Posted by Paladin on June 23, 2009
We have all felt the pinch in a tough economy. Messages get jumbled and clustered together; marketers shifting campaign focus to lower cost mediums such as webcasts and social media outlets. And emails, oh boy the emails… ping, ping, pinging away at your inbox until you cannot take anymore. As marketers, we must refrain from jumping on the “buy from me now” podium and take a different stance in order to stand out in this challenging time.
My message is not a novel idea by any stretch. But why not make sure that traditional sales efforts are once again in sync with marketing – and truly integrated. If marketing launches an educational campaign, whether it be a download, a white-paper, or a prospect reach-out, companies have to make sure those leads are followed up with quickly—which means that sales communicates back with those contacts in a timely manner. I manage marketing for an IT consulting firm and we have implemented “Marketing 101” in a sense, where marketing provides awareness, then sales drives the client through the purchase process with the proper phone call and follow up steps. Again, this is not a novel idea but a simple reminder in an environment where the next greatest technology has us running to catch up.
Do not get me wrong of course, organizations and marketers in particular must stay on top of the latest technologies in order to maintain b-to-c and b-to-b reach. But we cannot lose out on the opportunities to remain traditional in our execution.
In a tight marketplace, it is more important to coordinate and execute marketing and sales efforts as well as you possibly can. Make it like a re-training exercise if you have to. Learn to sync up sales and marketing all over again, since opportunities are few and far between. You have to take advantage and maximize each possibility, and that means being more on the ball than ever. Do not forget the basics!