Understanding the Sales and Marketing Processes

Sales and marketing teams do not always get along, due to each department having vastly differing goals and objectives. Marketing aims at creating new prospects for the sales team, while the latter prioritizes closing sales and building customer relationships - an extensive process. In order to be successful at both roles it is imperative that one understands these processes thoroughly in order to thrive at both roles.

Awareness is the first stage in any sales process and can be achieved through word of mouth, marketing campaigns, social media and other promotional activities. Once potential customers become aware of your product or service they move onto evaluation - this typically includes requests for information, demonstration or pricing information as well as requests from potential customers for more information and demos or pricing data. Once their needs have been assessed a sales rep will submit a proposal to close a sale before engaging in negotiations and closing deals with negotiations if necessary.

Sales and marketing must understand each other's goals in order to work efficiently together. Sales people may become disgruntled when marketing pushes an unsuitable product or service into the market; on the other hand, marketers become discontented when salespeople ignore leads or misunderstand messaging from marketers.

Marketing and sales departments must remain aware of the changing environment, remaining adaptable in their approach to new markets and competitors. By joining forces, both departments can create more efficient strategies with increased results for greater business results.

Customer retention is essential to increasing sales revenue for any business, and can be achieved by offering outstanding customer service and meeting the customers' needs. Communicating regularly with them - via emails, calls or direct mail can all work - will also ensure repeat business from customers.

Salespeople can be highly protective of their role within an organization, often thinking they know best on how they should generate leads themselves and being offended when their approach changes. It's important for salespeople to remember that marketing departments can also help generate leads.

Marketing departments should understand that salespeople have difficulty adapting to change. Salespeople tend to dislike marketing, which may cause them to avoid or mock its members - and can lead them to disregard the efforts of the marketing department altogether.

Sales and marketing activities are an integral component of any business, as both departments must collaborate in order to increase overall business revenues. By emphasizing sales and marketing activities both departments can reach their goals more rapidly and efficiently.