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Does your sales process feels buried in marketing content?

We understand the confusion, you have more digital sales aids, more technology, more sales process, more sales content, etc. and everyone is telling you that it’s going to make everything easier and more streamlined when it comes to selling to your client.

But in reality, you’re spending less time actually doing your job -selling to clients- and more time sifting through what seems like endless reams of files for something valuable to use in your next sales call.

Who or what is to blame?

Humans have an inborn desire to make connections with groups, whether it’s through a formalized social club or an informal interest forum. Psychologists find that group members hold a blind loyalty to their associates. People impulsively place value on the thoughts and opinions of affiliates and blindly ignore the thoughts of others. Psychologists label this phenomenon of illogical preference as “ingroup bias.”

Browse our blog and you will find that we are consistently discussing Sales and Marketing Alignment: the process of having a common set of definitions that describe prospects and customers at each stage of the sales funnel, and how these stages start from the marketing team as prospects, and move on to the final stages of the sales process to closed business. Yes, alignment is key, but it more so refers to the linear arrangement and positioning of the two departments together.

According to a Demand Metric 2013 Benchmark Report on Sales and Marketing Alignment, 66% of organizations reporting complete alignment achieved their revenue goals compared to 41% who reported no alignment.