The Pipeline Guest Post – Megan Totka
Once upon a time, the business world operated in silos. The accounting department worked in its own silo, while the human resources department worked in a separate silo. Sales and marketing teams also had unique silos. Everyone worked independently and everyone seemed happy – until conflict arose.
Today, more businesses recognize the distinct problem with this setup: each department is working toward a common goal, yet no one is communicating.
The problem with organizing your business in silos goes deeper than lack of communication (although that’s a pretty big deal in any organization). When conflicts arise, the other departments are quick to point fingers. This is especially true of sales and marketing departments. Too often, teams hear the rallying cry of, “but the others don’t get it!” Sales teams fail to see the value in marketing, while marketers see salesmen as lazy.
Instead of listening to what the other department has to say and then collaborating toward a solution to benefit both people, the two teams bicker.
Sales and Marketing Don’t Have to Go Head to Head
All this bickering is stealing from your company’s bottom line. Instead of finding a positive solution to honor the common goal of growing the company, the two teams debate who is right. It’s unproductive…but it doesn’t have to work this way.
Smart companies today realize the problems of communication breakdown between sales and marketing teams. It’s costing them money. If your company is tired of hearing the two teams whine about the other’s performance, it’s time to bring these groups together. Here’s how:
Clarify Qualified Leads
Many sales teams believe the leads coming through aren’t qualified so they’re a waste of time. This is an easy fix. To help the marketing department bring in higher qualified leads, ask each department to define what a qualified lead looks like.
Then, pair the results side by side and consolidate the information. Where is there overlap? Where are the gaps? Whittle away until you reach a consensus between both departments about what a qualified lead looks like.
Collaborate on Content
Sales teams pound the pavement talking to potential customers. They hear more objections than anyone else in the company and they know what the market is looking for.
This is valuable information for marketing teams.
When sales teams can express these objections and define current market trends, the content created for marketing materials becomes far more compelling. The sales team’s job becomes easier and your business starts attracting more people because you “get it.”
How to Get Buy In From Both Departments
The trick to break away from the silo mentality and encourage healthy collaboration between these two departments is showing the benefits of working together.
For sales teams, working together means:
● Higher qualified leads
● Better resources to attract new customers
● More opportunities to reach potential leads
For marketing teams, working together means:
● Having an ear to the ground to know what people are saying instead of having to guess
● Ideas for content creation that drive success by overcoming objections before the customer voices them
● More successful marketing campaigns based on improved communication
Bridging the Gap
It’s time to say “so long” to outdated business concepts. To succeed in business today, your company must bridge the gap between sales and marketing. When you use your CRM to manage collaborative teams, you make it easier and faster to share information. Break away from the silo approach in your business. Start seeing bigger results with stronger teamwork across departments.
About Megan Totka
Megan Totka is the Chief Editor for ChamberofCommerce.com. ChamberofCommerce.com helps small businesses grow their business on the web and facilitates connectivity between local businesses and more than 7,000 Chambers of Commerce worldwide. She specializes on the topic of small business tips and resources and business news. Megan has several years of experience on the topics of small business marketing, copywriting, SEO, online conversions and social media. Megan spends much of her time establishing new relationships for ChamberofCommerce.com, publishing weekly newsletters educating small business on the importance of web presence, and contributing to a number of publications on the web. Megan can be reached at firstname.lastname@example.org.