Ep. 51: Blending Marketing & Sales with Nathan Yeung
Episode 51
Connecting Marketing & Sales
In a fascinating conversation with Nathan Yeung, the founder of Find Your Audience, we explored the integration of sales and marketing to boost business revenue significantly. Nathan provided insightful strategies for merging these two critical aspects into a conversion rate optimization (CRO) role and shed light on the potential challenges of achieving this harmony.
We delved into the intriguing concept of scrubbing, a well-known technique in affiliate marketing. Scrubbing involves reducing the number of leads or sales reported to affiliates, a common practice allowing companies to save on advertising expenses. Nathan's perspective on the customer's role in shaping an effective strategy was compelling, emphasizing the importance of understanding your audience's needs and behaviors.
Nathan highlighted the power of user-generated content in marketing. He underscored how such content could create a sense of authenticity and trust and provide robust support to sales. This underscores the importance of leveraging customer feedback and experiences in shaping your marketing strategies.
Sales enablement tools were another significant topic of discussion. These tools can significantly increase the success rate of sales calls, providing vital support to sales teams. They can also enhance the customer's journey by offering personalized experiences and insights. Nathan shared insights on crafting a work-back schedule, a strategy that involves planning backward from a project's due date to ensure timely completion.
The conversation further explored sequencing retargeting, a technique used to create a captivating narrative that resonates with the target audience. Nathan emphasized the importance of delivering the right message at the right time to potential customers. This approach allows businesses to create a more personalized experience for their audience, thereby increasing the chances of conversion.
Finally, the discussion underscored the power of a well-crafted call to action (CTA) and engagement opportunities. A compelling CTA can drive audience engagement and encourage them to take desired actions, such as making a purchase or subscribing to a newsletter. On the other hand, providing engagement opportunities allows businesses to connect with their audience on a deeper level, fostering long-term relationships.
Integrating sales and marketing is crucial for business growth. With a harmonized approach, businesses can maximize their revenue and provide a seamless customer journey. However, this requires a strategic approach, incorporating techniques like scrubbing, leveraging user-generated content, utilizing sales enablement tools, and crafting compelling CTAs.
Highlights
0:03 Maximizing Marketing and Sales Integration
12:29 Blend Sales and Marketing in CRO
16:00 Marketing's Role in Amplifying Revenue
25:41 Sales Decks and Case Studies Importance
Resources
Meetup Group: https://www.meetup.com/entrepreneurship-meetup-group-northwest-illinois-suburbs/
Meet our guest co-host, Nathan!
Nathan Yeung has over 10+ years of experience advising B2B businesses on their marketing strategy. He has helped companies build their marketing teams from 0-1, delivering GTM deployments, and launching new products into the market. Trained in Marketing, but with a experience in finance and management consulting - Nathan brings a different perspective to the marketing lens.
