How Sellers Should Use Marketing Strategies?

The effective use of marketing strategies by sellers improves the sales process and increases the sales closing rates. In addition, it facilitates the understanding the customer and conveying the right messages about the product and services. Both B2C and B2B sales teams can consider the following suggestions to use marketing in sales management.

·      They can embed product and service contents prepared by marketing teams into their sales processes. Product information from product management, FAQs, blog posts, and case studies prepared by marketing teams can be used. These will create trust on the customer side.

·      Every company has a customer segmentation, created by the marketing teams. When sellers internalize this segmentation, they can manage a personalized sales negotiation by asking the right questions to get to know the customer during the sales meeting.

·      The customer journey is also information that sellers must know and use. Understanding the journey means knowing how ready the customer is for the sales meeting. In addition, they can adopt an approach accordingly at every step of the sales process, while keeping in mind that the meeting is also a part of this journey.

·      Using CRM systems is perhaps the easiest way to learn about the customer. During the sales call, it can determine the strategy that will recommend the most appropriate product for the need by using the data obtained through CRM.

·      References and social proofs are some of the marketing strategies that strengthen the hands of sellers. The Psychology of Persuasion by Robert Cialdini (1984) also shows social proof as one of the 6 basic techniques. Utilizing the testimonials and references of people already using the products and services helps the sellers to convince the customers. 

·      Companies, especially the marketing teams, make great efforts for brand awareness. Sales strategies created for brand awareness help manage the sales process more easily.

·      Campaigns and promotions always strengthen the hands of sellers. There contain important clues about the customers. The seller's understanding, internalization and utilization of these greatly improve the sales closing rates.

In short, sellers can create targeted, personalized processes for both themselves and their customers by using marketing strategies in every step of the sales call. The more the customer is nurtured in the sales call, the more sales success will come.