B2B Lead Generation Roundtable: A Heated Sales and Marketing Alignment Debate
When I asked members of the B2B Lead Generation Roundtable on LinkedIn how companies can improve alignment between sales and marketing, our discussion board was inundated with keen insight and brutal honesty. Marketers and sales professionals were clearly eager to square off about why we too often miss the mark and what we can do about it.
This was precisely the frontline reality I was seeking before presenting “Playbook
for Marketing and Sales Alignment: How to Collaborate to Optimize Lead Generation Programs,” at Frost & Sullivan’s Growth, Innovation and Leadership Conference last month in San Francisco.
Even though, as most of you know, I intensely study this issue, business transforms itself at light speed; that’s why I appreciate the thousands of professionals who make up the B2B Lead Generation Roundtable. They’re in the thick of it, dealing with the challenges, seizing the opportunities. For them, there’s no time for philosophizing; it’s all about driving revenue. That’s why the roundtable is my favorite sounding board and a powerful source of inspiration.
If you review the pages of responses – they’re a lively read, trust me – they all point to what Doug Kessler, Creative Director of Velocity Partners, UK, summed up in his statement, “This feels like the next big frontier in B2B.”
Doug nailed it: where there’s room for improvement there’s room for opportunity and the revenues that come with it.
If the discussion is any indication, savvy marketers and sales professionals are well on their way to making the most of that opportunity: they know when they’ve gone off track, but they definitely know how to get to where they need to go. Here is a small sampling of some juicier tidbits:
If you don’t have strong leadership, you won’t stay on track. “It starts at the top,” explains Andrea Courtin, Marketing Consultant for TrusteSolutions in Houston, TX. “For sales and marketing teams to truly align, they need a mandate from the executive team.”
Don’t take offense by a change in direction. “When I worked in business development, I would often laugh when we received new leads from marketing; they were often just as useful as going through a phone book,” confesses Kimberly McCabe, a UK marketing consultant for Oshyn, Inc. “What amazed me was that even though I was a senior consultant I could not arrange any discussions with marketing about what could make the leads more effective.
“The feedback you can get from sales can have a much stronger impact. Be agile and ready to adapt to the sales team; don’t be offended if sales tells you something isn’t working. Pick their brain, figure out how you can make it more effective.”
Make sure everyone is clear and in agreement about what it takes to reach your destination. Tony Serino, Managing Director of Serino Channel Services, Boston, vented his frustrations about a CRM program. “I spent 90 minutes every day doing secretarial work…here’s an example of marketing assigning sales busy work and then not understanding why we disagree!”
Which prompted this response from Caroline Margozzi, Director of Sales at Northbound in San Francisco, “Before technology can be put into effect, agreement between departments has to be established. (They must agree) on the underlying processes: what is the hand-off process to sales? When can sales send the lead back to marketing for nurture?”
“I’ve had clients tell me if they leave two voicemail and one final email for a qualified lead and they don’t hear back, they give up!” points out Alan Feldman, a Senior Management Consultant at Winn Technology Group, Tampa. “Marketing and sales need to agree on very specific criteria that determine when the handoff takes place, and stick to that.”
“It’s all about process,” insists Uri Lederman, Director of Business Development for SaasAffiliates in Toronto. He calls for sales and marketing professionals to dig deeper. “It’s about understanding when that lead becomes a prospect…what is a lead? How is that lead nurtured? Who does the nurturing?”
Again, these are just snippets of conversations; the discussion board was on fire with ideas, insights and questions that I encourage you to look at. They will challenge the way you think about marketing and sales, no matter what side of the fence you’re on.
Once again, the B2B Lead Generation Roundtable lived up to its name by providing me invaluable real-time, real-life perspective.
Check out our free B2B Lead Generation Roundtable webinar, coming up on November 9, “Trends and Challenges of Lead Generation in 2011.” You’ll find out where sales and marketing should place priorities to rapidly increase revenue capacity, profit and growth.
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