Category Archives: Sales and Marketing Integration
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.
One thing doesn’t change—preparation is essential.
99% of customers want salespeople who contact them to research their business and industry. Clearly, preparing for sales calls is a non-negotiable. So why do only 20% of sales calls involve a completed pre-call plan?
A pre-call plan is the first step to closing the deal. It lays the groundwork for delivering a professional, convincing message, and clarifies the questions that should be asked.
Historically, many organizations have severely undervalued the importance of a well-established inside sales team. The old way of thinking would sound something like this:
“Field Sales is more strategic, meeting with C-level executives and developing strategic business innovation to help them grow their business, versus inside, which is more quantity but not as in depth the majority of the time.”