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The Sales Review

Tactics and strategies to align with the modern buyer

Following The Buyer's Will: How To Improve Sales And Marketing Alignment [Infographic]

Posted by Julia Manoukian on Feb 9, 2017 11:28:24 AM

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It's now or never: if leaders want to stay up to date with today's B2B buyers they must embrace new organizational, collaboration, and compensation models. Unfortunately, despite the massive benefits of cross-departmental initiatives, progress is not where it needs to be. 

The benefits of lining up your sales and marketing teams, specifically, are huge: According to Aberdeen Research, companies that align the two experience up to 20% annual revenue growth.

If revenue is the end goal, what are the processes that get you there? 

  • Data-driven processes. High-performing sales teams are 2.8X more likely to be outstanding or very good at predictive intelligence. Tweet: High-performing sales teams 2.8X more likely to be outstanding at predictive intelligence via @MySales4Life https://ctt.ec/7dOUe+  
  • Social selling. Companies with formalized social selling processes have 39% higher sales and marketing alignment than those that don't. Tweet: Companies with formalized social selling processes have 39% higher sales and marketing alignment @MySales4Life https://ctt.ec/dbA19+
  • ABM/ABE. 60% of companies say they are 'somewhat' or 'tightly' aligned with sales. Tweet: 60% of marketing teams using ABM say they are 'somewhat' or 'tightly' aligned with sales @MySales4Life https://ctt.ec/bcdP8+    

The following infographic is based on Forrester's latest report: B2B Buyers Mandate A New Charter For Marketing And Sales.

If you want to learn more about the proven strategies leaders need to drive revenue today, sign up for the free virtual online summit, Digital Growth Conference, featuring Mary Shea and Jamie Shanks here.

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Julia Manoukian

About the Author

Julia is focused on creating, managing and producing everything content-related at Sales for Life. From product to content marketing, she is committed to constantly evolving the company's marketing strategy to exceed the demands of the ever-changing buyer.

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