By now, most marketers understand the importance of mending the traditional rift between sales and marketing. The mistrust and miscommunication that’s so often found between the two teams can act like an anchor on your company’s growth rate. In fact, organizations with good alignment between sales and marketing teams achieved 20% annual revenue growth in 2010, according to a study by the Aberdeen Group. By contrast, companies with poor alignment saw revenues decline by 4%.

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LeadCrunch – “Imagine if you could reach the right person at the right company with the right message at the right time to find a new customer?” That’s the opening question in the marketing video on the LeadCrunch website. The company uses a sophisticated algorithm to help you find people in your target market. As of this writing, though, it’s meant for companies in the B2B space.

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GoToWebinar – You’ve got a list of prospects, but how do you prove to them that you’re knowledgeable in your field? One way to do that is with a webinar. GoToWebinar is a valuable tool to help you cultivate an improved relationship with people who were once on the receiving end of a cold call. The tool makes it a snap to set up and host your own webinar that will ultimately boost your brand and help you reach the final funnel stages with success.
John Lincoln (MBA) is CEO of Ignite Visibility (a 2017, 2018, 2019 and 2020 Inc. 5000 company) a highly sought-after digital marketing strategist, industry speaker and author of two books, "The Forecaster Method" and "Digital Influencer." Over the course of his career, Lincoln has worked with over 1,000 online businesses ranging from small startups to amazing clients such as Office Depot, Tony Robbins, Morgan Stanley, Fox, USA Today, COX and The Knot World Wide. John Lincoln is the editor of the Ignite Visibility blog. While he is a contributor, he does not write all of the articles and in many cases he is supported to ensure timely content.

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However, video conferencing and other apps offer an opportunity to engage prospects at a time and place that suits them. In fact, 60% of sales reps say they spend more time selling virtually than they did in 2015, according to the third edition of Salesforce’s global “State of Sales” study. Meanwhile, 52% of sales reps say they spend the same amount of time or less meeting with customers in person.

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By now, most marketers understand the importance of mending the traditional rift between sales and marketing. The mistrust and miscommunication that’s so often found between the two teams can act like an anchor on your company’s growth rate. In fact, organizations with good alignment between sales and marketing teams achieved 20% annual revenue growth in 2010, according to a study by the Aberdeen Group. By contrast, companies with poor alignment saw revenues decline by 4%.
“Aligning marketing and sales during the sales funnel does more than just align the teams — it creates better business outcomes,” said Mathew Sweezey, Principal of Marketing Insights at Salesforce. His stance is validated by a SiriusDecisions study that found brands with tightly aligned sales and marketing operations achieve 24% faster three-year revenue growth and 27% faster three-year profit growth. The three easiest ways to ensure marketing and sales alignment will succeed is a common language, co-created shared programs, and a policy to abide by a service level agreement.
Create content and use tactics that help to keep them connected with your brand, even when they are not actively engaging with it. One of the most effective ways to boosts engagement is through Newsletters. This will keep them up-to-date about your latest products and discounts, major sales that they shouldn’t miss or any changes you make with regards to the terms & conditions of your service.

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“Time is money for a rep,” said Tony Rodoni, Salesforce EVP, Commercial Sales, and Market Readiness. “You need to know the most important thing to do right now, and what to do next. If you’re not clear on which opportunities are accurate, you’re relying on your memory to know which ones need work. As you take on a bigger book of business, with more opportunities, quarter after quarter, relying on your own memory means mistakes and wasted time.”
Lots of Interest, But Not a Good Fit: Leads in the lower right don’t necessarily fit your ideal customer profile, but are highly engaged with your brand. They might have subscribed to your blog and email newsletter, downloaded your ebooks, and attended your webinars. It’s worth having a sales rep do a low-cost follow-up with these fans to see if there’s an easy sale to make from a non-traditional customer. Sometimes leads that don’t seem like a fit have a good reason to buy your product. They can also turn into great evangelists for your products or services, thus providing you with indirect support as non-customers. That’s why you can’t automate the entire sales and marketing process. At some point, a good marketer or sales rep can spot an opportunity that your systems might overlook.

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Process bottlenecks and hindrances. You might find, for example, that the proposal stage regularly delays the sales process by a week due to the need for custom quotes. Armed with that information, you can search for solutions that can automate how you produce project estimates. Alternatively, you may discover that some prospects are unengaged with the collateral you share at the lead generation stage. In this case, trial new marketing assets to see how well they respond and if they are more likely to convert into opportunities won later. 


Growbots – If you’re looking for a high-quality outbound sales solution, you should absolutely evaluate Growbots. According to one online testimony, using Growbots is as simple as setting up a customer profile, creating a must-read email with a clickbait headline, and then launching your campaign. It’s a bit pricey, though. The service starts at $500/month billed annually. However, when you think of a typical sales funnel, catchy emails probably comes to mind first. So, if you’re serious about utilizing sales funnel stages to your advantage, Growbots is worth the price.

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LeadCrunch – “Imagine if you could reach the right person at the right company with the right message at the right time to find a new customer?” That’s the opening question in the marketing video on the LeadCrunch website. The company uses a sophisticated algorithm to help you find people in your target market. As of this writing, though, it’s meant for companies in the B2B space. 

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