Sales & Marketing; A Well Oiled Lead Machine - Gaby awad

Gaby Awad - “Buying Customers”

Episode: Sales & Marketing; A Well Oiled Lead Machine

Introduction

My name is Gaby Awad AKA The Coach on Wheels (you have to watch my YouTube channel to know why 😉), and I am your host for the BUYING CUSTOMERS radio show 🔥🔥🔥

It would be awesome if I could hear from you in real time during the show. If you’re listening live or to one of the recordings, you can always connect and interact with us on Facebook, Instagram, LinkedIn and Twitter at IBGRNetwork.

Listen LIVE every Wednesday 12:00 pm to 1:00 pm: GMT 
 
Show Objectives 

Sales + Marketing = Smarketing 

This is not a fancy formula but a real formula for success. How can and should Sales & Marketing functions work together in alignment or like “a well-oiled machine”.


Key Issues 

• Both departments tend to work in silos
• No proper communication
• Different terminologies 
• No data and metrics to streamline the process from discovery to loyalty
• Weak lead generation and conversion strategies when not aligned

What You Need to Know 

• What are the similarities and differences of both departments
• What are the key responsibilities of each
• How to align them 
• What to do to have a better ROI

What You Need to Do 

• Make it easy for both departments to communicate and collaborate
• Ensure streamlined business processes
• Bring them together and spend quality time with them
• Focus on the entirety of the customer journey or sales funnel, and 
• Align their goals

Action Plan

Sales and marketing alignment starts with good planning, but once achieved, you'll ensure success in the long run.

Step 1: Define common terms. And this is the first and essential step of any alignment. It sounds simple but it's actually relatively rare across organizations. 

Step 2: Define the goals and strategy together. Sales and marketing need to clarify three keys: 

1. Lead scoring, 
2. Lead generation metrics, and 
3. Service level agreements (SLAs). 

Step 3: Replace the sales funnel with a customer journey. The traditional sales funnel modeled a process where a large audience was sorted down to leads, then prospects, and finally clients. Today this simplistic strategy keeps marketing in one silo and sales in another, in a market where they need each other to deliver the personalized attention that prospects expect. The journey is now a cycle from Discovery to Retention and Referral passing by touch points like exploration, comparison, evaluation and decision on your product or service. 

Step 4: Structure your team for synergy success
Consider Marketing roles like Demand generation lead, product marketer, content marketer 

And for Sales: Account executives and sales development representatives (SDRs) that are separate from marketing, and they have one exclusive focus: to review, contact, and qualify marketing-generated leads and deliver them to sales account execs. 

Step 5: Move forward in harmony. When marketing and sales can move beyond their differences and align to work in tandem, they have the ability to increase the revenue cycle while cutting costs at the same time. Schedule default meetings and discuss action plan and challenges during those meetings. Find win-win solutions that leads to a seamless revenue generating well-oiled machine.


Shows 

• Previous: Season 3 Recap 
• Next: Season 4 Episode 2 -  The Positive Yes! Attitude in Sales

 
Written by Gaby Awad 
As a Business and Executive Coach, Gaby helps business owners, leaders, and teams grow and achieve their goals through alignment, business re-education, coaching, and mentoring. He has more than 25 years of experience in executive positions and transforming businesses.

Currently he is the Franchise Owner of ActionCOACH in Lebanon and in this position he also coaches Business Owners, CEOs and other top level executives. Gaby hold international accreditations as certified coach from ActionCOACH, Marshall Goldsmith, The John Maxwell Team, and Jeffrey Gitomer Sales Academy. Gaby is also the founder of Good Session Coaching,  an online learning platform for executives and business professionals where leaders can go through self-paced learning.

You can connect with Gaby on any of his seriously social platforms
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Send an email: gabyawad@actioncoach.com

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