Synergized teams power fourth-quarter success

Synergized teams power fourth-quarter success

Optimizing the way marketing and sales align is critical to driving increased metrics in Q4 and beyond. During the fourth quarter, sales representatives are focused on closing business. Marketing can provide support through nurturing and prospecting activities that tend to fall through the cracks during this busy quarter. 

Implement the following activities now, and you will identify immediate needs while building the top of sales funnel, giving sales a productive start to 2023.

• Revitalize Stalled Leads

Chances are, some of your MQLs have fallen through the cracks over the year. By implementing a fourth-quarter lead requalification campaign, you uncover several immediate needs that will impact your Q4 sales numbers. Get those to your sales team ASAP!

• Start Building Your 2023 Pipeline

When the sales team has closed all they can to meet or exceed their quotas, they will need top-of-funnel leads. Get ahead of this by spending significant time in the fourth quarter teleprospecting to build the first-quarter pipeline.

• Nurture Long-Term Opportunities

Be careful not to send your sales team long-term opportunities during “close business” mode. Instead, gear up your human-touch nurturing activities. You can keep longer-term buyers warm until they are sales-ready in early 2023.

With marketing and sales working in synergy to foster human-to-human connections throughout the customer journey, organizations can ensure their customer’s experience is positive. Contact us today to plan for a strong Q4 and beyond.

Looking for other ideas to strengthen your sales and marketing alignment? Learn more here:

How Improving Lead-to-Sales Handoff Helps your Marketing Goals

How Augmenting An Internal Team Leads to Greater Teleprospecting Success