As we’re forced to slow down as a nation, many businesses are harnessing the moment to think big and plan for their post-pandemic recovery. One way your business can stay ahead is with data-driven lead scoring strategies to help you identify where to concentrate your development efforts.
Category Archives: Lead Nurturing
Trade show outreach matters.
In our super-connected, digital age, in-person trade show events may seem old-fashioned and passé. Yet, they remain an effective business strategy, with 81% of B2B companies leveraging them to gain and convert leads. Meetings generated from events net an average of $1,294 per participant and the trade show industry generated over $13 billion in revenue in 2017.
These numbers show trade show outreach is alive and well, and something your company should leverage. But, how?
If you’re reading this, you’re looking for help. You’ve got a product or service you believe in, but not enough interest to keep improving it. Quality speaks volumes, but you need a higher volume to keep your business growing. What can you do to amplify your business development plan?
Generating and connecting with leads are among the top priorities and most common struggles for development teams today. Often, the issue lies in a lack of strategy or target. Development teams go wide and hard, yet come up short.
One way to yield better results is through targeting lead segments with specific Tactic Groups. These are segments of your development targets, coupled with tested and perfected outreach content and methodologies for each segment. Examples include location proximity for clients in the same physical area as your business, lost opportunities and previous customers, and tradeshow appointments.
Today we’ll focus on that third Tactic Group: tradeshow appointments. Many businesses employ this development tactic, but few manage to tap into its potential. The key is to do more than just show up to gain ROI from a tradeshow.
Does your inside sales team need an outreach cadence strategy?
Would we be asking if the answer was “no”?
In sales outreach, it’s your job to remember the prospect – not the other way around. The more you reach out, the higher the likelihood you’ll get a conversation going. Your chances of reaching a prospect increase from 40 to 90 percent between the first and sixth outreach attempt. And you need that conversation to make the sale.
As a sales as a service provider, we know a proven sales strategy can be a gold mind for you team. In fact, almost 60% of salespeople say once they found a winning strategy, they use it over and over for continued success. If you’re in the dark on sales outreach strategy, or if you’re looking to improve your methods, these essential elements will ignite your pipeline.
Great content helps your buyer to a make a well-informed decision about your product in less time and with more confidence. Content that applies to your potential buyer clarifies options and liberates them to move forward in the buying process with ease. As they move seamlessly from one step to the next, the sales cycle naturally becomes faster.
Kyle Tillar, our Vice President of Sales as a Service speaks to the power of great messaging as it relates to sales, “When content is matched to our buyer, we see a tremendous uptick in our ability to engage in conversation and support them with the information they need.”. Read More
In sales, a lead is defined as a “potential sales contact.” But what constitutes “potential?”
Depending who you talk to, “potential contact” can be anything from a purchased name in a database to someone who filled out a web form, replied to an email blast, or dropped their card in the fishbowl at a trade show.
Some of these options are clearly more qualified than others. Read More
You’ve probably heard about the importance of lead nurturing and lead management. You may have heard about the performance advantages enjoyed by companies that adopt lead nurturing processes. You may even be familiar with specific statistics— like the fact that companies with a lead nurturing process generate 50% more sales-ready leads at 33% lower cost. But do you have a grasp on the real relationship between lead nurturing and lead management? We’ve got you covered.
Digital marketing is easy, right? Make something, put it online, people sign up and buy. Sorry to disappoint. It is, in fact, a complicated mix of strategy tactics and execution. It is both an art and a science. An art, in that to be successful one needs to be able to craft quality content that “educates, entertains and delights” the reader. A science in that you need to be able to identify buyer attributes, strategically target your messaging, analyze the data, and know when a lead is qualified (a.k.a. “sales ready”) and when it is, in fact, just a lead that needs to be nurtured for it to turn into something more. Lead scoring plays a big part when and how to make that determination.
Here are some suggestions for overcoming those challenges: Read More