10 Common Salesforce Mistakes—and How to Avoid Them, to highlight the errors that prevent organizations from realizing their CRM’s full potential.
Category Archives: Salesforce
Did you know that lead follow-up phone calls made within five minutes of a lead filling out a form were 80% more successful than a call made just five minutes later? How well you manage your leads has a big impact on the effectiveness of your marketing and sales efforts. Read More
The first time you talk to a lead, you get all the introductions out of the way, learn the important basic information about the lead’s company, and share what your company does. The next time you talk to that lead, you skip over the introductions and run a sales call tailored to what you now know about that lead.
You need to market the same way: Don’t send generic marketing messaging to prospects that you know. Send them messaging targeted to their needs. This kind of marketing is called “lead nurturing.”
To further prove that timing really is everything, you need to make sure that you follow up on inbound leads quickly. How fast? The Harvard Business Review study found that follow-up phone calls made within five minutes of the lead filling out a form were 80% more likely to be successful than a follow-up phone call just five minutes later.
You need to act swiftly because your prospects are moving fast, too. If a prospect fills out a form on your site, you can bet you aren’t the only site they’ve visited today. That prospect has also probably visited (and maybe filled out forms on) all of your competitor’s sites as well. Promptly calling prospects will enable you to beat your competitors to the punch.
Knowledge is power… but access to knowledge is even more important. Even if your sales team is asking the important questions to your prospects, what happens to the information they gather? Does it just exist in notes written down on a piece of paper or typed into a word doc? If so, that knowledge is being under-utilized. It should be delivering much more value to your organization.
You need a formalized lead qualification process to make sure your sales team gathers the right information and turns it into actionable data that can be used to help you sell.
To effectively implement lead qualification, you need to build the right fields in your CRM and train your sales team to use it properly.
Whether you’re working in construction or sales, every job has tools of the trade. The tools a sales team uses are different than the tools a construction team uses, but in both cases, you need to have the best tools to do the job right. You need to make sure lead scoring is in your tool belt.
Lead scoring lets you spend more time talking to people who have shown interest in your organization and less time dialing out of the phone book. Lead scoring gives you better leads to call, resulting in better calls and more closes.
As mentioned in a previous post, two NuGrowth team members, Paul Fuller and Chuck Rue recently took part in an Act-On sponsored webinar “Lead Scoring: The Science of Sales Conversion.” In conjunction with the webinar, Fuller was asked to write a guest blog post for Act-On on the science of lead scoring.
NuGrowth Solutions and marketing automation partner Act-On hosted an educational webinar on February 18, 2014 discussing the groundbreaking techniques they are using to drive and cultivate leads for their clients and educating viewers on how to turn their websites into lead marketing machines. Topics covered include: methods for increasing lead quality, understanding lead interactions, and driving lead conversion to revenue.
We’ve written a lot lately about segmentation and role specialization. About how individual specialists working each stage of the sales pipeline (hunters, closers and farmers in both the producer and management roles) can lead to faster, sustainable growth. And we have talked about how marketing needs to create and send messaging appropriate for each of these stages. Nowhere have we said that these individuals should work alone. As we touched on in Sales as a Team Sport, the best long-term results are achieved when all parties involved work together. That’s where a good contact relationship management system comes comes in. And by that we mean a true optimized system with actionable information easily accessible to all team members with a few clicks of the mouse. Read More