Episode 7: Smart Sales
The successes in the marketing department pave the way for implementing the Smarketing principle in the sales department. Mike once again seeks the help of Erik Farine and Damavik.
Together with Mart, he discusses with Erik the details of their strategic approach. The implementation of the three pillars of the plan is at the forefront: account planning, social selling, and pipeline management.
The account plans serve as a roadmap to guide the sales teams and keep the marketing teams informed about the most crucial customer segments. This provides insights into customer needs, allowing strategies to be better aligned with their expectations and desires.
The plan for social selling was to meticulously follow up on the leads generated by the marketing department. This goes beyond simply responding to leads; the goal is to proactively reach out to potential customers and engage in meaningful interactions with them, thereby building a relationship. This strengthens the company’s position in the market.
And then, active management of the pipeline. This provides a quick overview of the status of ongoing leads and the opportunities for the next steps. How can the deal be closed? Since everything is now centralized in one place and no time is wasted on unproductive sales conversations, there is a greater sense of calm in the department. A solid foundation for long-term success has now been established.
Mike wants to add one more thing to the plan: the establishment of a dedicated Sales Development Team. This team will focus exclusively on nurturing and cultivating the leads provided by the marketing department, ultimately transforming them into Sales Qualified Leads (SQLs). This team will not only boost growth in new customers but also contribute to the overall revenue growth of the company.
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