5 Questions Your Marketing Should Answer for Prospective Customers

The digital world has changed the way we make purchasing decisions, including B2B businesses. Consumers and potential clients are more in charge of the buying process than ever before. In fact, it’s been reported that “57% of the purchase decision is already complete before the customer even calls the supplier.”

If this is true, that means potential customers are expecting to be able to answer the questions which were formerly answered directly by a salesperson. This is where marketing comes in.

5 Questions Your Marketing Efforts Should Answer for Prospective Customers

Whether it’s through your website, email marketing, or advertising campaigns, here are five questions your marketing efforts should be answering for prospective customers:

  1. Why should we trust you? More than likely, your business is just one of a dozen or more options that customers can choose from. Why should they choose your business and trust you to solve their challenges? The best way to increase trust and help people understand why they should choose your business is to position yourself as an expert and share meaningful insights. Numerous studies have shown that when the brain recognizes that someone is an expert, it is far more likely to comply with that person’s suggestions.
  2. Why should we choose your specific product or service? There are two primary reasons people choose a particular product or service: cost and differentiation. To differentiate your product or service, potential customers must understand your unique value proposition. Your value proposition is a unique value that a buyer desires and will receive from your company, product, or service. Think of the word “only” and how you can apply it to your business, products, and services.
  3. Why now? Overcoming the lack of urgency is a challenge for many B2B marketing and sales professionals. While you don’t want to become an overbearing hustler (that doesn’t work), you need to help your customer realize that embracing change now rather than later is in their best interest.
  4. Is it worth the investment? When you are asking buyers to purchase something from you, you are also asking them not to do something else. The most effective way to answer this question is to appeal to the emotional reasons people buy. Knowing this, identify ways to start creating emotional connections with prospective customers to increase their likeness toward making a decision.
  5. Is it worth making a change? People have a natural aversion to change. The brain is wired to associate a high level of risk with accepting a new idea or purchasing a product or service. The most compelling ways to incite change is to find problems by challenging the status quo with insights that compel your buyers to think about how they can improve themselves or their business.

2 Simple Marketing Metrics Shifts That Could Make a Huge Difference

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There are literally hundreds of different marketing metrics that businesses and agencies measure on a regular basis. From website traffic to keyword rankings to the number of marketing qualified leads—businesses spend countless hours breaking down the metrics to determine the effectiveness of their marketing efforts. The real challenge isn’t the amount of information; it’s knowing what to do with it all. Many organizations are constantly measuring their marketing efforts, but they just don’t know how to use their data to achieve their objectives. While marketing reports might be helpful in evaluating campaigns—the real question is how you’re going to use that information to reach your ideal customer. 2 Simple Marketing Metrics Shifts That Could Make a Huge Difference As an agency, it’s easy to get caught up in “reporting the numbers” when we send over a weekly or monthly report. However, here are two shifts we’re trying to make with our clients when it comes to measuring marketing effectiveness:
  1. Always look for ways to translate data into actionable insights. Rather than spending all our time crunching numbers, we should focus more on translating our marketing results into actionable insights. We should take time to truly understand what’s going on and what we’re doing about it. What are the 2-3 things you’re going to continue because of the results from last month’s marketing efforts? What are the 2-3 things you should think about changing? At the end of the day, we should approach marketing like a learning lab—constantly evolving our strategies based on what we’re learning as we go.
  2. Find your North Star Metric. If you could only measure one metric to evaluate your marketing, what would it be? This is the idea behind the North Star Metric. The idea originally emerged from Silicon Valley and has become a popular concept among startups and growth hackers.
In order to determine the single most important metric for your marketing efforts, you should look at how your product delivers value to your customers. For example, the North Star Metric at Facebook is the number of daily active users. Everything they do is built around increasing that number. In many cases, identifying a North Star Metric creates a level of focus and intentionality that helps everyone prioritize the things they’re working on and improve your ability to achieve that goal.

3 Ways Most Companies Get it Wrong with Marketing and Sales Alignment

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The importance of creating a culture of collaboration between your sales and marketing teams can’t be overstated. But, in case you needed a reminder of how important it is, consider these facts…
  • Aligning both departments can help generate 209% more revenue from marketing (Marketo).
  • Aligning sales and marketing also leads to 38% higher sales win rates (MarketingProfs).
  • B2B organizations with tightly aligned sales and marketing operations achieve 24% faster three-year revenue growth. (SiriusDecisions).
I’ve written a lot about the collaboration between sales and marketing over the past few years. However, I see a lot of the same challenges when talking with leaders from various industries. Here are some of the most common reasons companies struggle to create synergy between their sales and marketing teams. Where Most Companies Get it Wrong with Marketing and Sales Alignment Here are three common ways organizations hurt themselves when it comes to creating a culture of collaboration between sales and marketing:
  • Sales and marketing teams have different objectives. While each department might have specific goals they’re trying to reach, both should be working together on one objective: generating revenue. When each individual goal is tied to that single objective, it creates a greater focus and filter through which you make decisions. Creating alignment around a shared objective to drive revenue helps hold both teams accountable to the projects and tasks that truly move the needle.
  • Sales and marketing teams aren’t meeting together regularly. Collaboration can only happen when both teams are getting together on a regular basis. When sales and marketing teams aren’t meeting together regularly, you’ll often find the organizational struggles with inconsistent messaging, battles over lead quality, and an “us vs. them” mentality.
  • Your sales or marketing teams are afraid to fail. When someone is afraid to fail, they’ll do everything they can to make sure they look good. Sometimes, that means fudging the numbers or making excuses about why they’re not meeting their goals. If one side is afraid of what might happen if they fail, they’ll often get very defensive about their contributions and point fingers at the other side. Collaboration between sales and marketing teams requires open and honest communication. If one side isn’t willing to face the “brutal facts,” true collaboration isn’t possible.
Whether you’re in marketing or sales (or leading both teams), it’s important to always be on the lookout for ways to improve collaboration between the two teams. If you’ve struggled to create synergy between the two teams in the past, consider if one of these challenges might be the reason. And, more importantly, get both teams together to discuss how you can begin addressing the issue as soon as possible. The future of your business depends on it.

3 Leading Indicators Your Marketing Is (or Isn’t) Working

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There are a lot of different marketing metrics you can use to measure success. However, many businesses don’t pay attention to whether or not their marketing is working until sales numbers are slipping. And, by that point, it’s too late. Because a lot of marketing is about generating leads and peaking the interest of potential customers, it’s the tip of the spear for your business development efforts. The question is, how can you measure whether or not your marketing is working before it’s too late? 3 Leading Indicators Your Marketing Is (or Isn’t) Working Here are three ways you can determine if your marketing is effectively supporting your business objectives before you’re in desperation mode:
  1. Your messaging isn’t resonating with people. As a marketer, it’s important to know what messaging works and what doesn’t. If the content you’re creating (eBooks, infographics, blog posts, etc.) isn’t resonating with potential customers, they won’t consider you as someone who can help them solve their problems. Paying attention to which messages resonate (and which don’t) will help you create content that actually leads people towards the path of becoming a customer.
  2. Your sales team is spending a lot of time clarifying your unique value proposition. If your sales team is having to spend a lot of time explaining how you are uniquely positioned to help potential customers solve their problems, it might be a sign your marketing isn’t doing a great job of answering those questions. In a world where potential customers are already halfway through the buying process before they engage with an actual human being, it’s important that your marketing is effectively communicating what you do and how you can help.
  3. You’re generating a lot of low-quality leads. Your marketing efforts should be focused quality over quantity when it comes to lead generation. If you’re generating a bunch of leads that don’t fit the profile of someone who buys, you’re creating a fan base, not a customer base. This is why it’s important to define the exact buyer personas you’re trying to reach.
Whether you’re a business leader, sales professional, or marketing director, I know you’ve got a lot on your plate. However, if you can embed these three indicators into your thinking, it will help you keep a pulse on your marketing efforts before it’s too late.

3 Marketing Metrics Your Sales Team Should Know

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Good sales teams are incredibly disciplined when it comes to monitoring the metrics that impact their ability to achieve their overall goals. Whether it’s certain sales cycle metrics, close rates, or deal rates, most sales professionals know exactly what they need to do to meet their quotas. However, most sales people are clueless when it comes to determining which marketing metrics impact their efforts. 3 Marketing Metrics Your Sales Team Should Know While your sales team may never be interested in knowing website activity, email performance, or social media interactions, here are three marketing metrics they should be paying attention to:
  1. Lead Response Time. The rise of inbound marketing means companies are becoming more focused on online tactics to generate leads. However, research has shown that lead response time is one of the most important metrics for effective inbound marketing. Companies that wait a full 24 hours before contacting the lead are 60 times less likely to qualify the lead than those who responded within the first hour. Speed of response is key.
  2. Content Consumption Metrics. Knowing the most type of content that is consumed most by your audience is another valuable insight to track. This gives you perspective into the ideas and concepts they’re most interested in. In many cases, a CRM can provide you with insights on the specific content a prospect has downloaded or read. If you don’t have that kind of detailed insight, knowing your most popular resources can provide a decent understanding.
  3. Velocity. Velocity represents how quickly a qualified lead can turn into a closed deal. This provides an idea for the number of leads you need at any given time in order to hit your upcoming revenue goals. Knowing how long it takes for a lead to convert provides both sales and marketing with a better understanding of what they need to do to hit their goals.
If marketing impacts your buyer’s decision in any way, shape, or form, it’s important to know the activities that influence them most. These three metrics will provide you with a solid foundation of the marketing metrics that impact your ability to meet your quotas and achieve your goals.

5 Questions Marketing Teams Should Consistently Ask Your Sales Team

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Do they really understand the sales process? How can we get them to create more quality leads? I’m not sure what they do?

These are all common complaints I hear from business development professionals about their marketing teams.

Like I’ve mentioned before, marketing should exist to be a strategic asset for business development. One practical way that happens is by constantly evaluating the impact your marketing efforts are making on sales and how your marketing team can continue to improve the way it’s supporting business development.

5 Questions Marketing Teams Should Consistently Ask Your Sales Team

In order to make those things happen, here are five questions marketing team members should be asking their business development colleagues in order to be more effective:

1. What problems do we solve for our customers? What are we better at than anyone in our industry?

Knowing the challenges your customers face—and how you’re uniquely equipped to help them—is essential for sharing a clear and compelling marketing message. Positioning your brand as an industry leader isn’t easy. It takes a lot of work to discover the thing that you’re truly best at doing. But from a marketing perspective, discovering that “thing” becomes the product or service you can invest the most time, energy, and resources promoting.

2. Where have we helped solve a major challenge before?

Sharing success stories is one of the most effective ways to create demand for your products or services. Your sales team should know the customer who experienced a breakthrough because of the thing you provided them.

3. What are the common characteristics shared by customers who buy from us?

Understanding the common characteristics of the customers who pay you allows you to create personas of your ideal target audience. Creating “look-a-like” personas is important for your marketing team, as it impacts everything from how they create content on social media to where they invest marketing dollars.

4. What are the most common questions you get during the sales process?

Almost every sales team has a list of common questions that are asked by prospective customers. How much is ___________? Would we still have to purchase ___________? Why is it important for us to invest in _____________?

But what if your marketing team could support business development by addressing many of these questions beforehand? Encourage your marketing team to codify and create responses for the frequently asked questions they receive during the sales process.

5. Where do most of your sales conversations stall?

One of the most valuable ways marketing teams can support sales is to create resources that accelerate the sales process. In most cases, marketing teams have access to writers and designers who can help create tools that your business development team can use during the sales process to address areas in which they might receive pushback.

If you’re struggling to create alignment between your sales and marketing teams, start with these five questions. If anything, these questions will get the conversation started around how both teams can work together to help your marketing professionals better understand the unique challenges and opportunities that exist for your business development team.

4 Marketing Skills Every Business Development Professional Needs

Remember when the only thing that news reporters had to think about was writing a story that would work for the morning paper? Today, reporters need a working knowledge of best practices for creating digital content, leveraging social media, and building their platforms to connect directly with their audience. In the same way, the traditional “sales” role is evolving. For most industries, gone are the days where salespeople simply show up, get a list of prospects, and execute the same sales pitch over and over again. Today’s business development professionals must be more savvy, especially when it comes to understanding marketing. 4 Marketing Skills Every Business Development Professional Needs So what are the marketing skills that are becoming more and more important for business development professionals? Here are four I’m noticing: 1. Writing No matter what you’re selling, you need writing skills to succeed as a salesperson. Email is just one example of how this plays out for many of today’s business development professionals. Clear, concise writing is an invaluable skill to communicate effectively and be understood. 2. Social Media Social media marketing is an important skill to help you find clients or increase your influence in the industry. It’s not something that’s solely a responsibility of marketing anymore. Learning how to use social media to listen to potential customers, build relationships, and add value to your industry has become a critically important skill. 3. Storytelling Marketers have always been great at storytelling. For salespeople, learning how to tell stories can be an incredibly valuable skill. In the book Made to Stick, Chip and Dan Heath note that 63% of attendees remember stories after a sales presentation. Only 5% remember statistics. 4. Using Analytics Marketing analytics such web behavior data, website engagement, purchase history, etc. is incredibly valuable information for salespeople. Knowing how to draw actionable insights from analytics data to become more attractive to potential employers has become an essential aspect of selling for business development professionals. Taking the time to develop these skills will not only improve your ability to close more deals, it will also make you a more valuable salesperson. What are some other marketing-related skills that have become increasingly important for business development professionals?

How to Align Sales & Marketing to Optimize Your Ability to Grow Your Business

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Sales and marketing groups often work on different sets of projects. While your marketing team might be preparing an ad campaign or coordinating logistics for an upcoming tradeshow sponsorship, your sales team is busy tracking down leads and meeting with potential clients. Although the roles and responsibilities might look drastically different, breaking down the silos between sales and marketing is an essential task for entrepreneurs and business development leaders. According to Marketing Profs, companies that align their sales and marketing practices generate 208% more revenue from marketing efforts. How to Align Your Sales & Marketing Teams As you look for practical ways to begin aligning your sales and marketing teams, here are some valuable tips to keep in mind: 1. Share as much information as possible between teams. Making sure your sales and marketing teams have access to the same information allows them to make strategic decisions together. For example, marketing insights such as email click-thrus and website visitor tracking can be incredibly insightful information for your sales team. Information about where sales conversations stall, or how long it takes for a decision to be made, allows marketing to identify ways to support business development. This isn’t about pointing fingers. It’s about using all the information at your disposal to work together for growing your business. 2. Create buyer personas. Knowing who your ideal customer is, what their pain points are, and how you can uniquely help them is essential for creating an effective buyer’s journey through the sales and marketing process. Your sales and marketing should know (and agree) on exactly who you’re trying to reach. 3. Provide constructive feedback on leads that are generated through marketing. For marketers honing their lead-generation practices, it’s not enough for salespeople to simply label a lead as “bad.” Sales team members should explain why leads are not a fit so that marketers adapt what they’re doing to help produce better-qualified leads. 4. Encourage the sales department to provide stories of customers that can be leveraged for marketing purposes. Stories are a powerful sales and marketing tool. Whether it’s a product pitch or a new campaign, framing information into a narrative form makes it much more memorable and effective. Weaving more stories into your strategy creates a natural convergence of sales and marketing departments because each area should depend on the other for a complete picture. While it might not be a smooth road, continuing to improve alignment between your sales and marketing teams is incredibly valuable. Not only can each team accomplish more when these two teams work together, your business, as a whole, becomes healthier and more profitable.

Is Your Marketing and Sales in Sync? 5 Questions to Ask…

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Making sure your marketing and sales team are aligned might be the most profitable decision you make this year. Don’t believe me? According to this report, companies with good sales and marketing alignment achieved 20% annual revenue growth.

Making sure your sales and marketing efforts are in alignment is essential for an entrepreneur or business development professional. But how?

5 Questions to Evaluate Sales & Marketing Alignment

Here are five questions to help you determine if your marketing and sales efforts are truly aligned, or if they’re operating in silos:

1. Are your sales and marketing teams meeting regularly?

If your teams aren’t meeting together on a regular basis, there’s no way they can effectively work together. Setting up regular meetings allows marketers to know how sales is doing with their quota and goals while offering support when needed. It also allows the marketing team to share upcoming campaigns, content, and offers that will be promoted.

2. Are you equipping your sales team with content marketing?

Marketers are constantly promoting new offers and content, so it’s important to keep the sales team up to date with these promotions so that they know what recent offers their leads are receiving. If you’re looking for ideas, here are a few ways to equip your sales team with content marketing.

3. Are you leveraging your marketing channels to position salespeople as thought leaders?

Marketers should understand content and social media better than anyone else in the company. Using that knowledge to showcase your sales team’s expertise is a valuable way for the teams to work together. This could include having your marketing team create content on behalf of your sales team, or marketers could teach the sales team how to leverage social media through training classes.

4. Are you constantly sharing important information with each other?

In the same vein as meeting together regularly, it’s important to create a system that allows your sales and marketing teams to share information. One way to achieve this goal is to create an email alias that gets sent to both sales and marketing. Use this strategically to share important information in both directions.

5. Is your sales team informing the content your marketing team creates?

No one knows the challenges and obstacles of your buyers better than your sales team. They also know the common questions that appear during the sales cycle. Sharing this information with marketing so that they can speak into the pain points of the audience and addresses frequently asked questions before sales conversations goes a long way when it comes to creating content that resonates with people.

While there’s no quick fix, there are certainly a number of foundational principles you can take to promote collaboration between sales and marketing. My hope is that these questions would help you identify some potential ways your company can achieve 20% growth through better marketing and sales alignment.

Marketing Should Support Business Development (and Vice Versa)

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On a scale of 1-10, how aligned are your business development and marketing teams? How often do they connect? What kind of information do they share with each other? Is there any synergy between the timing and effort of the work they’re doing to convert potential customers? These are the questions we like to ask entrepreneurs or business development leaders who ask about how they can improve their marketing efforts. Marketing and Business Development Shouldn’t Operate in Silos Your marketing team exists to be a strategic asset for business development. Everything they do should, in some way, work towards driving more business. Whether it’s through generating leads for business development, supporting business development in the sales cycle, or maintaining the trust and integrity of your brand with current customers, one of marketing’s primary objectives is to support business development. At the same time, your business development team should serve as a strategic asset for marketing. No one knows the challenges and questions your potential customers are facing more than your sales team. That is incredibly valuable information for marketing. It drives the type of content they create and helps them get inside the mind of prospective customers to develop strategies that accelerate the buying cycle. How to Break Down the Silos Between Sales and Marketing So how do you break down the barriers between your sales and marketing teams so that both are strategic assets for the other? Here are a few keys: 1. Make sure both teams are on the same team. When marketing and business development are on different levels of the organizational chart, it can quickly create a hierarchy of who is right and who is to blame. If business development is not above marketing and marketing is not above business development, both teams can feel more confident in having an open conversation. The verbiage becomes less “us vs. them” but rather just “us.” 2. Set up meetings to close the feedback loop. When marketing and business development are operating in silos, they don’t communicate with each other. Sales doesn’t know what marketing is doing. And marketing doesn’t know what’s working on the sales side. It’s easy to get so caught up in your own list of tasks that carving out time to have strategy conversations can be tough. Having ongoing coordination meetings is important to ensure that both teams are on the same page, that objectives are being met, and that both teams know what progress is being made. 3. Create shared accountability. How do you avoid the “blame game” between sales and marketing? Setting the expectation of organizational goals for growth through KPIs that are shared by both teams is a great start. There are several metrics owned by both marketing and business development that can be used to measure progress: length of sales cycle, opportunity-to-win ratio, and lifetime value of a customer. What are some of the biggest barriers you’re facing when it comes to aligning sales and marketing? What’s one step you can take to break down those barriers?