Sales Force Intelligence
One of the biggest inhibitors to the success of a sales rep is the inability to communicate value in a clear and concise way. We feel this is one of the reasons that only 47% of forecasted sales turn into a deal. We found that sale managers have a difficult time enforcing the sales process and identifying and correcting those reps that aren’t following the defined sales process. What sales managers need to coach their sales team is facts with detailed visibility into what a sales person is doing on each call and each interaction what are they saying are they prepared and is the content they are using working. Wouldn’t it be better if you could have detailed visibility into every conversation your reps are having at each stage of the sales process for each opportunity. Where are your top performers spending their time compared to those not making quota?
The inability to communicate value has a number of elements to it. How can your sales team find the consistent content that is being communicated in our marketing efforts and will set them apart from your competitors? However, in most companies, this is a difficult task and sales reps are spending hours looking for information. Did you know that 70% of marketing content is not used by sales, forcing sales reps to develop their own content? This inability to communicate a clear and concise value message will cost your company deals and most sales executives say it’s the biggest threat to their success. Your sales teams need this information right at their fingertips to move the sale along more efficiently and with more credibility. Most prospects are entering the sales process better educated and with more information about your offering than most of your sales team. This means your marketing message needs to evolve to a one to one conversation with that prospect with the call scripts specific to that prospect through the sales cycle realizing that a great deal of the communication will be electronic.
Understanding the sales conversation and delivering the right message to the right person has always been a challenge. However, now that challenge is much more difficult, because your prospect has gone through 75% of the buying process without ever talking to someone on your sales team. Therefore, when a prospect calls your sales team how will they know what the online behavior was for that prospect? Did they respond to an offer, download a white paper, attend a webinar, and which pages did they visit on your website, which ones did they spend time on and which ones did they leave right away. With all of this information available online a prospect could get the majority of their information without ever having a conversation with your sales team.
Those that use Sales and Marketing Automation Tools can see all of the online behaviors of the prospect and engage in a relevant conversation that is one to one in nature. Additionally, if you sell multiple products and services, it’s even more important to know what that prospect might be interested in so you can have more relevant conversations with that person. Selling in this new online world has created complexity for your sales team and you need to give them the intelligence sales tools they need to become successful.
We also offer the following Marketing Automation services.
Sales and Marketing Automation that brings together sales and marketing to accomplish amazing results and convert more leads into customers. Marketing Automation refers to software and services that help move leads from the top of the marketing funnel throughRead More
Email marketing has evolved from simply a bulk e-mail blast to more of a nurturing and conversational approach that is intended to foster communication. The modern approach is to use a combination of bulk emails, drip marketing and event or trigger based e-mail campaignsRead More
The goal of lead nurturing is to build a long term relationship with your prospects though the sales cycle and a customer's life span. Lead Nurturing should be an integral part of any sales and marketing program you’re implementing. Once a lead is identified it should be placedRead More
Sales Force Intelligence
One of the biggest inhibitors to the success of a sales rep is the inability to communicate value in a clear and concise way. We feel this is one of the reasons that only 47% of forecasted sales turn into a deal. We found that sale managers have a difficult time enforcing the sales processRead More
The key to any good marketing system is the ability to analyze what has happened in your marketing campaign and how has it affected sales. Marketing Analytics allows you to track how each individual prospect is interacting with your various marketing initiatives and how a leadRead More