Does your sales team spend too much time chasing cold leads or cold calling? Would they be better utilised working warm leads and closing deals?
Wouldn’t it be great to have your highly paid sales teams working on the productive end of sales rather than the costly and unproductive end? Well you can if you use your online marketing both to produce warm leads for your sales team and for your sales team to direct cold leads to.
Most people now search online when they start a buying process and this applies to both B2C and B2B purchases. Make sure they can find you and use your website to move them from visitors to leads to sales qualified leads.
Get found online
You need to be found where people are looking today to get the leads. 88% of consumers use the Internet to find information on products, services or businesses prior to making purchases (Source: Fleishman-Hillard 2012).
Putting effort into being found online really pays off.
Convert more leads online
Convince those new visitors to identify themselves so they become leads. Use something they want, something your sales team would normally provide during their sales process, to encourage them to fill out a form and convert.
Warm your leads up
Use lead nurturing to warm up your new online leads. Work them through the sales process with the content they need to make a buying decision.
Train your sales team to make the most of these informed leads
These “sales qualified leads” coming from your online marketing are different to the leads you sales team is used to. They’re used to warming cold leads, educating their leads and working them to a buying decision.
Some of these leads will be ready to buy right away and the rest won’t be far from ready. They don’t need to be sold to, they’re already well educated and now just need to support to get them over the line.
Train your sales team to use your online marketing
Instead of wasting time with cold leads which aren’t good prospects, train your sales team to direct these leads at your online material. If the lead is interested, and a better prospect than you might think, they’ll engage with this online content to learn more about their issue and how you might help.
Your sales team can then re-engage with the lead once they’re warmed up and your online marketing system will tell them when the time is right.
Make your sales team more effective and more efficient by using online marketing systems effectively. Your sales team are best at closing deals. Make them more efficient by allowing them to spend more time closing deals and less time chasing leads and use your cheaper online systems to get the leads and warm them up.