Is the Disconnect Between Sales and Marketing Costing You Business?
How Sales and Marketing Work Together to Grow a Business
A successful small business marketing strategy needs to do more than generate website traffic, social media engagement, or leads. It needs to support the sales process. When sales and marketing work together, businesses can better identify their ideal customers, improve lead quality, create content that answers real buyer questions, and develop a more effective follow-up process. In this conversation, Chris Inman of I.D.E.A. Cleveland and Dana Allender of SUN – We Grow You discuss B2B marketing strategy, sales and marketing alignment, customer relationships, and how businesses can connect their marketing efforts to revenue growth without simply spending more money.
You can spend more money on marketing, generate more leads, and have your sales team working harder than ever.
But what happens when those efforts aren't working together?
I sat down with Dana Allender of SUN – We Grow You to explore that exact problem.
We created a fictional $5 million B2B company that needs to grow revenue by 20%. Dana stepped in as the sales leader, and I took the marketing role.
Our challenge? Figure out what wasn't working and develop a plan to grow the business.
We talked about finding the right customers, improving lead quality, learning from existing customers, and making sure marketing is helping create actual sales conversations.
The takeaway? More marketing activity doesn't necessarily mean more business. Sales and marketing need to be working toward the same goal.
Ready to Make Your Marketing Work Better?
If you're a business owner handling marketing yourself, or you've got someone on your team trying to figure it all out, you don't have to do it alone.
I'm putting together Marketing IDEA Think Tanks, where small groups of business owners work together to figure out what's working, what's wasting time, and what they should be doing next.
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