Targeting Ideas That Sales and Marketing Will Agree On

November 21, 2018
Targeting Ideas That Sales and Marketing Will Agree On

Are you looking for some targeting ideas that both sales and marketing will agree on?

Believe it or not, sales and marketing departments should not function as separate entities. In fact, things like targets must be aligned to achieve success.

Maybe your sales and marketing team are already on the same page and working together to close deals. Or, maybe both departments could spend some more time working towards this common goal. Either way, this blog post will give you some targeting ideas that sales and marketing will agree on!

Let’s get started.

Targeting Ideas That Sales and Marketing Will Agree On

#1. Using Buyer Personas

Buyer personas are a fantastic way to get sales and marketing working together. We find this is one of the most important things when it comes to both capturing and converting leads.

For marketing, buyer personas make sure that contacts are getting relevant emails and company information. For sales, buyer personas enable proper pitches and product recommendations.

If you want to learn more on how to develop buyer personas and why they are important, visit our blog post by clicking here.

#2. Targeting based on location

The world is a lot smaller than it used to be because of the Internet. Companies with a strong online presence will notice a wide array of nationalities countries that are active on their website.

With that said, it’s important to target based on location. Some of your products or service may not make sense for a certain location or maybe it’s just not possible to sell internationally.

Regardless, sales and marketing will agree that location is one of the most important targeting demographics.

With the technology available today, you can break prospects and website visitors into very specific locations. Some example of why this is useful for both sales and marketing are as follows:

  1. sending automated emails to local company events
  2. creating prospecting lists for specific territories
  3. scheduling emails according to time zones
  4. and more!

Location tells you a lot about the behaviors, wants, and needs of prospects. Make sure you’re targeting leads based this way!

#3. Click-through-rate

While tracking click throughs used to be primarily a marketing function, technology is bringing it home to sales as well.

Major sales and marketing platforms like Salesforce and HubSpot allow sales reps to track email opens a click-throughs. This data can be analyzed along with the marketing email opens and click-throughs to target the most active and engaged leads!

#4. Common problems you solve

If you haven’t done it already, get your sales and marketing teams together to create a list of common problems your company solves for each buyer persona. Once you have this, you’ll be able to target based on common problems.

You can track email click throughs on specific problem-oriented emails to see where prospects are interested. You can also wee which resources or blogs leads are viewing and use this to target based on common problems.

Ultimately, sales and marketing need to work together to make targeting impactful. If both departments are actively gathering and tracking analytics, targeting precision will increase and so will close rates.

Do you have any more targeting ideas that sales and marketing will agree on? Let us know in the comments!

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