If you feel there’s a disconnect between marketing and sales in your company or even if your sales and marketing processes aren’t aligned as a solopreneur, here’s what we’ve learned works… Read the full article here: https://bit.ly/2K1NOul Interested in getting more leads, clients, and referrals from LinkedIn? Sign up for our Advanced LinkedIn Masterclass here: https://bit.ly/2K6QkzP

2. The top 3 things sales and marketing teams don’t do
that cause them to miss out on sales opportunities:
www.linkedselling.com

3. 1. Share data
Marketing doesn’t always see the end result or deal with the end issues that come up. In fact, Forrester found that 82% of enterprise
marketers have no view of synchronized customer data and can’t effectively measure the impact of their efforts on revenue.
And for the same reasons, sales doesn’t always see, or can’t justify, the efforts marketing makes to bring in leads nor are they
always aware of where leads are at in the sales pipeline, in terms of the prospect’s level of awareness and interest. Another issue
for sales is that many times they don’t have enough leads to begin with.
Both sides need to understand and be aware of the entire process, from how leads come in at the top of the funnel to how we close
them.
Besides sharing the numbers, it helps to share the issues that come up – especially the questions, concerns, needs and desires that
leads have at every point throughout the sales process.
This sharing of information and data is critical to building higher-converting marketing funnels.
Sales typically will get more personal interaction with leads and will know what they’re saying or thinking directly. Sales will also
have a good idea of what sales message brings big wins from their leads. This is a great resource for marketing! Marketing can use
this information to hone in on their message and their targeting to bring better, and more qualified leads to the table.
www.linkedselling.com

4. 2. Foster Communication and Collaboration
Here are some ideas we use consistently to make sure that our sales and marketing teams are always on the same page…
The Daily Huddle
In this 20 minute meeting we review the highlights – # of sales calls per day and what marketing campaigns drove them there or are
in development. A daily check-in goes a LONG way in terms of results and keeping your teams on the same page.
Weekly Meetings
Here we discuss the quality of leads and conversations and look for suggestions. We look for trends in the feedback we’ve been
getting from prospects.
● Have we noticed anything out of the ordinary?
● Anything marketing can use in their messaging to help prepare people for and more them toward the sales appointment?
● Which of our clients are getting the most success with right now and how can we find more like them?
● What other strategies can we double-down on?
● What strategies do we need to rework?
www.linkedselling.com

5. 2. Foster Communication and Collaboration
Reviewing Project Briefs
This is so simple, yet so helpful.
When we begin developing any new marketing campaign or project, we take time to spell out everything that is needed in a brief –
the purpose of the project, our goals, who’s involved, what documents should be reviewed and where to find them, as well as
relative links.
Putting all of these things in one place everyone has access to really cuts down on miscommunication and helps the sales and
marketing team understand exactly how much knowledge prospects have about us before getting on the call.
www.linkedselling.com

6. 3. Align Your Objectives
In all these meetings, you want to make sure that your objectives are aligned. First, both sales and marketing need to chime in
and identify who your best leads actually are as well as what prospects need to know at every stage of the pipeline to take them
further down the funnel.
Here’s an example from Salesforce –
“This collaborative tactic was one that produced great results for software supplier Vidyard growing their business by more than
1,000% over a two-year period. In a process coined as ‘smarketing’, Vidyard aligned their sales and marketing team’s objectives
on qualified opportunities, pipeline and revenue.”
Like rowing a boat, when everyone rows in the same direction, you’ll reach your destination that much quicker – and easier!
www.linkedselling.com

7. “What if it’s just me?”
www.linkedselling.com

8. “What if it’s just me?”
What do you do if you don’t have a team of people to support both sales and marketing roles? How can you possibly get the best
results when it’s just you? When you’re working on your own, it’s a tricky process to fit it all in.
That’s why it’s even more important to understand who your prospects are, where they hang out, and what they want. That way you
can choose the marketing and sales activities that give you the biggest bang for your buck.
For example: Just pick 1-3 marketing activities that have the most impact and that you can incorporate on a consistent basis:
1. Website
2. A social media channel
3. Webinar
The same goes for sales. Pick just a few activities that have the biggest impact in helping your prospects gain trust in you – and
that you can be consistent with. Tip: Be personal.
1. LinkedIn Messaging
2. Follow-up emails
3. The Sales Appointment (whether via the phone or in person)
www.linkedselling.com

9. To learn more about using LinkedIn to get more appointments with your
prospects, join us for our next free LinkedIn workshop here where we’ll share the
exact the 6-Figure LinkedIn Formula we use and our clients use that will add
$100k+ to your revenue in the next 12 months…without spending a dime on ads.
Click below for more information…