If you walk the corridors of many B2B sales and marketing organisations, you’re likely to hear sales people complaining that marketing aren’t generating enough useable leads - whilst marketing people are venting their frustration that the sales team never seem to follow up properly on all the enquiries they have been generating.
Sometimes this problem is related to the failure to agree crystal-clear definitions for “marketing qualified leads”, “sales accepted leads”, or “sales qualified opportunities”, for example. But it’s also related to a failure to clearly establish expectations, to establish a common language, to define responsibilities, and to agree common metrics and success measures.
The problem is often exacerbated by the creation of marketing campaigns or sales tools that have no clearly defined role to play in supporting the prospect’s buying decision process - or which try and serve multiple often poorly defined purposes and as a result fail to achieve anything useful.
What sets us apart?
We help clients implement thoughtfully designed marketing programmes and sales collateral that have clear and measurable roles to play in supporting their prospects’ buying decision process. You can expect to see significant improvements in the returns on your marketing resources - and in the relationship between your sales and marketing teams.
Find out more
If you’re ready to find out how we could help you to increase your marketing effectiveness, please contact us here or call us on +44 118 975 0595. Or if the time isn’t yet right for a conversation, we encourage you to stay in touch by subscribing to our blog.