Recent Press:
The Pappas Post Features Stroumboulis' Hilarious Selfie...BouliBrand Signs TV Licensing Deal with New Greek TV to...Greek America Foundation's Weekend in Toronto Honors Forty Under...Television Station, New Greek TV, Interviewed BouliBrand Founder...Greek America Foundation Honors Stroumboulis with Forty Under 40...Greek Ambassador Anghelopoulos Met With Stroumboulis to Discuss...Greek Ambassador Panagopoulos Met With Stroumboulis to Discuss...The Hellenic Association of Realtors Partnered With...Kathimerini Featured Stroumboulis for Spearheading International...Australia's OPA! Magazine Featured Stroumboulis Commentary on...The Hellenic Initiative's "OneGreece.org" Video...ETHNOS Newspaper Featured Stroumboulis for His Global Initiative...Reuters Featured Acquisition of High-Tech Start-Up Solais...NewsBeast.gr Featured Stroumboulis' New TV Show Targeting...Real News Featured Stroumboulis' Widely Popular Real Estate TV...GreekReporter.com Featured Stroumboulis' New Initiative to Help...Niagara Region Newspaper Featured Stroumboulis on Front Page for...GreekReporter.com Featured Stroumboulis' New TV Show Geared...Greek News Portal, Protagon.gr, Comments on Facts Surrounding...Australia's Neos Kosmos Misrepresented Stroumboulis' New TV Show...GreekReporter.com Featured Stroumboulis' Official Response to...Star TV's Morning Talk Show, FM Live, Featured Stroumboulis and...European Edition of the Wall Street Journal Featured...German Edition of the Wall Street Journal Featured Stroumboulis...Barron's Financial Magazine Featured Stroumboulis' Real Estate...Espresso Featured Stroumboulis' New TV Show in a Misrepresented...The Wall Street Journal Featured Stroumboulis and His New...Antenna Television Network Launches New TV Series 'Hellenic Home...OPA! Magazine Featured Stroumboulis for Launching the Global...Food & Leisure Guide Featured Stroumboulis for Promoting Greece...Dimokratia Newspaper Featured Stroumboulis for the Production of...Brazilian News Portal, G1, Featured Stroumboulis in Article on...National Herald Newspaper Featured Stroumboulis for Property...Spanish Media Portal, El Mundo, Interviewed Stroumboulis for...Elefteros Typos Newspaper Featured Georgios Stroumboulis in...NewsBeast.gr Highlights Greek-Canadian Helping to Sell Euro 5...Antenna TV Station Featured Greek Property Exchange During...Athens Municipal Radio 9.84 FM Features Interview with Founder...Kerdos Newspaper Featured Stroumboulis' New Greek Real Estate TV...Channel 9 Featured Interview with Stroumboulis on Greece's...TA NEA Newspaper Featured Georgios Stroumboulis' Efforts to Help...Ambassador Peck of Canada Honors Georgios Stroumboulis at the...Electrical Distributor Magazine Featured Comments Regarding the...Athens News Newspaper Featured Article on Stroumboulis' New Real...Voria Newspaper Featured Article on Greek Property Exchange and...GreekReporter.com Featured Article on New Greek Real Estate TV...India Today Interviewed Stroumboulis for Article - Between the...Electrical Distributor Magazine Featured Article on the LED...Third National Marketing Excellence Award Received for Best...Imerisia Newspaper Featured Stroumboulis in Article on Greek...Antenna TV Station Featured Greek Property Exchange During...Greek Property Exchange Signs TV Advertising Deal with Leading...Australia's Neos Kosmos Newspaper Featured Interview...America's Leading Greek Radio Station, Radio Neo, Interviews...Imerisia Newspaper Featured Interview on Using the Internet to...Elefterotypia Newspaper Highlighted Efforts of Real Estate...Kerdos Newspaper Featured Article on Importance of the Internet...Isotimia Newspaper Interviewed Stroumboulis to Highlight...Bulgaria's GR Reporter Featured Interview with Stroumboulis...Axia Newspaper Showcased Stroumboulis' Efforts From Abroad to...Stroumboulis Interviewed on National TV During the Property 2011...Athens News Newspaper Featured Stroumboulis in Article on...Kerdos Newspaper Highlights Greek Property Exchange in Real...Agent of the Year Award Given at the Annual Real Estate Industry...GreekReporter.com Featured Exclusive Interview with StroumboulisLEDs Magazine Featured Manufacturing Company and its Team of...Second National Marketing Excellence Award for Best Integrated...First National Marketing Excellence Award for Best New Industry...

Grow Your Business Through Sales And Marketing Alignment

Whether you’re an entrepreneur just starting out or you’ve been leading a business for a while, you understand that sales is key to growth. You don’t have to have all the answers to everything before you start your business, but if you can consistently close sales, you can buy yourself time to figure everything else out and scale for the future.

To do this, your sales reps probably rely on a variety of tools and productivity hacks to help them get more done. But, if you’re not also using content marketing to help, you’re missing out on a major opportunity. In fact, the right content can enable every member of your sales team to spend more time selling and less time answering the same questions and addressing the same objections again and again. To get your sales team those resources, you need to bring marketing and sales together to create sales enablement content.

Advantages of alignment

I’ve heard a lot of different sales speakers over the years, and a trend they all preach is the importance of aligning sales and marketing. When they’re aligned, sales teams see 38 percent higher win rates, and marketing teams see a 200 percent increase in marketing-generated revenue. These are huge wins in themselves -- but what’s especially valuable is the fact that both teams can do less work to earn those wins.

Sales reps benefit from the right content because it does much of their jobs for them. If a prospect has a question about your company’s solution, sales can send a blog post or case study that goes into detail. If reps receive common objections or questions about specific parts of the process, they can pass along fact sheets and whitepapers that overcome those objections.

These responses minimize the amount of time members of your sales team have to spend nurturing a prospect, whether it’s on the phone or via email. At the same time, they’re providing helpful, high-value content that their prospects can then send around to promote buy-in at their own organizations.

And by working with the sales team, your marketers can create more specific, effective content that helps their colleagues overcome traditional barriers to conversion. This means less time spent creating content for the sake of publication and more time spent producing high-impact resources.

No matter your industry, sales reps are some of a company’s most informed individuals when it comes to the customer. They interact with prospects on a daily basis, and they know what works and what doesn’t to meet those prospects’ needs. To be effective, your content has to appeal to your audience. With their firsthand experiences and expertise, your salespeople can help marketing create that exact kind of content.

Five steps for putting marketing alignment into action

Aligning sales and marketing teams is a commendable objective, but it can also be a lofty one. Effective collaborative won’t happen overnight, but the sooner you start the journey, the sooner you’ll start reaping the benefits. To bring together your sales and marketing teams, start with these five steps.

1. Get both teams in the same room and on the same page.

Before any two teams can become best friends, they need to get to know each other, and that starts with getting together. Have your marketing and sales teams meet, either in person or virtually, to start the conversation about their shared goals, the struggles they’re facing and what solutions could help to overcome those challenges.

This is important as marketing sets out to create a content strategy. Your strategy guides everything, and if sales enablement is a goal, the strategy needs to reflect that. So, set common goals at the outset, collect ideas for content, and put a plan together to get these resources to the right people at the right time.

2. Collaborate on content.

Content creation shouldn’t happen behind closed doors. The sales team has valuable insights that can transform a piece of content into exactly what the prospect (and, therefore, the sales rep) is looking for, so invite your salespeople to collaborate.

Sometimes it can be most effective to have sales reps byline their own content, and then your marketing team can refine copy so that these details are consistent with the rest of your messaging. Having content bylined by your salespeople also helps them build their brands and their credibility in the industry, making them more respected resources that prospects can easily approach and trust.

3. Keep the channels of communication open.

An annual meeting isn’t going to help sales and marketing remain aligned. Instead, keep the lines of communication open at all times. Create channels on Slack or other communication platforms that allow ideas to flow back and forth. Marketing can check out conversations the sales team is having about a tricky situation, and sales can hop over to the marketing channel to share content ideas and questions.

Take it a step further by encouraging marketers to shadow sales calls or inviting salespeople to attend and contribute to meetings about marketing strategy. When you’ve established fluid communication between the two groups, collaborative efforts will come about organically.

And don’t forget to account for differences in communication styles, especially if your teams are made up of members from different generations. In a recent keynote, which you can see here, I talked about how my daughter is growing up much differently from how I grew up and how interacting with and observing her is teaching me more about the value of understanding different generations.

So, if your sales and marketing teams are comprised of people from different generations, you may need to make an extra effort to understand these preferences so everyone on these teams can keep communication open and effective.

4. Create a resource library.

Almost 80 percent of highly aligned teams reported having a central location where content marketers store their assets so they can be utilized by sales personnel. This could be as simple as creating a spreadsheet in your shared Google Drive folder with blog posts, guest posts, infographics and whitepapers organized by topic. The point is that you’re able to get the right resources in the right hands at the right time.

This is especially important if you’ve been creating content for a while or you plan to continue consistently producing content. Eventually, you’re going to have hundreds of pieces of content to sift through. A bank of your team’s best resources for addressing the most common questions and discussions throughout the sales process can save everyone time and make sure your content is being maximized.

5. Share feedback early and often.

Refinement is a crucial part of any new process. When you’re establishing alignment between formerly siloed teams, not all of your initiatives will be successful. The key is to record what works and what doesn’t so that you learn from your mistakes.

If you don’t bother to track your mistakes and learn from them, you run a very real risk of making them over and over. If you follow step two, then the lines of communication will be open; encourage honest and constructive feedback to flow back and forth between both departments. That includes feedback about the overall process, as well as individual pieces of content and components of your messaging.

Aligning your sales and marketing teams isn’t an easy endeavor, but it’s one that can have profound and lasting benefits. Each of these departments has something important to offer to the other. Your sales reps know your audience better than anyone, and they know what it takes to convert prospects into customers. The marketing department knows how to reach these audience members and can produce and deliver the content necessary to get them down the marketing funnel toward a sale.

Both departments have untapped expertise that’s just waiting to be shared. Follow the above steps, and your business will benefit from an exciting collaboration that optimizes your efforts and delivers the results you’re looking for.

BouliBrand is a boutique marketing + entrepreneurship + communications + branding movement focused on creating vibrant, purposeful and revenue-generating media experiences on a partner-by-partner basis. With strategic partnerships in New York, Toronto, Athens, Los Angeles, New Delhi and Shanghai, we work directly with savvy, driven and optimistic clients wanting to produce fresh platforms of communication and target nouveau markets internationally with their startup businesses and services. BouliBrand is propelled by Georgios (George) Stroumboulis (Γιώργος Στρουμπούλης) - an internationally seasoned marketing professional with tangible business experiences across multiple industries and diverse cultures. To learn more about BouliBrand, Georgios and the stimulating team spearheading the BouliBrand movement forward, get in contact at www.BouliBrand.com, www.Facebook.com/BouliBrand, www.Twitter.com/Stroumboulis (@stroumboulis), www.Instagram.com/Stroumboulis (@stroumboulis), www.LinkedIn.com/in/Stroumboulis, www.YouTube.com/Stroumboulis or www.Pinterest.com/BouliBrand. BouliBrand shares progressive industry information related to the marketing, branding, entrepreneurship, investment, networking, financing, start-up, public relations, internet, web, creative and business movement. We gather select articles, blogs, news, posts, press releases, announcements, interviews, commentary, videos, clips and anything we feel might be worth reviewing for our visitors, followers, clients and partners.

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