As a development manager, your sales pipeline strategy is always on your mind. You want it to grow and move, yet are constantly assessing how.
Category Archives: Sales and Marketing Integration
Great food starts with quality ingredients. Black truffle oil adds something to a dish that canola oil cannot. But, if you only have bottles and bottles of truffle oil, you’re missing a lot of what it takes to make a mushroom risotto or the best grilled cheese you’ve ever had. You need more than just one quality ingredient to make a dish.
Most people would agree that a first date is NOT the ideal time to propose. Why is it then that so many marketers ask prospects to buy before they’ve even had a first date, let alone developed a long term relationship?
It just doesn’t make sense.
As an effective content marketer, you have put the time into understanding the characteristics of your audience. You’ve developed and validated personas. You or your strategist has created an editorial calendar that will knock clients’ socks off. You’ve produced exceptional content. You’ve written targeted messaging to introduce that content. You’ve got a plan to get it out to the masses.
But are you sure your team can effectively execute on your strategy?
Have you closed the reporting gap?
Business development representatives are often tasked with turning lists into leads – of narrowing a universe of possibilities into a funnel of qualified opportunities. This is no small task. It takes patience, professionalism, and persistence. But the right tools can speed up the process.
One such tool is lead scoring.
An outsourced sales partner should be just that – a partner in your business, bringing more to the table than just selling. Although sales experience and expertise is crucial, a good partner should also have open and transparent conversations with you. Organization, consistency, and diligence should be apparent in all their approaches. Some other key factors to look for include:
Applying the right metrics will give you the information you need to accomplish your business growth objectives. By choosing the correct key performance indicators (KPIs), you’ve taken the first step in reaching your goal.
Today, leading companies recognize that content marketing is a great strategy to generate new leads. They also recognize that prospects are unlikely to be converted into customers after simply reading a few blogs or infographics. A talented sales representative must reach out to leads and guide them through the buy cycle.
Traditionally, sales executives spent a lot of time interacting with unqualified leads—individuals unlikely to ever become customers. Fortunately, today’s leading business growth teams have developed effective strategies for connecting sales reps to the perfect lead.
The inside sales rep is changing the business landscape.
The popularity of inside sales is growing rapidly, and for good reason. The inside sales model provides unique advantages, such as increased call activity and lower sales costs. It allows companies to scale faster and reach leads more effectively. Yet, while inside sales provides these benefits and more, there are still those who struggle to understand its value.