79% of the B2B buyer journey is completed online.  

85% is done without any human interaction.  

This means that more and more of B2B buyers are bypassing sales teams, making decisions independently. Imagine, if these leads were captured by your sales teams before a buying decision was made – greater revenue per sale, higher close rates, a larger share of the market.  

One key component of that is ensuring that your sales and marketing teams are working together! Nearly 50% of B2B companies surveyed said that integrating these two teams is a priority. The historically competitive or hand-off communication between the two can be the reason that your revenue is not meeting expectations.  

How to start:

• Have the sales team share their goals with Marketing; educate marketing teams on revenue goals as well as leads needed to generate that revenue. 
• Marketing teams should then establish and share benchmarks that provide leading indicators as well as lead tracking. 
• Sales provide feedback on lead quantity and quality. Progress to goal. 
• Mandatory monthly meetings between sales and marketing. Review progress, share promotional messages, insights from sales conversations on what the client wants.   

Fully integrated organizations grow faster, are more profitable, and have better customer service scores.

Watch the video version: https://youtu.be/GrMLJ27uH-Y

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