Why Unifying Sales and Marketing is a Better Approach for SMBs

Previously, we discussed why the traditional approach to sales and marketing is becoming increasingly ineffective , and some of the challenges that SMBs face when trying to modernize their sales and marketing efforts . If this doesn’t ring a bell, read Part One and Part Two of this blog series before reading on.

We also briefly introduced the Simple Account-Based Sales and Marketing Approach – let’s provide a high-level overview of why it is better than the traditional approach for SMBs.

What is a Unified Sales and Marketing Approach?

Building on account-based marketing, Sales and Marketing unification is an approach innovated by ClickDimensions to streamline selling for small and medium-sized businesses to organize their revenue stacks, informed by:

Decades of experience in CRM and Marketing Automation implementations;

Research and recommendations from Gartner, Forrester, and SBI;

Combination of buyer-centric views and Forrester’s revenue waterfall.

Our unified Sales and Marketing Solution is designed to simplify complex processes and systems associated with account-based strategies to make them attainable for businesses of all sizes. It involves five fundamental actions, which we will discuss below.

How to Execute Sales and Marketing Unification

The five fundamental actions required for executing Sales and Marketing Unification include:

Embracing the Buying Group

Engage with multiple stakeholders to enable deeper customer understanding, broader relationships, and the discovery of additional prospects.

Organizing Around the Buying Journey

Focus on the buying journey and divide it into stages: identification, exploration, definition, evaluation, recommendation, negotiation, implementation, adoption, and renewal.

Rethinking Leads

Redefine leads as interested contacts in your CRM and focus on nurturing these contacts to turn them into opportunities.

Emphasizing Multi-Contact Opportunities

Identify the members of the buying group early to enable targeted marketing initiatives that lead to better success.

Unifying Sales and Marketing

Involve both the marketing and sales departments in every stage of the buying journey and measure both teams on shared metrics to foster alignment and collaboration.

Execute Sales and Marketing Unification with ClickDimensions

With traditional methods of sales and marketing proving ineffective, and SMBs finding it challenging to modernize their sales and marketing, our Unified Sales and Marketing Approach is the perfect solution. It is a modern, collaborative approach that focuses on the evolving buyer journey to help SMBs succeed with a straightforward account-based sales and marketing process.

Get in touch to discuss how we can help you execute the Unified Sales and Marketing Approach for your SMB. To learn more about the approach, access our special report.