Your website analytics tool tells you, there are thousands of people visiting your website every month, but you see very few actually fill in the contact form and disclose their identity – the other, almost 90% of your visitors (sometime back we did a research internally on our B2B clients and found – only 10% of the website visitors to a site, fill forms) leave your digital house, after consuming the information they wanted, without revealing their identity or their intent behind visiting your website.
Posts Tagged ‘generate leads’
‘Woo Your Prospects, Make Them Fall In Love With Your Solution’
Valentine’s day is round the corner and the season of expressing love is right here. Everyone wants to be loved, you, me, brands, companies, employees, buyers, vendors, just about anyone and everyone you can think of. But the point is can you make someone fall in love with you, your brand, your product, your services?
Of course, as a marketer, I can share a hundred ideas with you, which I believe will make almost anyone fall in love with anything you want…but lets keep that aside for another day! Today, I just want to share some thoughts on the psychology behind love and how you can use the same to make your prospects fall in love with your offerings.
Best Practices in Marketing Validation
Regardless of how talented the sales team may be and how aggressive the approach, a poorly conceived product offering will inevitably lead to disappointing results, if not outright failure. In today’s highly competitive product and business markets, failure is simply not an option.
A Model for Aligning Sales and Marketing Processes
Sales and Marketing alignment is a complex issue involving culture, processes, politics and egos. All of this may seem daunting to an eager sales or marketing manager who simply wants to drive improved revenue results in their company by getting Sales and Marketing to collaborate more effectively.
Regardless of the complexity and obstacles, there is one relatively simple (but not entirely easy) step that companies should take immediately. This is to identify the stages of the buyer’s journey and align their sales and marketing processes to it.
Is Sales a Mere Bystander in Marketing Automation?
Is Marketing Automation solely within a marketer’s purview? Does Sales have nothing to contribute?
Today, the decision on which Marketing Automation, sales enablement or lead generation tool & platform will get used in an organization is largely a marketer’s call, but for successful implementation it requires wider participation. Especially, the Sales Department needs to weigh-in with crucial input. Let’s examine which are these inputs and collaboration opportunities.
Lead Generation is a Marathon, Marketing Automation Makes it a Sprint
In truth, Marketing Automation tool, significantly shortens the time between lead generation and lead closure, not because it facilitates lead nurturing and lead nurturing programs (using email tools), but because it recognizes the buying process as a group activity and hence takes into account all activities by an enterprise at different times before qualifying them as a ‘sales ready lead’.
Inside Sales Team – Unsung Heroes?
Inside Sales teams are often just associated with ‘cold calling’ and doing the dirty work for the Sales team – passing ‘Sales Ready Leads’ on set criteria to the Sales Team to close them. Often their job is supposed to be getting ‘meetings’.
While the Sales team takes all the credit for bringing in deals…are the Inside Sales teams the unsung heroes?
Ending the Sales & Marketing Blame Game
Every company which has marketing and sales departments has at some point, witnessed the famous – sales and marketing fight and blame game – more commonly known as the sales and marketing mis-alignment. In a B2B set up these differences are more glaring as compared to a B2C company.In most B2B companies, the primary objective of marketing is to generate quality business Leads and of sales to convert these into closed deals. Both these departments are also measured based on the number of Leads generated and the number of sales closed, respectively.
In reality the role of marketing in a B2B company is relationship building and that of sales to use this relationship and help the prospect make a rational buying decision based on business value offered by the company’s solutions.
Irrespective of how companies want to position their marketing and sales objectives the truth is marketing and sales are two sides of the same coin.
