Forgive me for asking an obvious question, but: Do you have a sales process for your business or agency? Here’s another three, straight off the bat: If you do have a sales process, what does it look like? Does it work? Is it scalable?
Remember the days when salespeople went door to door or picked up the phone to make cold calls to try to win business? Those days are, for the most part, gone. Seismic shifts in consumer behaviour brought on by the omnipresence of the internet’s endless supply of information means people no longer want to be bothered by that interruptive approach from some guy (or gal) who has no idea who you are, what your interests are, or what you might want to buy.
By now, you will hopefully have seen my previous blog discussing the chicken and egg scenario when it comes to sales and marketing. If you haven’t, you can see it here, but to summarise: the conundrum is that sales need marketing to generate the leads they can turn into customers, but marketing can only come about when there are enough sales to invest in marketing resources. The solution to the puzzle – both departments working as one to create an integrated ‘smarketing’ approach.
So, what the hell are we talking about when we talk about the chicken and egg scenario? Well, let’s assume that the egg is marketing and the chicken is sales. Which comes first? Just as the chicken had to come from an egg, so sales will only come about by way of successful marketing. But that egg had to come from a chicken, just as marketing resources are only possible if your business has made the sales necessary to invest in them. Therein lies the conundrum: What comes first, how do you make sure you have both, where should your priorities lie, and what’s the process?
‘Smarketing.’ It’s not the nicest example of a portmanteau out there. There are others that manage to effectively and more nicely capture a two-word concept into one, from the now mundane ‘brunch’ or ‘internet’ to the entertaining ‘craptacular’. But craptacular term aside, the concept behind ‘smarketing’ - having sales and marketing working together - is great, and is one that business and agencies really should be familiar with and practising.