Image source – SuperOffice<\/a><\/figcaption><\/figure>\n\n\n\nSo, ultimately alignment reduces the crazy long sales cycle into a simple conversation, please send the invoice. If your marketing & sales are not aligned, it is pushing your B2B sales down.<\/p>\n\n\n\n
There is a lot to cover for marketing and sales alignment, but in short, it boosts sales productivity for more results.<\/p>\n\n\n\n
Solution:<\/h4>\n\n\n\n
Go beyond integrating marketing software with CRM and align them at the strategy level. Bring marketing & sales teams together to achieve the goal faster.<\/p>\n\n\n\n
9. Generating Leads Instead Of Demand<\/h3>\n\n\n\n
In B2B your target audience is very limited and very often smaller than a normal B2C audience. So there are very easy ways to know who they are by their name and address. So technically there is no point to waste time and resources on lead generation, it’s just a click away.<\/p>\n\n\n\n
Chances are you have them in your CRM, right?<\/p>\n\n\n\n
Now the goal is how to push them into your sales pipeline. If you are still focusing on the top of the funnel to generate B2B leads, please stop that now. This is the reason your B2B sales are left behind.<\/p>\n\n\n\n
Start creating content for the middle and top of the funnel. This way even a simple email can push them into a real-life sales conversation, hence a new deal.<\/p>\n\n\n\n
Solution:<\/h4>\n\n\n\n
Create content to generate demand. In B2B lead generation is important but not the deal maker.<\/p>\n\n\n\n
10. Not Measuring B2B Sales Results<\/h3>\n\n\n\n
Sales without measuring performance are driving blindly. If you are measuring sales KPIs and results, you don’t need to read such articles. Go and find out the bottleneck and fix that.<\/p>\n\n\n\n
Although I hate tools and tricks, however, in this case, some software like HubSpot, Salesloft, and Salesforce will help you measure the overall sales performance.<\/p>\n\n\n\n
Solution:<\/h4>\n\n\n\n
Measure how your sales are functioning and take data-driven decisions to fix any issue.<\/p>\n\n\n\n
Conclusion:<\/h3>\n\n\n\n
Sales are always a very important function, even if you are making millions or billions in revenue. And in the case of B2B sales, it is even more important to take it seriously because you always have a limited number of buyers to engage. So, the probability of winning deals is usually very slow and sometimes very low.<\/p>\n\n\n\n
To overcome or avoid a stuck situation you need robust B2B marketing to drive B2B sales<\/a> at scale.<\/p>\n","protected":false},"excerpt":{"rendered":"No matter what you sell, you’ll need revenue to sustain, run and grow your business. In B2B it is more challenging because you have a very limited number of buyers surrounded by wooing competitors. As an owner or accountable executive of a B2B company, it is your responsibility to build a sustainable revenue stream. If […]<\/p>\n","protected":false},"author":1,"featured_media":1205,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[12],"tags":[],"blocksy_meta":[],"acf":[],"_links":{"self":[{"href":"https:\/\/openthrive.com\/wp-json\/wp\/v2\/posts\/1169"}],"collection":[{"href":"https:\/\/openthrive.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/openthrive.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/openthrive.com\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/openthrive.com\/wp-json\/wp\/v2\/comments?post=1169"}],"version-history":[{"count":0,"href":"https:\/\/openthrive.com\/wp-json\/wp\/v2\/posts\/1169\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/openthrive.com\/wp-json\/wp\/v2\/media\/1205"}],"wp:attachment":[{"href":"https:\/\/openthrive.com\/wp-json\/wp\/v2\/media?parent=1169"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/openthrive.com\/wp-json\/wp\/v2\/categories?post=1169"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/openthrive.com\/wp-json\/wp\/v2\/tags?post=1169"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}