Across the world, B2B sales people are finding it harder to sell. Leads aren’t coming into their CRM as they were. People are making buying decisions without involving the seller. Numbers of calls to reach decision makers have rocketed (this is backed up by a recent UK survey, which found a rise from 4 calls to 40). Many, however, were in strong denial as here….
Posts Tagged ‘Sales’
‘Intent’ Inference – Changing The Future of B2B Sales & Marketing!
Being able to find the intent of a website visitor will act as a boon for B2b companies. Since B2b decisions are driven by a lot of research, deliberation, negotiations and by multiple decision makers, knowing whats on your prospects’ mind will help companies to plan their marketing campaigns, Lead management programs around the needs of the prospect rather than their own solution. Actions can be taken in real-time and will save companies a lot of time and resources
Social media revolutionized the way B2C companies , did business, marketed their products and engaged with their end customers. It helped them understand the needs of their customers better.
‘Intent Web’ or ‘Intent Inference services’ will do the same for B2B companies – it will change the way they engage their prospects and pitch to them for business. Intent will drive customization at all levels, bringing the customer back into the focus, giving him only what is relevant to him, doing away with all the information clutter.
Can Sales & Marketing In B2B Organizations Gain From Each Other's Insight?
The Sales and Marketing disconnect is a reason of concern for most B2B companies. These two divisions which need to compliment each other’s effort often end up being at logger heads, with each under estimating the efforts of the other.
This disconnect between Sales and Marketing can be attributed to several factors – the most significant being, in most set-ups these teams work in isolation. Marketing’s job is to generate demand for the company’s solution, drive prospects down the sales funnel, and the Sales team’s job is to convert these prospects into sales. Both the teams work individually passing on the baton once their individual tasks are completed.
Finding a common platform, which enables these two teams to collaborate in real time can help bridge this gap between marketing and sales within an Organization. Initiating processes which help these teams share more with each other can ensure increased productivity and higher conversions for the Organization.
But the sharing will happen only when both see some advantage in making that extra effort, below we discuss ways which will help these teams to become more efficient, just by sharing some basic feedback.
Lead Scores – Your Data Minefield!
Two very important aspects of lead scoring that is often overlooked by most who use this process, is its role in defining the lead nurturing process and developing a more customized lead screening system.
