What modern day B2B marketing has in common with a rom com? The guy with SMARKETING gets the girl…

I’m sure you’ve watched one of those love triangles or rom coms in which the unlikely guy ends up getting the girl. I bet you never thought it could apply to B2B marketing. But, here’s how it works…

Our unlikely hero is just always around. Silently observing, supporting and just being there for the girl whenever she needs him…and voila! when it’s time to pick one of the guys, suddenly it all starts to make sense to her. How he knew everything about her and fulfilled her every wish even before she knew what she wanted! This is exactly what smarketing allows your business to do and here’s how it helps you get the lead….

Smarketing means total alignment of sales and marketing. When your organization engages in smarketing, it means every gap between sales and marketing is plugged. End result—your marketing and sales team gets a clear, unified, 360 degree view of your prospects. For example—if marketing knows that prospect Jane has downloaded the pricing sheet, then this action triggers marketing to pass the leads on to sales. Once the lead is passed on to sales, the sales team has a complete account of Jane’s activities. The sales team would know details such as whether she opened the e-mail from the sales executive, if she clicked on the link to the online product demo or if she filled up a demo request form. Armed with this information, the sales team can approach Jane in the right manner…at all the right times.

Thus, smarketing allows sales to stay in touch with their prospects throughout the sales cycle—but more importantly, it allows the sales team to do so intelligently, thus enabling them to make the right moves in a timely manner and close the deal faster.

Up next: Smarketing can help you make the most of your marketing dollar