Alignment

Align For Success

Alignment increases sales revenue by focusing the combined and integrated efforts of Sales and Marketing on the customer buying cycle. Alignment helps assure that you pursue the right leads with the right strategy and the right message in order to increase sales, cross-sales, up-sales, and create loyal customers.    See Hour Glass Precept.

Through facilitation, process design, and training, Zing helps you:

• Sharpen the focus of your Marketing to generate more and better leads
• Strengthen the focus of your Sales team to compress the sales cycle
• Marketing and Sales work together to increase revenue and decrease customer churn

 

The Need/Problem

• Sales claims that Marketing doesn’t deliver the right kind of leads.
  Marketing claims that Sales doesn’t know how to turn a good lead into a sale.
• Marketing claims that Sales doesn’t use the provided marketing materials.
  Sales claims that Marketing doesn’t know how to communicate with the prospect.
  
• Sales claims they don’t have time to deal with companies not ready to buy.
  Marketing claims it’s not their job to baby-sit those companies not ready to buy.
  
• Marketing: Our job ends when Sales contacts a prospect.
  Sales: Our job starts with the first customer appointment and ends with a sale.

The Goal

• Marketing pursues and prepares the right customers for Sales.
• Sales converts more leads.
• Customer churn decreases.

The Result

• Sales and Marketing understand their distinctive and collaborative roles
• Sales and Marketing agree on the target customer, have a thorough understanding of their needs, and agree on the value of your product or service to them  
• Sales continually shares its needs, insight, and experience with Marketing
• Marketing understands and supports the sales process at every step, from lead generation to customer retention