ideal clients), get in touch with us at Mojo today.