Sales and Marketing Alignment

We did all the right things.

Gathered data from the CRM, reviewed successful client case studies, got intel from sales, and picked the accounts.

It didn't matter.

There was no alignment between us.

The sales team didn't see the point of what we were doing and were just being polite. Leaning on what they know and do well.

Cold calling clients and trying to get a demo.

But then something happened.

We invited our Sales Director to an Account Based Marketing event.

2 companies (sales and marketing) presented their success with ABM and a light bulb went off.

Our Head of Sales was finally motivated to collaborate with us.

He saw how ABM can help accelerate the sales cycle and increase engagement and reach within target accounts.

It wasn't just a nice to have.

Suddenly sales were more open to collaborating with us, as opposed to just requesting brochures.

That alignment took months to achieve and was critical to the success of all the programs we were now running together.

Marketing cannot succeed in a vacuum.

Sales and Marketing absolutely need to work together to achieve business objectives and sales targets.

Without alignment, you will fail before you even begin.