All leads are not created equal. Sending every inquiry generated from your marketing efforts to a salesperson, wastes their time and creates a poor customer experience.
Sales prospecting is a high priority for most companies and how they go about it varies. Some companies may require their quota carrying sales reps to make cold calls and do their own prospecting. Others may use an inside sales team or an outsourced call center that specializes in lead generation for new business opportunities.
Sales cycles for complex products can last for months or even years. To keep the deal alive, your best approach will likely be a combination of several communication channels.
With the right team of hybrid professionals in place, they can deploy a multi-channel process for building relationships, nurturing leads and keeping you top-of-mind with your future customers.
You won’t believe this but every second of the day LinkedIn gains a new member. Yep, you guessed it, that’s 86,400 new members each and every day. Incredible. That’s faster than the US birth rate. That’s faster than a speeding bullet. In fact, LinkedIn has about 200 million registered users in 200 countries.
The majority of their users are in the US and stats show that approximately 45% are business users. That’s the good news. The bad news is that many of us don’t know how to use LinkedIn to generate leads online. As for me, I’m still a neophyte to the platform. But as I continue to invest heavily in educating myself, I will continue to share tips and trends that I believe are accurate and meaningful. So here we go…. 5 tips to help you use LinkedIn to generate fans, leads and sales.
Enjoy and good luck!
Lead scoring is one of the most overlooked aspects of many marketing automation campaigns. But don’t be mislead, lead scoring is one of the most critical activities to ensure that you are generating buyer ready leads vs. leads who are still engaged in the research phase. Before we delve into the details of what it is, how you do it and why it is so important, let’s attempt to define what lead scoring is.
The Sales Funnel has been the symbol of the selling process since Moses came down from the mountain. The Sales Funnel is simply about creating a community of followers (in the top of the funnel), nurturing them to understand the benefits of what you have to offer (the middle of the funnel), and eventually converting them to be evangelists for your cause (aka; customers – in the bottom of the funnel).
In a recent survey, customers said their first engagement with sales occurred after they were 57% through the purchase process. In other words, they had done their research prior to letting any vendor know of their purchase intentions. Today, marketers must meet the demands of the more educated, self-reliant and social buyer. And be prepared to meet them where they are…on the internet.
The easiest way to close the loop is to make your website the central hub for all your marketing. Search engines, social media, email marketing, referral links, paid search, even offline campaigns should get filtered to your website. Once someone visits your website, you can cookie them and start tracking their activity.