How to Integrate Sales And Marketing

Business to business marketers – and all marketing teams in general – are expected to do more with less, so making the most out of hard-earned business sales leads is extremely important. Integration of the sales and marketing teams is critical to successfully achieve ROI.

Sales and marketing teams should collaborate and integrate their efforts to achieve the best possible results. A large percentage of business leads and potential profit are lost due to inadequate follow through efforts from the sales team. Sales people must inform the marketing staff accordingly whenever appointments are set and when sales leads successfully convert to profits. When marketing teams are informed of the conversion rate of their delivered sales leads, they will be able to tailor their marketing strategies – revamp ineffective tactics and improve on those that are working only fairly – to better attract the appropriate leads so that sales people can convert them faster.

The important link that connects the sales and marketing teams are the appointment setters. Hiring reliable appointment setting services are essential for maximizing limited resources without the additional management responsibility. A business lead’s propensity to convert into a sale begins to be affected right from the moment of appointment setting, so excellence at this stage is invariably important. The following are a few rules that your professional appointment setters should adhere to when making appointments:

Set appointments with the appropriate top decision maker – appointments with executives who can’t make the important decisions on their own is a waste of time and resources. Furthermore, they will have to convey your product or service presentation to their higher ups, which could lead to misunderstanding and an inadequate representation of your company.

Be prepared for each client – arm your appointment setters with well-researched information about the client they are calling (what their problem is and why your product or service is the best answer). A personalized treatment of the client right from the beginning will make the client see your company in a more positive light.

Give the leads two options to choose from – making your business leads choose between just two options for the date and time of the appointment will minimize the chances of business leads turning down the invitation for an appointment.

Inform the client of how many and who will be present at the date of the appointment – you don’t want your prospect to be caught off guard and feel cornered by bringing a large number of people for the meeting. Doing so would likely cause the business deal to fall through so inform the clients accordingly.

Confirm set appointments – have your appointment setters confirm appointments a few days or hours before the set date to be certain that all information are correct and as a way to remind the client.

A substantially large yet qualified calling list is absolutely necessary for professional appointment setters to have higher chances of setting appointments with business leads. Sales & marketing teams and appointment setters should be synergized and united in their efforts to make the sales process flawlessly progress from sales lead generation to appointment setting to sales conversion.