So your company needs to attack Discovery from somewhere else.
And that's where Marketing comes in.
A good B2B Marketing team can develop techniques, methodologies, and tools to ensure that your brand is present in the discovery phase and thus connect with prospects from an early stage.
In this way, your brand will establish a relationship russia phone number example with that prospect, so that – when the time comes to make a decision – you will already be one of the main options.
This is where the sales team comes in, with the opportunity much clearer, more mature and more advanced.
At this stage, your senior sales team begins to make their time count, because they close more deals, reduce the sales process time and feel more useful to the company while earning better commissions.
This is how marketing and sales begin to work hand in hand.
How to get sales teams to commit to marketing programs to win B2B customers?
When a leader drives a B2B marketing program, he or she often encounters some barriers within the sales team:
“What good is it to have a blog and a new CRM?”
“What is the point of doing all this? How is it going to help us?”
These barriers that are being raised are not a question of bad faith, nor of a lack of commitment, nor of fear of the new.
The main reason why these barriers arise is the lack of knowledge: many times the sales team does not “approve” the marketing actions because they do not understand why they are being done.
That is why business leaders must dedicate time and money not only to implementing actions, but to “evangelizing” and preparing their teams to embrace that strategy, incorporate it, and make it their own.
When the sales team “internalizes” marketing actions, the results are tremendously superior.
If you want to start winning B2B clients, even if they are not yet in a “purchase situation”, it is necessary to implement a B2B marketing strategy that captures them from the beginning of their journey. At Pragmática we are your allies to achieve this.