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The LeadG2 Blog

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3 Steps to Get Sales and Marketing on the Same Team to Accomplish Your Goals

Posted by Laura MacPherson

February 17, 2017

Too often, Sales and Marketing are opposing teams in their organizations. Each department relies on the other to help create the results the company is looking for, and neither side wants to take the blame when results don’t happen. The battle lines are drawn. Sales criticizes Marketing for not generating enough quality leads, and Marketing complains that Sales isn’t working the leads they’re giving.

But it doesn’t have to be this way. Sales and Marketing are really on the same team, trying to get results together. And if your Sales and Marketing departments are in harmony, your company will reach your goals and get the kinds of results you’re looking for.

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Topics: sales and marketing alignment, lauramacpherson

3 Resources to Help You Get Sales and Marketing Working Together Seamlessly

Posted by Laura MacPherson

January 13, 2017

If you work in Marketing, you're probably consumed with generating leads. If you work in Sales, you're probably concerned with closing deals. Because the two departments are usually siloed, it can be challenging to get them working together seamlessly. These three free resources will help you.

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Topics: sales and marketing alignment

How to Improve Your Inbound Marketing ROI by Educating Your Salespeople (and Our Course to Help!)

Posted by Dani Buckley

November 10, 2016

The most important role I have as a Consultant at LeadG2 is helping ensure my clients see ROI from their inbound marketing investments. However, as with all marketing investments, there are many variables that can get in the way of this. It's our job, as leaders in this industry, to figure out how to work around those obstacles and still ensure success. 

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Topics: lead generation, inbound marketing, danibuckley, sales and marketing alignment, inbound sales

Sales Enablement Tools Are Bridging the Gap Between Sales and Marketing — and Winning More Sales

Posted by Dean Moothart

November 9, 2016

 

“Sales enablement” is a term that seems to get thrown around quite a lot. I’ve found, however, that many sales and marketing professionals really don’t understand what “sales enablement” is or why it’s important. My definition is pretty simple. Sales enablement is any tool or process that supports the sales function—helping salespeople guide their prospects through their buying journey—from exploration to evaluation to final decision making and close.  

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Topics: Sales, deanmoothart, sales and marketing alignment, sales enablement

Inbound Marketing Commandment #2: Get Sales Involved Early On

Posted by Brian Hasenbauer

October 10, 2016

As part of the LeadG2 series on "The 10 Commandments of Inbound Marketing" we will be discussing each of these 10 commandments and the importance of each one. Also, we will be discussing why these principles are ones that you can’t ignore. The second of The 10 Commandments of Inbound Marketing is: Sales must be involved in your inbound strategy at each stage from conception to implementation to follow up. (Tweet This)

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Topics: inbound marketing, brianhasenbauer, media, sales and marketing alignment, professional services

Five Reasons to Involve Your Sales Team in Your Marketing Planning

Posted by Dean Moothart

May 20, 2016

Many organizations have built barriers between the various functions of their business. Even groups that rely on and support each other’s goals (like Sales and Marketing) are “siloed” in their own worlds and rarely communicate. Breaking down those walls and aligning goals and expectations can be challenging, but there are tremendous benefits as well.

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Topics: media, deanmoothart, sales and marketing alignment, professional services

Balance Your Lead Generation Mix to Get More Leads

Posted by Brian Hasenbauer

December 28, 2015

There are not many sales managers or marketers that wake up in the morning, look in the mirror, and say “Let’s conduct some webinars, attend trade shows, and place some ads in a few trade magazines this week." What sales manager and marketers do wake up and say to themselves, is “let’s get more leads."  

Lead generation strategies should be taken as a portfolio so that the overall lead generation efforts can be gauged, new methods explored, and the mix modified over time based on the effectiveness of each method. The focus should be on overall lead generation and not a single tactic. It’s often said, “You get what you focus on, so focus on what you want.”  This makes me think that sales managers and lead generation marketers should be investing their time and efforts focusing on overall lead generation portfolio than focusing on just one or two specific tactics.

While this approach to having a portfolio of lead generation tools might be new to some, the concept of diversification and portfolio management has been used by investment advisors for decades as a strategy to minimize risk and maximize returns for their clients. After all, isn’t that what a good lead generation strategy does—minimizes risk (and investment) and maximizes return (ROI)?

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Topics: lead generation, brianhasenbauer, sales and marketing alignment, marketing strategy

3 Ways CRMs Contribute to Sales and Marketing Alignment

Posted by Laura MacPherson

November 23, 2015

Sales and marketing alignment is a hot topic. As companies grow and invest more into both their sales and marketing departments, what used to be a team of two or three people becomes a team of many — and communication is a bit more difficult.

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Topics: inbound marketing, Sales, sales and marketing alignment, lauramacpherson

3 Reasons You Shouldn’t Rely on Your Sales Team to Generate Leads

Posted by Dean Moothart

August 10, 2015

One of the first signs that a sales organization of a small company is growing and maturing is that they no longer rely on the sales team to generate leads. In the early stages of development, a new company requires that everyone “wear multiple hats”. Consequently, the salesperson usually plays the role of Chief Marketing Officer, Marketing Campaign Manager, and Business Development Specialist. It’s quite simple really—if the salesperson doesn't generate leads, no one will. But as an organization matures, the various Sales and Marketing disciplines should be divided as soon as possible. Not doing so simply makes achieving growth objectives more challenging and makes your life tougher than it needs to be.

Unfortunately, many organizations get stuck in this first stage of organizational development, and they continue to rely on the sales team to generate their own leads. Salespeople should really never stop prospecting. They should always be on the lookout for new business opportunities. But an organization that completely relies on Sales to generate leads are putting their growth objectives at risk. Below are three primary reasons why.

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Topics: salespeople, deanmoothart, sales and marketing alignment

5 Signs Your Sales and Marketing Teams are Out of Alignment

Posted by Jason Zimmermann

February 27, 2015

Here’s a definition of trouble: According to a survey recently conducted by HubSpot, only 5% of salespeople think marketers are actually giving them good leads. At the same time, 59% of marketers admit to not having any type of agreement with sales that outlines mutual expectations and responsibilities.

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Topics: sales and marketing alignment

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