Discovering new effective ways to generate leads for a business is a constant process. We've created a free guide to help by finding 50 ways to generate more leads.
Identifying the criteria associated with a good quality lead helps sales people select the top prospects. Using a system built into your CRM can help this.
Attributing positive or negative scores to a contact based on certain actions can be done automatically and when linked with Workflows can save time for your team.
A great system that's becoming more popular in marketing is automation. This takes various forms but some of the most valuable are Workflows.
Workflows can assign tasks to salespeople, send emails to prospects, change records in a CRM and add people to lists based on rules you create. You can have the Workflow create a Deal in the system then schedule a call for a salesperson to follow-up the lead.
Whereas it's common for sales teams to use a sales pipeline it's less common for that pipeline to be connected to the marketing actions that prospect took before enquiring.
The benefit to linking sales and marketing is that the sales team enter the conversation better prepared and more informed about the prospect's needs. They go from following a process to becoming more consultative in their approach. This can convert more opportunities.
Setting a recurring task to follow-up a lead every few days may tick some boxes from the sales training manual but it's no efficient and is more likely to irritate the prospect.
Getting notified when a prospect is viewing a proposal document you sent them or being notified when that lead returns to your website can help you reach out when the time is right.
If your follow-up process is reasonably similar for each prospect until they choose to progress the Deal then a Sequence could save a sales team a lot of energy.
Sequences are mini-workflows tailored to a sales person. They are made up of emails that are pre-written that populate personalised information from the CRM. They set tasks for the sales person and can be enabled at a click. The best news is they end automatically if the prospect replies to one of the emails you sent.
If you can see some room for your business to improve in Attracting, Converting and Closing more business then we should talk.