B2B marketing has really evolved from the days of just creating brochures for the customers.

Some mistakes that were commonly made include not combining the sales and the marketing departments.

If they are combined, then the marketing and the salespeople will use the same data. Otherwise, they are not communicating together.

The sales and marketing departments should work together on the larger leads instead of just focusing on every small lead. Another mistake is to use data that doesn't mean anything.

The data that should be used is about the relationships with your customers and how it is improving.

Instead of focusing on fragmented data, the sales and marketing departments should be working together.

Key Takeaways:

  • Sales and marketing are equally important entities in a company. They should be getting their data from the same source.
  • When sales and marketing are making decisions based on different metrics, progress is next to impossible to measure.
  • While metrics that track traditional signs of company health, like pipeline and revenue are key, tracking account progression is also a key to company success.

“When sales and marketing are aligned, companies see a 19% faster revenue growth and 15% higher profitability, on average,” says Jon Miller,

#B2B, #B2BMarketing, #B2BLeadGeneration

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