Top Sales Teams Break from the Silo Mentality State of Sales 24 05 Collaborative selling demands sales and marketing Marketing Partnerships Signal High-Performing Sales alignment. After all, 74% of business buyers say in order to win their business it’s very important for Top sales teams are highly likely to share common metrics and data sources with each other. salespeople to be aware of marketing campaigns Most importantly, they’re likely to know why they’re receiving a lead. 1 and offers. True collaborative selling, however, extends beyond merely knowing the offers to Percentage of Salespeople Who Agree with the Following Statements High Performers vs. understanding precisely which ones resonate with About Their Relationships with Marketing Colleagues Underperformers customers. This alignment has become a best practice; the majority of teams across performance Sales and marketing teams share 88% 1.4x levels say they’re empowered to collaborate and common goals/metrics 77% more likely share common goals and metrics. 61% Sales and marketing teams are 86% 1.3x empowered to collaborate 79% more likely High Performers vs. Underperformers 66% There is a free and open flow of 85% 1.9X more likely than those on customer data between sales and 75% 1.5x marketing teams 56% more likely underperforming teams to always understand why marketing passes them a lead 83% I always understand why the marketing 71% 1.9x team is passing me a lead 43% more likely Another disparity between top sales teams and 82% their underperforming peers is the ubiquity of Sales and marketing have a standard 76% 1.4x account-based marketing (ABM) — programs in process for collaboration 57% more likely which messages and offers are targeted to a Sales and marketing teams 80% market of one. This practice is in place for execute jointly on account-based 71% 1.7x 80% of high-performing teams, but only 47% marketing programs 47% more likely of underperformers. High performers Moderate performers Underperformers Base: All respondents 1 State of the Connected Customer survey, Salesforce Research, April 2018. Data may or may not be represented in the “State of the Connected Customer” report. Salesforce Research