Align Your Solutions to Customer Problems
Accelerate Sellers’ Credibility with their Buyers
Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Marketing & Sales aligning with the buyer is the first step. It’s the only way to connect your solutions to their problems. And only then can the salesperson add value to the conversation.
3. tweetthis!
ONE
no.
95% of buyers
chose a solution provider that
“provided them with ample content
to help navigate through each
stage of the buying process”
( DemandGen Report )
THEGOOD
4. tweetthis!
TWO
no.
Organizations with tightly aligned sales
and marketing functions enjoyed
36% higher customer
retention rates
and
38% higher sales
win rates
( Marketing Profs )
THEGOOD
SALES
MARKETING
FUNCTION
Tightly
aligned
1STPLACE
5. tweetthis!
THREE
no.
Companies with “dynamic,
adaptable sales and
marketing processes”
reported an average of
10% more sales
people on-quota
compared to other
companies
( CSO Insights )
THEGOOD
SALESPROCESSMKTGPROCESS
10%
MORE
ON-
QUOTA
9. tweetthis!
SEVEN
no.
57% of B2B organizations
identify ‘converting
qualified leads into
paying customers’
as a top funnel priority
( MarketingSherpa )
THEGOOD
11. tweetthis!
ONE
no.
60-70% of B2B
content created
is never used.
Most cited reason why is
because the topic is irrelevant
to the buyer audience.
( Content Marketing Institute )
THEBAD
IRRELEVANT
12. tweetthis!
TWO
no.
79% of marketing leads
never convert into sales.
Lack of lead nurturing is the common
cause of this poor performance.
( Hubspot )
THEBAD
LEAD
13. tweetthis!
THREE
no.
50% of sales
time is wasted
on unproductive prospecting
( 101 B2B Marketing and
Sales Tips from The B2B Lead )
THEBAD
UNPRODUCTIVE
PROSPECTING
15. tweetthis!
FIVE
no.
Lost sales productivity and
wasted marketing budget
costs companies at
least $1 trillion a year
( 101 B2B Marketing and
Sales Tips from The B2B Lead )
THEBAD
16. tweetthis!
SIX
no.
Only 30% of
CMOs have a
clear process
or program to make
marketing and sales
alignment a priority
THEBAD
( CMO Council )
SALESPROCESSMKTGPROCESS
20. tweetthis!
THREE
no.
B2B companies’ inability to
align sales and marketing
teams around the right
processes and technologies
has cost them
upwards of 10%
or more of revenue per year, or
$100 million for a billion-dollar
company.
( IDC )
THEUGLY
M
22. tweetthis!
FIVE
no.
61% of B2B marketers
send all leads directly
to Sales; however,
only 27% of
those leads will
be qualified
(MarketingSherpa )
THEUGLY
LEAD
23. tweetthis!
SIX
no.
Just 56% of B2B
organizations
verify valid
business leads
before they are
passed to Sales
THEUGLY
( MarketingSherpa )
ONLY
56%
25. tweetthis!
Sales and marketing need to pull together
to better serve the customer. Customers
reward sellers who:
• Understand the business
• Offer unique valuable perspectives
• Help to navigate solutions and
avoid mistakes
This should happen before solutions are
presented, so that you can connect your
solutions to the customer’s business
problem. That’s how you establish
credibility.
We’vehelpedcompanieslike winmoredeals.
Connect Solutions to Business Problems
GOOD
BAD
UGLY
THE
THE
THE
SALES&MARKETING
ALIGNMENT:
Stick withV
Make changes toV
Get rid of
V
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