Being in sales can be a roller-coaster ride. There is the buzz a salesperson gets from closing a sale, but in between sales people spend many hours contacting lots of prospects, qualifying them and then following up leads, many of which will never convert.
But what if there was another way, where the salesperson are only given a stream of hot leads or hot referrals, where the prospect is already warmed up and ready to buy. So all the sales person has to do is negotiate and close the sale.
Sales Heaven - A Constant Stream of Warm leads
I have been working with companies where this is becoming a reality. But it requires a transformation change in how sale and marketing work together and requires a modest investment in Marketing Automation. Using a suite of sales and marketing tools, integrated onto a single platform. Marketing Automation automates engagement and lead nurturing and helps prospects qualify themselves into hot leads.
The transformation needed, will require Marketing to broaden their scope and take responsibility for lead generation, and to use more sophisticated hyper-personalised marketing techniques, so every prospect feels like they are having a one to one conversations with your business through the whole sales cycle.
Sales and Marketing Working together - Building conversations and Nurture Leads
In this scenario:
- Marketing build campaigns that draw targeted prospects to your website or tracked digital assets
- Marketing develop engagement tools that capture prospect interest and needs.
- Marketing deliver personalised relevant content designed to build trust in and desire for your companies product or service that solves their particular need.
- Your potential prospects consume your content at their pace in their own preferred way and qualify themselves.
- Automation monitors the engagement of your prospects and trigger “hot prospect” alerts based on qualified behaviours, which are streamed to your Sales team for review and action.
- Sales engage directly with prospect to deal with any final objections and close the deal.
Closure - More conversions and higher value Sales
With Sales and Marketing working to
gether, productivity is improved, better targeting and nurturing of prospects generates more better quality leads, and in Sales heaven, teams deliver better conversion and higher margin sales. Everyone is happy and that includes the company’s owner, who will see pay back in 6 months with higher growth and profitability.
If you are interested in learning how to go about making this transition, with minimal cost and impact then “book time with me” or complete our online readiness checker.