As buyers gain access to more information and research, it’s vital that sales departments are empowered with the right information, and that both teams know exactly when the handover between marketing and sales will occur. Marketers have to prepare the sales team with the necessary information and content to continue to add value to existing relationships with leads. If these two teams aren’t on the same page, the buyer’s journey is bound to be rocky.
The following six steps are the key to aligning your marketing and sales teams.
Step 1: Define common terms.
Step 2: Set common goals.
Step 3: Build a collaborative environment.
Step 4: Reformat lead scoring.
Step 5: Define organizational structure.
Step 6: Create internal service-level agreements (SLAs).
