Marketing and sales must be integrated to generate the best possible outcome for your marketing investment. How does that work? Integration starts with marketers who understand that the purpose of marketing is to generate sales leads. This means that sales leaders are an essential part of the marketing plan development.
Our integration approach includes the generation, analysis, and report of “warm” leads to sales for follow-up. We create lead-nurturing plans to keep potential business contacts warm throughout each prospect’s buying journey. Using the appropriate technologies, tailored strategies, and individualized communications drives marketing and sales integration. The benefits of alignment are proven: According to a 2011 Aberdeen Group study, organizations with highly aligned marketing and sales teams achieved an average of 32% year-over-year revenue growth; their less-aligned competitors experienced a 7% decrease in revenue. Yet, according to another study from Forrester, just 8% of companies say they have tight alignment between sales and marketing. At Frost-Johnson Medical Marketing, we bring sales and marketing alignment to our clients.