fbpx
Connect with us

Marketing

Smarketing: The Key to Business Growth and Success

Published

on

smarketing

In the 2020/2021 State of Sales Report by Pipedrive, about half (52%) of respondents who were sales professionals were struggling with lead generation. Daily, 53% of these professionals spend most of their workday selling, 46% spend their workday prospecting leads, and another 36% are occupied with generating leads.

There has been a considerable decrease in the percentage of salespeople who spend most of their time selling but instead are bogged down with admin tasks. While most have started using available sales tools and technology to ease lead generation and sales tracking, some salespeople still use traditional tools like spreadsheets. Salespeople see increased performance across key performance indicators as they adopt tools that cater to their needs.

Although the sales department is responsible for converting leads to paying customers, the marketing team acquires and nurtures leads. Traditionally, sales and marketing teams operated independently, with the marketers controlling the top of the sales funnel and sales focusing on the bottom, closing deals. However, the key to closing deals in many instances is the sales enablement handoff from marketing to sales with a consistent experience for the prospect. 

It is important to align these two teams to ensure effective and efficient functioning and enhance productivity. Aligning the sales and marketing departments supports strategic planning initiatives, enhances open communication, and leads to the creation of cohesive key performance indicators. This alignment allows them to work as a unit, creating effective and converting marketing strategies, improving sales effectiveness, and consequently increasing revenue.

What does Smarketing entail?

Sales and marketing alignment, otherwise called smarketing, brings together the sales and marketing teams to enable them to work with better communication, transparency, and collaboration for greater efficiency. It involves integrating these teams so that goals and processes can take one form and be optimized.

Smarketing occurs when there is cross-functional input into marketing plans, a closed-loop for feedback on sales content, seamless handoff between marketing lead generation and conversion by the sales team, correspondent customer service, and shared goals and objectives.

In smarketing, the marketers are responsible for educating buyers, nurturing and qualifying leads, providing competitive intel, influencing market trends, and engaging customers to deliver additional value. In addition, they ensure buyers continue evangelizing the company.

On the other hand, the sales team shares information including buyer needs, market dynamics, real-life applications of products, marketing content validity, product capabilities, customer habits, and process efficiency with the marketing team. This information can enable the marketing team to execute effective marketing strategies.

Smarketing can be used to solve the traditional problems faced by the sales and marketing teams. The issue of poor customer data can be addressed by creating an operational center of information that both teams can tap into. 

Smarketing will enable marketers to create converting sales content that wholly addresses the sales team’s needs, thereby leading to more adoption and fewer lost deals. In addition, better-informed content creation solves the problem of lead handoff with a refined process and enhanced returns on investment (ROI) on marketing spend. 

Aligning Both Teams

Smarketing can be hard to implement, primarily if the teams use different terminologies. However, this can be solved by creating a general glossary for the company’s terminologies. A service level agreement (SLA) can also be implemented to manage expectations from the teams. Other issues include not discussing revenue generation, not sharing feedback, and being hesitant to give feedback.

The first step to aligning both teams is defining the goals of the teams and unifying business outcomes. The next step is enhancing strategy by understanding market trends, buyers’ needs, and solutions. The processes to implement these strategies are then agreed upon by both teams. An important factor in smarketing is centralized communication. Sales enablement is also essential in creating a neutral space for collaboration and implementation between both groups. 

Many CRMs can be used to implement a unified smarketing program across companies; one of my favorites is Pipedrive, launched in 2010 as the first customer relationship management (CRM) tool designed for salespersons by salespersons. It helps users visualize their sales through scheduling, completing, and tracking sales activities. It features tools for generating and managing leads, sales automation, marketing automation, and email and communications.

Matthew Loughran is a columnist at Disrupt Magazine, he specializes in Tech, Finance, Wellness, and Startups. He has been featured in Forbes, INC, Entrepreneur, Today Show, BuzzFeed, and several other news outlets.

Become A Crypto Expert

Categories

Recent Stories

Trending


Copyright © 2022 Disrupt ™ Magazine is a Minority Owned Privately Held Company - Disrupt ™ was founder by Puerto Rican serial entrepreneur and philanthropist Tony Delgado who is on a mission to transform Latin America using the power of education and entrepreneurship.

Disrupt ™ Magazine
151 Calle San Francisco
Suite 200
San Juan, Puerto Rico, 00901

Opinions expressed by Disrupt Contributors are their own. Disrupt Magazine invites voices from many diverse walks of life to share their perspectives on our contributor platform. We are big believers in freedom of speech and while we do enforce our community guidelines, we do not actively censor stories on our platform because we want to give our contributors the freedom to express their opinions. Articles are not commissioned by our editorial team, and opinions expressed by our community contributors do not reflect the opinions of Disrupt or its employees.
We are committed to fighting the spread of misinformation online so if you feel an article on our platform goes against our community guidelines or contains false information, we do encourage you to report it. We need your help to fight the spread of misinformation. For more information please visit our Contributor Guidelines available here.


Disrupt ™ is the voice of latino entrepreneurs around the world. We are part of a movement to increase diversity in the technology industry and we are focused on using entrepreneurship to grow new economies in underserved communities both here in Puerto Rico and throughout Latin America. We enable millennials to become what they want to become in life by learning new skills and leveraging the power of the digital economy. We are living proof that all you need to succeed in this new economy is a landing page and a dream. Disrupt tells the stories of the world top entrepreneurs, developers, creators, and digital marketers and help empower them to teach others the skills they used to grow their careers, chase their passions and create financial freedom for themselves, their families, and their lives, all while living out their true purpose. We recognize the fact that most young people are opting to skip college in exchange for entrepreneurship and real-life experience. Disrupt Magazine was designed to give the world a taste of that.