What do all of the following statistics have in common (aside from the fact that they all come from CSO Insights’ 2014 Sales Performance Optimization Study)?
29.8% of companies with a formally agreed-upon definition of a qualified lead claim a lead conversion rate (leads converted to opportunities) of more than 75%.
Fewer than 10% of firms say that sales exceeds expectations in its ability to prioritize accounts to focus selling efforts.
Here’s a hint: they all point to the importance of sales and marketing alignment. According to a study by Corporate Visions, only about one in ten B2B marketers and salespeople from around the world report a complete level of coordination between their demand generation and sales training teams — and when sales and marketing aren’t aligned, the bottom line suffers.
To guarantee business success, both of these teams need to be aligned behind common objectives and have a fluid workflow in place. Think of sales and marketing like the Jay-Z and Beyonce power couples out there, constantly championing each other’s successes and supporting each other’s goals. Now, we’re not saying that marketers and sales reps need to emulate famous power couples, but we do think that the secrets to successful personal relationships can apply to business relationships, too.
In fact, we believe this so much that we’ve created an entire animated infographic around this concept, called our Little Black Book of Sales and Marketing Alignment. Take a look at the static version of the graphic below (click on the image to see a larger version) to see how sales and marketing can become the ultimate selling team by leveraging tried-and-true secrets of successful power couples — and don’t forget to check out the full animated experience here.
View the full interactive experience by clicking on the banner below.