That's bad news for a marketing agencies with retainer clients.
How many times has your agency generated the agreed amount of high quality leads, but still lost clients because the client's sales team didn't close those leads?
When your clients don't see a visible revenue return on marketing efforts, they might begin to view agency retainers as unnecessary spend.
Offering sales support services in addition to more traditional content strategy helps agencies deliver tangible ROI to their clients throughout the sales funnel.
In fact, sales enablement services are often so effective, agencies are able to increase client retainers.
To improve client retention and ROI, there are three core sales support packages every agency can offer: sales and marketing alignment, CRM implementation, and sales enablement.
Read on to learn how to start implementing these services at your agency.
3 Sales Support Services to Offer Clients
1) Sales & Marketing Alignment
Businesses with tightly aligned sales and marketing teams generate on average 208% more revenue from marketing than companies with disjointed teams.
But if strong relationships between sales and marketing departments are so important, why are they so hard to achieve?
Here two service offerings that agencies can implement to better align their clients' marketing and sales departments:
Define a Common Language
The first step to aligning any sales and marketing organization is to develop a common understanding of the client's ideal customers: buyer personas.
Marketing needs to target the same individuals that sales wants to prioritize.