Would you like to increase overall sales in 2017, while also shortening your sales cycle by 50% or more? That’s the power of using an automated lead-nurturing system!
As a Marketer or Director of Sales you are ready to hit the ground running in 2017. You’re about to set up an automated lead-nurturing system because you’ve heard the benefits are worth the effort. But before you hit the gas on your brand new automated lead-nurturing system, there are a few things you need to make sure to have in place.
In 2017, you’re looking for new ways to find and keep those precious leads you’ve worked so hard to acquire. You may have heard the term “automated lead-nurturing workflow” in the past, and now, you’re interested in the benefits it can provide. While it’s true that having an automated lead workflow can save you time, money, and work hours, using it improperly can actually have the opposite effect.
According to Marketo, nearly 50% of leads are not ready to buy. So, that means it’s extremely important to understand where your potential leads are in their buyer’s journey. You can’t promote certain content to your leads until they are ready to see it. Otherwise, it’s just wasted time and resources.
Do you know who’s buying from you?
The problem isn’t new. It’s been around for ages. I hear the conversation consistently, “Our marketing and sales teams don’t work together and we’re losing business opportunity because of it.”
Have you noticed a difference between your younger sales reps and your seasoned reps?
If you’re like many other B2B companies that I’ve been speaking with, not only are you aware that your buyer has changed how they search for your product or service -- you have also noticed your younger sales reps research and generate new prospects differently than your seasoned reps.
Younger sales reps grew up with technology and embrace using tools and tactics that give them a competitive edge in identifying, gaining deeper insights, connecting with and building stronger relationships with potential customers. What are they actually doing?
Video continues to dominate the market and be an important inbound marketing tactic to attract and engage your buyers. According to a recent YouTube report, video consumption is rising at 100% every year, with one of the fastest growing components being mobile. 92% of mobile video consumers are said to share their favorite video content with others (Source: Invodo). This should get the gears turning in your head as you search for ways for your new campaign to grow virally through multiple channels.