 How integrated sales & marketing organizations fix the disconnect that’s killing your revenue By Charles (Chip) Royce, Flywheel Advisors, flywheeladvisors.com Chip Royce is a Fractional CRO & GTM Architect, delivering fast growth for B2B, SaaS, and Deep Tech Companies. Read the entire article here. URL for this Post.  Here’s a gut question: When did your sales team last thank your marketing team for a qualified lead?
If you can’t remember, you’re not alone. Most B2B companies have a sales and marketing problem. They just don’t know it yet. The Internet Broke B2B Sales (But Nobody Talks About It) The internet changed everything for B2B buyers. But most companies still operate like it’s 1995. Here’s what happened: Buyers research vendors online before they ever talk to a salesperson. They read reviews, compare features, and check references. For consumer products, this works well. For B2B? It’s a mess. Why B2B online research fails buyers: · Review volumes are too small to be statistically significant · Competitors plant fake negative reviews · Vendors pay for glowing testimonials · One angry customer can destroy your online reputation Your buyers think they’re informed. They’re just confused. Younger Buyers Made Everything Worse Millennials and Gen Z buyers approach B2B purchases differently than their predecessors. They expect instant information with zero human interaction. What this looks like at trade shows: · Attendees under 35 treat your booth like a Google form · They fire 3-5 rapid questions at you · Once they get answers, they vanish · Follow-up emails go unanswered · Voice messages pile up in full mailboxes Your sales team calls this “ghosting.” Your prospects call it “avoiding pushy salespeople.” The real problem: Your marketing creates awareness. Your sales team tries to convert. But there’s no bridge between them. The Solution: Integrated Sales & Marketing That WorksStop treating sales and marketing as separate departments. They should be one revenue-generating machine. Here’s how to build an integrated sales & marketing organization that drives real results: Read the rest of the post here.
0 Comments
Leave a Reply. |