“Efficiency is doing things right while effectiveness is doing the right things.” In Sales, there is a small difference between efficiency and effectiveness. There’s always an opportunity to improve sales and marketing efficiency. This can be achieved by improving conversions at each stage along the buyer’s journey to maximize sales, or by reducing the effort required to nudge a prospect gently into subsequent stages of the sales cycle.
Our structured approach to driving sales and marketing efficiency has delivered the following benefits for our customers
- Diminished inefficiencies due to disconnected sales and marketing efforts.
- Develop result-oriented conversion efforts at each stage of sales cycle.
- Complete awareness of expectations and accountability within the teams resulting in purposeful execution of responsibilities.
- Complete transparency driven by measurables and analytics.
- Understand and establish the expectations between marketing and stakeholders
- Determine the marketing messaging, differentiation, positioning and brand strategy
- Develop an analytics system to evaluate S&M performance.
- Map the as-is and develop the to-be sales process
- Detail the as-is and develop the to-be S&M organization
- Define functional and in-process deliverables/measures
- Deploy a sustainable analytics system to evaluate the S&M performance
- Systematically mandate and nurture the S&M partnership