Source: http://www.clickz.com/clickz/column/2406835/sales-is-the-new-marketing-7-ways-to-embrace-it
Content marketing and data driven sales is the responsible for the increase in buyer engagement for online businesses. Studies show that a buyer is more likely to convert after research process is complete making it half of the entire conversion cycle. New marketing methods include a combination of many factors such as social media, content, analysis and automation.
Integrating sales and marketing
Collaboration – teams should participate to achieve sales goals of the company. Studies show that more than 25 percent is the time spent during sales talk which is considered a waste of opportunity.
Predictive Analytics – the key to effective sales is when to reach out with your customer. Data can be used to best achieve opportunities by analyzing patterns when the next up sell begins.
Scoring – identifying key performance helps measure the status of sales in relation to the company’s goals or benchmark.
Automation – the ability of your sales force to adapt or change their approach based on their experience and what they think would be better for the business.
Social Media – building relationship using social media is a must for a sales person. Keep potential customers engage by interacting with them and sharing knowledge and expertise about the product.
Content – customers are more likely to buy from companies that provide real content.