Fundamentals of Marketing
The benefits for sales teams in understanding marketing activities
Align sales strategies, create more effective pitches, build stronger customer relationships, and close deals more efficiently.
The importance of understanding customer behavior for sales teams.
To tailor sales approach, anticipate customer needs, build stronger relationships, and close more deals.
Common marketing channels.
Digital marketing, social media, email marketing, content marketing, search engine optimization (SEO), pay-per-click (PPC) advertising, influencer marketing, and traditional channels such as TV, radio, and print media.
Digital marketing tools and techniques
Tools: CRM, SMM tools, analytics tools, and more
Techniques: content marketing, SEO, paid advertising, SMM, email campaigns
Collaboration touchpoints between BDRs/SDRs and Marketing
Lead generation and qualification processes, content creation and sharing, campaign planning and execution, regular alignment meetings, and more.
Activities included in marketing segmentation.
Market research, identifying target audiences, creating customer personas, and more.
Targeting in sales and marketing
Identifying and focusing on specific segments of the market that are most likely to buy.
Benefits of implementing marketing data for Sales
Improved the customer experience, upselling and cross-selling opportunities, minimizing churn, and more.
Ways that sales can integrate digital marketing channels.
Nurture leads, inform sales strategies, enhance sales pitches, and streamline communication and follow-up processes.
Barriers to sales and marketing alignment
Lack of communication, misaligned goals and metrics, siloed data and processes, cultural differences between teams, and more.
Ways sales teams can use the 4 Ps of marketing.
To better understand the product, set competitive pricing, identify the best channels for reaching customers, and more.
Key elements of a strong brand strategy.
Clear brand identity, consistent brand messaging, a strong visual identity, an engaging brand story, and more.
Roles of BDRs/SDRs in cross-channel integration
Identifying target accounts, qualifying leads, engaging prospects (outreach and follow-up), building relationships, feedback Loop
Sales teams utilizing SEO strategies
Keywords in their communication, LinkedIn profile optimization, SEO-friendly content, and engagement with high-potential leads.
Collaboration skills when working with marketing
Active listening, clear and concise communication, being open to feedback, setting common goals, using collaborative tools, and more.
Sales support for marketing at each stage of the funnel.
Customer feedback, engaging with leads, and nurturing relationships.
Psychological strategies to increase sales.
Social proof, a sense of urgency, reciprocity, scarcity, authority, and consistency.
Cross-channel conflict resolution strategies for SDRs/BDRs.
Clear communication, well-defined channel strategy, strategic resource allocation, and implementing technology (CRM or sales engagement platforms).
Salespeople analyzing sales data
CRM analytics to track lead conversion rates, sales performance metrics to assess individual and team performance, and predictive analytics to identify future sales opportunities.
Winning formula of smarketing synergy
Seamless, automated transitions, consistent and personalized messages, timely engagement, and a single source of truth.
Marketing support for Sales at each stage of the sales funnel?
Generating leads and creating awareness, providing sales enablement content.
Sales enablement content examples.
Demo Videos, Product Datasheets, FAQs,
Customer Testimonials, Sales Scripts, Case Studies, Training Webinars, Email Templates
Tools for cross-channel alignment
CRM, marketing automation platforms, project management tools, communication tools, analytics platforms, and content management systems.
Tools for auditing sales data
CRM system, website analytics tool(s), website visitor tracking tool, customer feedback surveys, and more
Traditional sales funnel vs smarketing funnel
Smarketing changes the customer journey from a linear sales funnel to a circular experience fostering long-term relationships.