According to HubSpot, companies with an SLA are 34% more likely to have a higher return on investment (ROI). Additionally, these companies are 21% more likely to get a larger budget for their departments.
Now, let’s talk about how to create this service level agreement between your sales and marketing teams. Some of the key points that marketing and sales need to agree on after joining forces might include: – Which leads are marketing-qualified and which are sales-qualified? – How many already-qualified leads should marketing hand off to sales? – At what stage of the funnel will the lead be passed from marketing to sales?
If you don't know how to carry out these actions, here we explain them step by step.
Define your buyer persona
The buyer persona is the prospect of your ideal buyer, that perfect customer you want to reach. You must know everything from where they are geographically located, to what their tastes are and what drives their purchasing decisions.
Knowing your audience is key to developing focused strategies that will allow you to meet your objectives through specific actions that were designed to meet the needs of your audience, thus increasing your gmail email list chances of success.
Keep in mind that your buyer persona must also be aligned with your objectives so that when designing it, you can place it in each stage of your funnel, responding to the characteristics to be a qualified lead for both marketing and sales and finally become a customer.
Once you have your buyer persona defined, you can design the path they will follow within your strategy. You can guide them through the process of becoming a lead and becoming a customer; however, since this path is designed to effectively filter each user, standardizing it will save you time and money.
Allow your marketing and sales teams to define each stage and strategy of the customer lifecycle, so that both departments know exactly how it works and what each one's role and objective is along the way. They can also create together the parameters they need to ensure that the lead progresses correctly, is qualified and can become a customer without having to overwork them.
Have clear objectives
The company's general objectives are the main guide for each department to know in which direction they should focus their efforts. Although each team has its own objectives, they must be clear about the fact that each action must aim to achieve the general objectives.
