6 keys for the marketing and sales departments of the future
Posted: Thu Dec 12, 2024 5:26 am
Learn what the future of marketing and sales departments will look like with these 6 trends.
Table of contents
Everyone wants to know what the future will be like. In the case of marketing and sales departments, we can predict certain industry behaviors based on current trends, which will help you refine your profile to become increasingly competitive in the market. To prepare for that possible future, we must take into account these six key points:
1. The immediacy of the industry
We are in the era of “now.” A potential rich people database package customer who is looking for a specific product or service does not want to wait, and the price marketers pay for not being agile and fast with a lead is losing it forever.
The environment is full of concepts such as instant, immediacy, real time and “on demand” products. Let’s take a look at entertainment companies such as Spotify, Uber or Netflix; their way of doing things has a lot to tell us about the present and future of marketing.
Focusing on the now means giving each lead the best possible shopping experience , addressing their needs quickly, and moving nimbly to meet their service expectations.
Slow companies will not survive the future that is just around the corner. 24/7 self-service sales techniques are important to provide the prospect with a personalized sales experience tailored to their needs. This is where the marketing and sales departments of the future play a leading role.
6-keys-to-understanding-the-marketing-and-sales-departments-of-the-future
2. Sellers more involved with the process
The profile of the salesperson is rapidly changing and in the near future their tasks will be increasingly consultative and less transactional. The most successful salespeople will be oriented towards the use of technology, data analysis and expertise in their own industry, buyers' personas and the buyer's journey. Everything is geared towards meeting the needs to achieve the delight of the prospect.
They will be required to have greater empathy, use storytelling tools to connect with their clients, high levels of digital adaptation, focus on operations and flexible behavior that is easy to adapt. The salesperson must find the context of this lead and make the type of sale as personalized as possible.
6-keys-to-understanding-the-marketing-and-sales-departments-of-the-future
3. Work on finding ideal clients
Companies that want to lead the future must invest in finding their ideal customer through proper segmentation and alignment. Otherwise, it will mean a loss of resources that will affect the company's revenue.
When everyone in the business is focused on finding the ideal customer profile and winning them over, it will be easier to get a good return. To do this, smart marketing meetings play a leading role where feedback between the Marketing and Sales areas accompanies the continuous improvement of segmentation taking into account the actions taken in real time. In the immediate future, efforts must be oriented towards the types of customers with the option to expand.
New call to action
4. Use of Artificial Intelligence
By 2020, 30% of B2B companies will have used Artificial Intelligence at least once in their primary sales processes. The key is to take advantage of all the knowledge that teams have about a lead, feeding the software with valuable information so that the technology can take care of finding the right candidates,
Leading companies will embrace technology and AI to target and connect with the right audience, driving engagement and increased business productivity.
6-keys-to-understanding-the-marketing-and-sales-departments-of-the-future
5. Change in seller/customer relationship
By 2025, 44% of millennials will be part of the workforce, permanently changing all relationships between customers and salespeople. Companies that want to survive the change must adapt to the digital age. If today sales happen on emails, social networks and smartphones, the future will only increase this reality, and the marketing and sales strategy must be prepared.
The data is conclusive in indicating where to direct efforts: 69% of millennials prefer to connect with sellers via email, 36% consider the opinions of their friends and family before making a purchase decision, and 69% would be willing to post positive comments on social media if they consider themselves satisfied with the service.
graphic conversation
6. Marketing and Sales together in the same operational team
When we thought the focus was on management: mistake. The focus is on operations. Both marketing and sales operational teams are the heart of the company, working together and becoming responsible for connecting the matching points of customer data through process automation, they are indispensable for growth.
The use of technology only serves to streamline an analysis operation that remains the responsibility of operational teams. Reading the data correctly will help to better determine the direction the business should take.
The future may be more like the present than we think. After all, if “the future is now,” how far along is your company in implementing these impending changes to increase revenue?
BONUS TRACK
7. Training in new methodologies
If the goal is to increase revenue, both Marketing and Sales need to strengthen their knowledge and skills, adapting their profile to new times and market demands. In an increasingly competitive environment, obtaining practical tools to optimize results is more than an option, it is a necessity.
Consider investing in training your teams, if you are a company, or in your own profile as a marketing specialist if you are an aspiring industry professional. This is a way to start laying the foundations for your work tomorrow today.
Table of contents
Everyone wants to know what the future will be like. In the case of marketing and sales departments, we can predict certain industry behaviors based on current trends, which will help you refine your profile to become increasingly competitive in the market. To prepare for that possible future, we must take into account these six key points:
1. The immediacy of the industry
We are in the era of “now.” A potential rich people database package customer who is looking for a specific product or service does not want to wait, and the price marketers pay for not being agile and fast with a lead is losing it forever.
The environment is full of concepts such as instant, immediacy, real time and “on demand” products. Let’s take a look at entertainment companies such as Spotify, Uber or Netflix; their way of doing things has a lot to tell us about the present and future of marketing.
Focusing on the now means giving each lead the best possible shopping experience , addressing their needs quickly, and moving nimbly to meet their service expectations.
Slow companies will not survive the future that is just around the corner. 24/7 self-service sales techniques are important to provide the prospect with a personalized sales experience tailored to their needs. This is where the marketing and sales departments of the future play a leading role.
6-keys-to-understanding-the-marketing-and-sales-departments-of-the-future
2. Sellers more involved with the process
The profile of the salesperson is rapidly changing and in the near future their tasks will be increasingly consultative and less transactional. The most successful salespeople will be oriented towards the use of technology, data analysis and expertise in their own industry, buyers' personas and the buyer's journey. Everything is geared towards meeting the needs to achieve the delight of the prospect.
They will be required to have greater empathy, use storytelling tools to connect with their clients, high levels of digital adaptation, focus on operations and flexible behavior that is easy to adapt. The salesperson must find the context of this lead and make the type of sale as personalized as possible.
6-keys-to-understanding-the-marketing-and-sales-departments-of-the-future
3. Work on finding ideal clients
Companies that want to lead the future must invest in finding their ideal customer through proper segmentation and alignment. Otherwise, it will mean a loss of resources that will affect the company's revenue.
When everyone in the business is focused on finding the ideal customer profile and winning them over, it will be easier to get a good return. To do this, smart marketing meetings play a leading role where feedback between the Marketing and Sales areas accompanies the continuous improvement of segmentation taking into account the actions taken in real time. In the immediate future, efforts must be oriented towards the types of customers with the option to expand.
New call to action
4. Use of Artificial Intelligence
By 2020, 30% of B2B companies will have used Artificial Intelligence at least once in their primary sales processes. The key is to take advantage of all the knowledge that teams have about a lead, feeding the software with valuable information so that the technology can take care of finding the right candidates,
Leading companies will embrace technology and AI to target and connect with the right audience, driving engagement and increased business productivity.
6-keys-to-understanding-the-marketing-and-sales-departments-of-the-future
5. Change in seller/customer relationship
By 2025, 44% of millennials will be part of the workforce, permanently changing all relationships between customers and salespeople. Companies that want to survive the change must adapt to the digital age. If today sales happen on emails, social networks and smartphones, the future will only increase this reality, and the marketing and sales strategy must be prepared.
The data is conclusive in indicating where to direct efforts: 69% of millennials prefer to connect with sellers via email, 36% consider the opinions of their friends and family before making a purchase decision, and 69% would be willing to post positive comments on social media if they consider themselves satisfied with the service.
graphic conversation
6. Marketing and Sales together in the same operational team
When we thought the focus was on management: mistake. The focus is on operations. Both marketing and sales operational teams are the heart of the company, working together and becoming responsible for connecting the matching points of customer data through process automation, they are indispensable for growth.
The use of technology only serves to streamline an analysis operation that remains the responsibility of operational teams. Reading the data correctly will help to better determine the direction the business should take.
The future may be more like the present than we think. After all, if “the future is now,” how far along is your company in implementing these impending changes to increase revenue?
BONUS TRACK
7. Training in new methodologies
If the goal is to increase revenue, both Marketing and Sales need to strengthen their knowledge and skills, adapting their profile to new times and market demands. In an increasingly competitive environment, obtaining practical tools to optimize results is more than an option, it is a necessity.
Consider investing in training your teams, if you are a company, or in your own profile as a marketing specialist if you are an aspiring industry professional. This is a way to start laying the foundations for your work tomorrow today.