I want to win more and better business

So, you’re capturing new leads on your site and saving them to a database.

Working out the right time to touch base with these leads, and figuring out the right channel(s) to use can be the difference between acquiring a new customer and just another stat to report on.

Qualifying leads effectively for sales follow-up will save time and provider a leaner timeline to close deals.

In brief

  • Employ an automation workflow
  • Align sales and marketing efforts
  • Qualify leads ASAP
  • Educate first, sell second
  • Understand (and love) your marketing automation
    Understand (and love) your marketing automation

    So, you’ve got a new lead via a web signup or resource download. What’s next?

    You should setup an automation workflow if you haven’t already that will periodically reach out to your leads with relevant and new content. Test different mediums to see what works best – email, social, even schedule a call if needed!

    Find a platform for your marketing automation that is easy to use and integrates well with your website and other software. There many options on the market, Agile CRM and HubSpot to name a few.

  • Align sales and marketing goals
    Align sales and marketing goals

    All too often, marketing teams work to get traffic on a site, generate leads and nothing else. But, by working closely with the sales department, you’ll see more leads convert to actual sales.

    Take the time to work out an Marketing Sales SLA (service level agreement). From this you can work our realistic expectations for how many leads and actual deals you might be able to close based on traffic coming to your site, as well as working out the best areas to invest time to improve on these stats.

  • Focus on education as much as selling
    Focus on education as much as selling

    The average consumer today is savvier and has access to more information at their fingertips than ever before.

    This is why when it comes to promoting your product or service, its really about showing how you can solve a problem a user is having. It means listening twice as much as you talk, and being able to share valuable insights –  even those not directly related to your own solution where necessary!

    Yes, its true there is an end goal in play. But, you’ll sell to better clients more often when they see you as a trustworthy authority and not just out for your own needs.

Some great resources to help
  • SteelBook
    In Case Studies
  • Web Analytics
    In Services
  • London Executive
    In Case Studies
  • Product Definition Workshop
    In Services