article | August 29, 2015
What Sales Needs From Marketing To Plan for 2016
Your Marketing Strategy is pivotal to this process.
As we found in this year’s research report, the top 10 percent of teams are preparing to make beat the 2016 estimates with Strategic Alignment. Ready to adapt to these trends early? Download the report right here.
As the fourth step in Strategic Alignment, Marketing Strategy pulls from Market Research and feeds directly into the Sales Strategy.
So, before you nail down your Marketing Strategy, it’s important to be sure you can deliver what your team needs, as well what other departments need from you to accomplish their goals.
Here’s what you need to know to prep your Marketing plan for 2016.
One of the main goals of the Marketing Strategy is to inform the Sales Strategy.
Where does Marketing Strategy fit into the hierarchy?
The hierarchy of Strategic Alignment flows as follows:
According to this outline, your Marketing Strategy depends on the insights from Market Research, Corporate, and Product. And the following two strategies can’t be fleshed out without insights from your team.
What do I need to accomplish?
Your Marketing Strategy must outline how your team will drive demand in the marketplace for the company’s products and services.
This process requires making choices about which market channels to invest in and which ones to forgo.
That takes care of what your team needs to accomplish in this six-step revenue growth process. But one of the main goals of the Marketing Strategy is to inform the Sales Strategy. So, how can you be sure to make that happen?
What questions must I be able to answer in relation to the company?
Sales relies heavily on your Marketing Strategy. For example, Sales can’t decide which programs to invest in without knowing how Marketing plans to drive demand for the products.
In order to be sure your team fits seamlessly into the hierarchy of Strategic Alignment, ask these five questions:
Best-in-class marketing leaders can produce a copy of their well-articulated Marketing Strategy, including answers to the questions outlined above.
Then, you can have no doubts about how your team will contribute to making the 2016 quota. And Sales will be ready and raring to solidify their plan for the year ahead.
Now that you have what you need to prep your Marketing Strategy, dive into the entire Strategic Alignment process on page 27 of our research report, which you can download right here.
For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is&n...
Recent world events have only accelerated a trend that we have seen over the last two decades &ndash...
Entering a role as a new sales leader can be challenging enough. Entering a new role within a legacy...
It can be difficult to keep up with current updates and regulations surrounding this new normal. Wit...
Being a newly hired sales leader is not easy. You’re in your honeymoon period with the executi...
We are facing unprecedented challenges with the COVID-19 outbreak, but we are all in this together. ...
For weeks now, businesses have been impacted by COVID-19. While it has been difficult to predict the...
It is the start of 2020, a new year for your organization. You are just getting back from vacation, ...
SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. Catch up on new and previous episodes here.