Why You Should Bridge Your Sales And Marketing
Did you know that most sales prospects don't buy products when they first hear about your offer?
I remember doing business development for a large corporate brand. Every month, our team would go out, hunt for business through cold calling. And the leads that we collected and didn't close eventually got lost. Our rewards came for closing deals, not nurturing, which in hindsight, led to many potential business opportunities getting lost.
Being a business development tech company is about bridging the gap between sales and marketing.
The companies that don't bridge this gap are the ones that cycle through a lot of leads. They make numerous approaches daily every month. Their newly-created sales leads will sit on an excel spreadsheet with their salespeople.
Unfortunately, they hustle for new leads at the beginning of every month having to start from scratch continuously. One of the downsides is that they often lack brand awareness because they continue a new conversation every single time. That, in turn, has the effect of having a high sales team churn rate.
Contrarily, the companies that do establish themselves as a business development business by bridging the gap between sales and marketing do much better. These companies build communities around their product and business.
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They have a continuous flow of inbound, sales-ready leads.
Although they might not get immediate sales, their marketing is set up to nurture the leads and keep them engaged over a more extended period.
What that also does is build brand equity over multiple touch points. (These days it almost takes 20 touch points for your brand to stick with people).
This, in turn, helps a business development organisation to grow an outstanding business development team that will stick around with your company and build up your brand equity.
And you have two choices. Either you take the approach of sales hustle which is a bit like building a Lego house for a month, and kicking it down, only to start from scratch the following month. Or instead, imagine, building a Lego house and out of that house, you build another house and over a year, you've built a whole village.
Bridge your sales and marketing, and you will, in turn, build a mighty business that sustains and is profitable in the long run.
PS: Whenever you’re ready, I help clever founders to set up their sales and marketing systems, generate leads and close more sales.
There are numbers of ways I might be of help to you:
Create a product that stands out.
Get guided through the market validation process to help you figure out your market, your product and your business model.
Sales Strategy and Systems.
Crystalise your sales systems to attract more customers and grow your revenue with stand-out marketing.
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Let’s work together and help you stand out.
