When Sales and Marketing aren’t aligned, the consequences can be significant. Half the time spent prospecting is wasted, and the majority of marketing leads never turn into sales. On the other hand, when Sales and Marketing are aligned, win and close rates go up significantly, creating a successful and sustainable path to revenue growth.
When RingCentral, a leading provider of cloud-based communications and collaboration solutions for businesses, set out to improve alignment between their Demand Gen and Inside Sales teams, they first looked at what wasn’t working. They uncovered a number of opportunities for improvement around communication, hand-offs and metrics. They also revisited the primary goals of each team to make sure any changes made would support these objectives.
The improvements focused on three areas: improving lead quality, integrating new tools into the funnel, and high-impact training for personnel. The results? An impressive 83 percent increase in MRR, along with a 12 percent decrease in Cost/MRR.
If you would like to hear more about how RingCentral achieved better Sales and Marketing alignment and increased revenue as a result, join SaleScout’s Chris Lynde (CEO) and RingCentral’s David Morrison (Demand Gen & Channel Manager) for a webinar on April 3: How to Align Demand Gen and Inside Sales (to Close More Deals). The webinar will be moderated by Scott Barker of Sales Hacker.
Save your spot here. If you can’t make it to the live session, go ahead and sign up and we’ll send you a link to the recording.