REVENUE GENERATION
BID TO WIN
for small SPECIALTY CONTRACTORS business development straddles both marketing & sales
Marketing and sales serve distinct but complementary roles for a construction company or specialized contractor.
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Marketing focuses on creating awareness and generating interest in your company's services. It involves strategies like branding, advertising, content creation, and lead generation to attract potential clients. Marketing aims to build a strong reputation for your company to establish relationships before a potential sale occurs.
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Sales, on the other hand, involves directly engaging with potential clients to convert leads into contracts. This process includes building relationships, understanding client needs, working with your estimating department, presenting proposals, and closing deals. Sales rely on the groundwork laid by marketing to facilitate meaningful conversations with prospects.
effectively working together
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Alignment of Goals: Marketing should create targeted campaigns that resonate with the ideal customer profile identified by sales.
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Communication: Regular feedback between marketing and sales teams ensures that marketing efforts reflect real-world client interactions and sales challenges.
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Collaboration on Proposals: Sales and estimating work together to create comprehensive proposals. Sales provides context about the client’s priorities and competitive landscape, while estimating ensures that the proposal includes accurate pricing and timelines.
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Shared Metrics: Both teams should track common metrics like lead quality, conversion rates, and client feedback to refine their strategies collaboratively.
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Content Collaboration: Sales teams can provide insights on common client questions and objections, enabling marketing to create relevant content that addresses these concerns.
tying it all together
Depending on the size and scope of our client's company, for smaller companies, Shapcott & Lauber assists our clients' Business Development Function in seamlessly integrating their efforts with both marketing and sales. This collaboration not only attracts leads but also converts them, driving growth for your company. As your business scales, transforming this crucial revenue function becomes essential, as marketing and sales are distinct yet interdependent functions that work together to enhance your company’s structure and success.
elevate your game
are you ready
for the next level?
As you grow, you'll encounter a distinct array of challenges and opportunities. Partner with Shapcott & Lauber, and let us assist you in overcoming your most pressing challenges while seizing your greatest opportunities.