{"id":31,"date":"2016-02-29T06:25:00","date_gmt":"2016-02-29T06:25:00","guid":{"rendered":"https:\/\/www.salezshark.com\/blog\/2016\/02\/29\/marketers-guide-equip-sales-team\/"},"modified":"2023-09-05T12:20:01","modified_gmt":"2023-09-05T12:20:01","slug":"marketers-guide-equip-sales-team","status":"publish","type":"post","link":"https:\/\/www.salezshark.com\/blog\/marketers-guide-equip-sales-team\/","title":{"rendered":"A Marketer&#8217;s Guide to Equip the Sales Team"},"content":{"rendered":"<h3><span class=\"ez-toc-section\" id=\"Marketers_have_two_primary_audiences\"><\/span><strong>Marketers have two primary audiences:<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_73 ez-toc-wrap-center counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #000000;color:#000000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #000000;color:#000000\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 eztoc-toggle-hide-by-default' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.salezshark.com\/blog\/marketers-guide-equip-sales-team\/#Marketers_have_two_primary_audiences\" title=\"Marketers have two primary audiences:\">Marketers have two primary audiences:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.salezshark.com\/blog\/marketers-guide-equip-sales-team\/#Track_your_Customers_Journey\" title=\"Track your Customer&#8217;s Journey:\">Track your Customer&#8217;s Journey:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.salezshark.com\/blog\/marketers-guide-equip-sales-team\/#Analyze_the_ROI\" title=\"Analyze the ROI\">Analyze the ROI<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.salezshark.com\/blog\/marketers-guide-equip-sales-team\/#Identify_Qualified_Leads\" title=\"Identify Qualified Leads:\">Identify Qualified Leads:<\/a><\/li><\/ul><\/nav><\/div>\n\n<p>the end user and their own sales team.<\/p>\n<p>To achieve success, both sales and marketing teams have to understand the persona of their buyer. To pitch a sale, the sales and marketing teams have to align to create a solid process for the marketing-sales hand off.<\/p>\n<ol>\n<li>\n<h3><span class=\"ez-toc-section\" id=\"Track_your_Customers_Journey\"><\/span><strong> Track your Customer&#8217;s Journey: <\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Taking care of <a href=\"http:\/\/www.salezshark.com\/sales-automation\"><em>sales enablement<\/em><\/a> begins with understanding the buyer&#8217;s journey. Consult your sales team to get a better idea of the stages your buyers go through as they move through the sales cycle, then start creating a content roadmap to anticipate what you have learned. Discuss the ways your buyer learns, the way they evaluate and what can content marketing do to meet their needs.<\/li>\n<\/ol>\n<ol start=\"2\">\n<li>\n<h3><span class=\"ez-toc-section\" id=\"Analyze_the_ROI\"><\/span><strong> Analyze the ROI<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><em>Lead Conversion<\/em> is vital for the efficiency of the sales team. The marketing team requires focusing on the impactful leads that will convert quickly. To enable your sales team you need to be transparent about what worked and what didn&#8217;t. The sales team would want to know if you are channelizing the budget in a right way and how much is the <em>return of investment<\/em>. Looking at your conversion rates and your closed won deals, would help you to rank your spend across the deal will let you see where you are getting the highest return. Chuck out the programs that you feel are giving unacceptable ROIs and double the ones which you feel gives you the most out of your spend. If you want your teams to be as aligned as possible, always make sure you&#8217;re monitoring and measuring as much as you can.<\/li>\n<\/ol>\n<ol start=\"3\">\n<li>\n<h3><span class=\"ez-toc-section\" id=\"Identify_Qualified_Leads\"><\/span><strong> Identify Qualified Leads<\/strong>:<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>One can consider Lead Nurturing to enable sales by running drip campaigns featuring training resources. By using <a href=\"http:\/\/www.salezshark.com\/marketing-automation\"><em>marketing automation<\/em><\/a> to deploy these campaigns, you&#8217;ll be able to see who is engaging with your training content and get insight into what you can do to improve. Some marketers pass all leads directly to their sales team and others only pass over the ones that meet the criteria they determine as &#8220;sales qualified.&#8221; For the latter group, if a sale is passing back a lot of leads, this indicates the criterion for transitioning a <a href=\"https:\/\/www.salezshark.com\/blog\/marketing\/the-perfect-crm-proposal-that-is-hard-to-refuse\">lead that needs to be twisted.<\/a><\/li>\n<\/ol>\n<p><em>Enabling sales isn&#8217;t a task to check off your to-do list. It&#8217;s a constant project that requires regularly communicating with your sales team to see what you can do to better enable them and adjusting your strategy accordingly to get optimum Return Of Investment.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Marketers have two primary audiences: the end user and their own sales team. To achieve success, both sales and marketing teams have to understand the persona of their buyer. To pitch a sale, the sales and marketing teams have to align to create a solid process for the marketing-sales hand off. Track your Customer&#8217;s Journey: [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":57,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[13,2],"tags":[3,5,29,10,11,30,8],"class_list":["post-31","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing","category-sales","tag-best-crm-software","tag-crm-software-company","tag-lead-conversion","tag-marketing-automation-tools","tag-sales-automation","tag-sales-enablement","tag-sales-management-software"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>A Marketer&#039;s Guide to Equip the Sales Team - Salezshark Blogs \u2013 Check out our blogs to get the expert views on CRM, Database, Sales and Marketing Automation topics, trends and advices<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salezshark.com\/blog\/marketers-guide-equip-sales-team\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"A Marketer&#039;s Guide to Equip the Sales Team - Salezshark Blogs \u2013 Check out our blogs to get the expert views on CRM, Database, Sales and Marketing Automation topics, trends and advices\" \/>\n<meta property=\"og:description\" content=\"Marketers have two primary audiences: the end user and their own sales team. 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