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Is Your Sales Cadence off Kilter?

Written by Wednesday, 25 October 2017 00:00
Is Your Sales Cadence off Kilter?
"When your timing is off, so is your stride. When your cadence is off, you’re in deep trouble as a hurdler.” – Rod Millburn In all likelihood, you’re not a hurdler. However, if you’re in sales and marketing, you know you have to overcome a lot of obstacles to land a deal. And cadence is as important for conquering sales hurdles as it is for leaping over a series of high jumps. Get it wrong, and you could fall flat on your face with little to show for your efforts.So what is a sales cadence?A sales cadence is a well-defined process that business development reps use when following up on leads. It’s not simply the number of times a sales person should reach out; it also includes the timing of the outreach and the format — usually a mix of phone calls, emails and interactions via social media. Because what…
Lead nurturing: How to combine email and phone calls to close more sales
When your marketing efforts start to pay off, delivering a boatload of quality leads, it’s exciting. You want to celebrate. But the game’s not over. Your sale is not won yet. You’re just at the starting gate of your demand generation process. The bare bone fact is: Leads do nothing for your organization’s bottom line unless you can convert them to sales. And the quality of the lead alone does not predict how likely it is to convert. The magic is in the lead nurturing: how you treat a lead after you receive it. This brings us to the study conducted by Velocify. They looked at data from 3.5 million leads from 400 companies and discovered the formula to maximize conversions. While they note there are differences between businesses and what works for each of them, the overall findings are
B2B Sales Acceleration:  How to Help Buyers Buy
B2B sales acceleration is all about closing more deals faster. When people think about speed, technology often comes to mind. There are, of course, many technologies that accelerate sales, but there’s one that you may not have considered. According to an article in Forbes by Ken Krogue, one of the keys to sales acceleration is to pick up the phone. While new, shiny tools are exciting to marketing leaders, in the end, what’s most important is increased sales. It turns out that to help buyers buy, which is what you have to do to sell faster, you actually have to talk to them. What’s interesting, however, is that you don’t need to have a face-to-face conversation. This isn’t just speculation. Research proves it. The Data Tells the Story InsideSales.com showed that on average inside sales teams close deals in 69 days while outside sales take 144 days. A little math…
Add a Human Touch to Marketing Automation for Awesome B2B Sales Lead Generation
According to International Data Corporation (IDC), the market for marketing automation technology will expand from $3.2 billion in 2010 to $4.8 billion in 2015. It’s not surprising given that this technology can automate all the routine aspects of sales lead generation, lead nurturing, lead scoring, customer retention, testing, measuring, and optimizing marketing campaigns. As amazing as it is, there’s one critical element that’s missing—human beings. That’s right—technology just can’t do everything. Marketing automation is best used for repeat tasks that require no judgment; steps in a process that need to happen like clockwork. People, of course, have qualities that technology cannot duplicate. They can develop one-on-one relationships with your prospects and customers, ferret out the information you need to qualify leads, and add the judgment required to go beyond lead scoring, which is based only on a sales lead’s actions, and determine whether a lead meets your qualification criteria. So…
Quick Tips to Make Sure the Best B2B Leads Don’t Get Lost in the Marketing/Sales Void
To make sure you don’t lose your best B2B lead generation efforts when you hand them over to sales, you need to start by clearly defining what a good lead is. Both sales and marketing should agree on this definition. Then you’ll need to set up processes and standards for lead nurturing, communication between sales and marketing and lead scoring. Define a Good Lead Leads become lost because sales and marketing people have not defined what a good lead is or clearly identified who is responsible for lead nurturing.
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