Successful brokers understand the value of strong collaboration between Marketing and Sales. But how can you make sure these teams work together effectively?
Here are six practical steps to help you get started:
- Align on a monthly sales target
Set a clear, agreed-upon sales goal for both teams. This creates a shared expectation and focus from the outset.
- Define key objectives for each team
Agree on Marketing’s main objective or KPI for each quarter or campaign, and do the same for Sales. This encourages shared responsibility and accountability.
- Clarify lead definitions
Distribute clear definitions of what constitutes a warm lead and a qualified lead. This helps both teams understand the customer journey and how to drive more sales.
- Invest in lead scoring
Decide together how much time and resource to dedicate to lead scoring. This process allows both teams to objectively prioritise leads, making sure efforts are focused where they matter most.
- Identify Your ideal audience
Agree on your target audience and develop a buyer persona. Sharing this across both teams makes sure everyone is working towards attracting the same high-quality prospects.
- Leverage technology
Use software to automate routine tasks and streamline information sharing. This frees up time for both teams to build stronger relationships with customers and prospects. Regular, open communication and sharing insights, especially those gained from your CRM, are key to maintaining alignment.
By following these steps, Marketing and Sales can work together more effectively, leading to higher conversion rates, increased revenue and improved customer satisfaction.
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