Tags: Selling and Sales
Submitted by: Jr Johnson, Elite Business Solutions
THE DIFFERENCE BETWEEN SALES AND MARKETING
Is there a difference between the functions and relationship of sales and marketing?
Let’s explore some of the specifics associated with sales, and how it supports the revenue chain of the business, as well as the specifics of marketing and how it supports the sales roles in the business. In addition to comparing the differences, we will also be looking at the similarities.
In the event that we separated it to the fundamentals. Marketing is everything that you do to reach and influence prospects. Conversely, Sales is the process that you do to bring the deal to a close and get a consented arrangement or contract. While both are necessities to the achievement of a successful business result.
SIMILARITIES OF SALES AND MARKETING
You simply cannot successfully manage growth and development without either process. On the off chance that you work to deliberately consolidate the two processes you will encounter a fruitful measure of business development. Successful business development includes the consolidation of functions between the departments of sales and marketing. Be that as it may, by a similar token if the endeavors are uneven or divisions don't convey it can hinder business development.
In a concise description, marketing reels in the fish, and sales will cook the meal.
Your marketing should comprise of methodologies that you can quantify your reach and work to influence your prospects that you are the organization for them. The message readies the prospect for the deal. It could comprise of promotions, advertising, social media, relationship marketing, direct mail, and other forms of marketing outreach.
The sales process consists of interpersonal interaction. Usually done by a one-on-one meeting, cold pitches, or during a networking event. It's anything that connects you with the prospect or client on an individual level as opposed to at-a-distance. Most of the time the prospect or potential client has been headed to you by means of marketing efforts.
THE DIFFERENCES OF SALES AND MARKETING
The majority of organizations focus on leveraging marketing for various goals and objectives. Typical marketing function types within a larger business might include performing market research, producing a marketing plan, and product development, as well as strategically overseeing advertising, promotion, distribution for sale, customer service and public relations. In addition to those specific functions, this also includes branding, messaging, sales copy, look, feel, and interactions between client, customer and organization.
Selling is a function that involves determining client. needs and wants and responding through planned, personalized. communication that influences purchase decisions and enhances future business opportunities. This is a definition from Google, however, Selling goes beyond identifying needs and influencing purchasing decisions. Selling also involves developing territories, opportunities, forecasting verticals, niches, and opportunities, direct or indirect, within a given buying segment.
As far as buying segments. It is also a function of selling to determine which buying segments you should focus your time, energy and attention towards, as it relates to your target audience, or ideal client profile.
Effective marketing will attract your ideal clients while repelling clients who do not align with your core messaging. Effective marketing will help you sort out the specific audiences from those who you want to do business with, this is called, “Marketing Qualified.” In an effective marketing plan and strategy, you’ll likely sort out various prospects through a lead generation funnel. This funnel will help you sort and score, also known as “Lead Scoring”, which allows your organization go gain invaluable intelligence from each interested prospect.
Effective sales will guide the prospect along the sales process while not congruence with the marketing to ensure a smooth closing process. As a lead is scored as it enters the lead generation funnel, you now, as a sales professional, have the ability to determine which prospects are more likely to buy, and which ones are simply looking for more information.
When sales and marketing are aligned the prospect knows exactly what they will be getting and will often time sell themselves on the process.
The key is to offer up a balanced focus on marketing and on sales. Measuring the correct metrics for marketing and ensuring you have a repeatable sales process that encourages regular training.