The sales and marketing connection – selling when customers are ready to buy
Another sales and marketing masterclass in a paragraph. Are you selling when customers are ready to buy?
#3 – Selling when customers are ready to buy
In marketing, we are driven to produce whatever our sales team need from us to support their sales process, a new brochure to leave with prospects, an email campaign to generate new leads, a newsletter to stay in touch with lapsed prospects - but how often do we marry this against the customer's buying process? Marketing needs to understand the process that a buyer goes through from identifying their need for your product or service and researching suppliers, to repeat ordering. As marketers, we should be working with the sales team to map out the buying process, identifying which marketing activities and information would be most helpful and persuasive at each stage of the customer's buying process. Working this way will ensure your customers have the right information at the right time, in order to make a positive buying decision.
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Posted: 06 July 2011 | with 1 comments