Sales and Marketing

  1. Sales and Marketing Alignment (Smarketing)
    1. Alignment Strategy and Planning
      1. Shared Goals and Objectives
        1. Revenue Goals Alignment
          1. Lead Quality Objectives
            1. Customer Experience Goals
              1. Market Share Targets
              2. Organizational Alignment
                1. Reporting Structure Optimization
                  1. Cross-Functional Team Formation
                    1. Communication Protocol Establishment
                      1. Conflict Resolution Processes
                    2. Service Level Agreements (SLA)
                      1. Lead Definition and Qualification
                        1. Marketing Qualified Lead (MQL) Criteria
                          1. Behavioral Scoring
                            1. Demographic Scoring
                              1. Engagement Thresholds
                              2. Sales Qualified Lead (SQL) Criteria
                                1. BANT Qualification
                                  1. Decision-Making Authority
                                    1. Purchase Timeline
                                    2. Sales Accepted Lead (SAL) Process
                                    3. Lead Handoff Process
                                      1. Handoff Triggers and Timing
                                        1. Information Transfer Requirements
                                          1. Follow-Up Expectations
                                            1. Feedback Mechanisms
                                            2. Performance Standards
                                              1. Response Time Requirements
                                                1. Follow-Up Frequency
                                                  1. Conversion Rate Expectations
                                                    1. Quality Standards
                                                  2. Lead Nurturing and Management
                                                    1. Nurturing Strategy Development
                                                      1. Content Mapping to Buyer Journey
                                                        1. Multi-Channel Nurturing Approach
                                                          1. Personalization and Segmentation
                                                            1. Timing and Frequency Optimization
                                                            2. Automated Nurturing Systems
                                                              1. Email Drip Campaigns
                                                                1. Behavioral Trigger Campaigns
                                                                  1. Retargeting and Remarketing
                                                                    1. Progressive Profiling
                                                                    2. Content Strategy for Nurturing
                                                                      1. Top-of-Funnel Content
                                                                        1. Middle-of-Funnel Content
                                                                          1. Bottom-of-Funnel Content
                                                                            1. Sales Enablement Content
                                                                          2. Communication and Collaboration
                                                                            1. Regular Alignment Meetings
                                                                              1. Weekly Pipeline Reviews
                                                                                1. Monthly Strategy Sessions
                                                                                  1. Quarterly Business Reviews
                                                                                    1. Annual Planning Sessions
                                                                                    2. Shared Systems and Processes
                                                                                      1. Integrated Technology Stack
                                                                                        1. Shared Reporting Dashboards
                                                                                          1. Common Lead Scoring Models
                                                                                            1. Unified Customer Data
                                                                                            2. Cross-Functional Training
                                                                                              1. Sales Training for Marketers
                                                                                                1. Marketing Training for Sales
                                                                                                  1. Joint Skill Development
                                                                                                    1. Best Practice Sharing

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                                                                                                4. Core Sales Principles and Strategies

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                                                                                                6. Technology and Tools (The Tech Stack)