What Is Sales Marketing?

David Gary Morrison

April 21, 2023


Marketing is the process of promoting and educating customers about a product, company or brand. It can include creating a sales strategy, researching market trends, developing advertising campaigns and improving customer relationships.

It’s important to have sales and marketing aligned as this allows your team to work together in a way that promotes customer value. When these two departments are in sync, you’ll see higher revenue and more satisfied clients.

Identifying Potential Customers

Every business wants to get the maximum number of potential customers and convert them into sales. They do this by advertising a product, offering special discounts or other incentives.

In this way, they are able to attract the right kind of people. These customers have a need for the product and can pay for it.

The marketing team usually creates buyer personas based on research with client interviews and focus groups, alongside insights from website data and social media. These are shared with the sales department daily.

To achieve better alignment, both teams should share their buyer personas regularly. This helps them both understand the nuances of their ideal customer, which can make all the difference between closing deals and losing out on them.

Generating Leads

Leads are important for sales marketing because they help you find potential customers and get in front of them. They also help your sales team close deals and grow your revenue.

To generate leads, you need to focus on your target audience and tailor your marketing and sales strategy to meet their needs and preferences. This can make your marketing and sales efforts more effective and lead to higher conversion rates.

Using sales enablement tools such as High Spot can also help you find and engage with new prospects more effectively. These tools use machine learning to provide reps with content based on the prospect’s demographics, company information, product interest, goals and problems.

Closing the Deal

When you’ve worked hard to understand your prospects’ pain points and demonstrate how your solution will help them, it’s time to close the deal. It’s a critical part of sales quota-making and revenue growth.

To ensure a smooth closing process, sales marketers need to align their teams with the buyer journey. This means ensuring that marketing messages warm up the leads and then that the sales team reinforce these same messages to close the sale.

Limited time offers: If you’re selling a product or service that will be going out of stock, or if there’s a special offer that will expire soon, this can encourage buyers to take action.

Regardless of your product or service, there are numerous sales closing techniques that can help you get a deal closed and increase your quota. By following these tips, you can ensure that your customers will be satisfied with your products or services.

Building Relationships

This strategy is based on the idea that customers are more likely to buy from a brand that they have a relationship with.

Relationship selling is a B2B tactic that’s particularly useful when selling high-cost products or services that require more time and commitment to make a purchasing decision. It’s an effective way to get to know your prospects so you can build a long-lasting and mutually beneficial relationship.

When building these relationships, it’s essential to be honest and receptive. Salespeople should listen to their prospect’s concerns and problems, rephrase them in a positive light, and provide personalized solutions that are beneficial for the customer.