Mart’s Journey
Mart, the experienced Sales Manager, is facing a new and exciting challenge as his boss, Mike, asks him to focus more on account plans and work more closely with Suzanne from marketing. The goal is to better follow up on qualified leads, including through the use of social selling. Mart is eager to take on this challenge and is determined to maximize the potential of his sales team with this new approach.
In this first episode, we meet Mart, an experienced Sales Manager. At the request of his boss, Mike, he focuses on account plans and closer collaboration with Suzanne from marketing. They aim for better follow-up on qualified leads through the smart use of social media. Mart is determined to embrace this approach and strives for optimal performance from his team. With enthusiasm, they set their course on their journey towards Smarketing.
Mart and Suzanne are moving forward with full force to strengthen the collaboration between Sales and Marketing. They organize regular meetings where they align their strategies and evaluate performance. Suzanne provides valuable insights into the target audience and the best ways to generate qualified leads, while Mart gives feedback on the quality of the leads and how they should be approached.
The power of social selling becomes evident as Mart notices that prospects are responding more actively to his messages. They ask questions, show interest in the offered solutions, and are more inclined to engage in a partnership. It doesn’t take long for him to reap the benefits of this new approach and see how it boosts revenue.
To achieve growth objectives and make the most of marketing efforts, Mart and Suzanne are now working closely together to determine the right Key Performance Indicators (KPIs). They identify key metrics to measure the effectiveness of their efforts, such as the number of qualified leads, the conversion rate, and revenue growth.
In Episode 5, we see how Mart increasingly focuses on creating detailed account plans. These plans serve as a guide for his team in approaching both prospects and existing customers. Within these plans, strategies are outlined to gain deeper insights into customer needs, overcome the competition, and offer valuable solutions to the client.
With the implementation of account plans, Mart and his team were able to manage the pipeline more effectively. They started tracking each stage of the sales process more closely and ensured that there were enough prospects in each phase to meet their sales targets.
Thanks to the close collaboration between Sales and Marketing, the implementation of social selling, and the use of account plans and pipeline management, Mart’s team is steadily achieving their growth objectives. The hard work and dedication of the team are paying off, and the results are becoming increasingly visible.
After months of hard work, collaboration, and adaptation, Mart, Suzanne, and Mike celebrate their shared success. Revenue is rising, new customers are coming in, and existing clients are satisfied. They celebrate their achieved Smarketing success. Ready to face new challenges, and with valuable lessons learned and a strong foundation, all teams look confidently towards a future filled with growth and success.