One of the persistent challenges in the world of marketing is the infamous handover – the point where marketing hands off leads to the sales team. Traditionally, marketing has often been perceived as a top-of-the-funnel player, primarily responsible for lead generation, leaving the sales team to take it from there. It’s a scenario we have been dealing with for years, but is it the most effective approach?
Many marketing teams aspire to work closely with sales, and support prioritised accounts and deals. As a team. Yet, in many instances, marketing teams are often told that certain areas are for marketing, while others belong to sales, limiting their involvement beyond the lead handover. Ironically, it’s typically in the later stages of the sales process that sales need marketing’s support the most.
Instead, work as one team. Let marketing support sales post lead handoff and help position and strengthen key messages during the sales process, where it matters the most. By aligning your sales and marketing efforts, we help you build deeper relationships with your key accounts and increase your conversion rates.