How to align marketing and sales in real estate companies?

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In sectors such as real estate, where sales cycles are long and complex, aligning marketing and sales can be the answer to attracting more prospects that become clients.

Gone are the days when each department worked separately. Today, both must direct their efforts toward the same goal: generating more and better income .



Why is it harder to sell when teams aren't aligned?
In an industry as competitive as real estate and with the arrival of the Internet, colombia phone number data using digital marketing strategies to attract more clients is not enough if your teams are not clear about the objectives and actions to follow.

The friction that exists between marketing and sales leads to several problems such as:

There are no common goals. This leads to misunderstandings and disagreements between the two.
Marketing generates leads and sales provides feedback that those leads don't work or aren't qualified.
Poor communication due to the absence of weekly meetings, no service agreements, no shared definitions and no notion of progress on objectives.
It is much easier to develop an efficient business strategy by aligning both areas to achieve common goals, establishing shared indicators and achieving a constant flow of communication.



Create a marketing and sales pipeline to improve your revenue
The main benefit of integrating marketing and sales departments is reflected in the lead generation strategy.

A lead is a user who has already gone through the conversion stage and has transformed from visitor to contact. In other words, this is a potential customer who has provided their data in exchange for a content offer (guide, e-book, webinar, etc.).

Through a sales funnel, it is possible to scale the processes of both departments to generate greater revenue:

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Marketing generates prospects and qualifies them according to the characteristics of the ideal client or buyer persona, that is: MQL's or marketing qualified prospects. For its part, sales accepts the prospects that best fit the profile, that is: SQL's or sales qualified prospects, to insert them into the sales process and lead them to closing.

That is to say, the first three stages correspond to marketing and the next three to sales. However, there must be transparency in the progress of the results, since one affects the other and they are closely related .

The goal of aligning marketing and sales is to know how many visitors we need to close the clients we expect. Not all visitors are prospects, not all prospects are qualified, and so on. Both teams need to know this data to channel their efforts correctly.