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Hub You - Optimizing Marketing Dollars May Start in Sales: Is Your Sales Team Equipped For The New Environment
“This branding iron is hot boys, just how many butts you wanna burn?” When Tom Seleck spouted the phrase in a popular western, he was talking graves; Levi Straus and Wrangler brand their denim jeans, and local cowpokes brand the hip of their cattle to mark their territory. Some random ranchers may have moved on over to ear tags, but when I see cattle from the Bar V, I know they belong to me or one of my
Wow, calculate what this does to your marketing ROI.
Finally, the shift to Internet advertising generates large volumes of inbound electronic data, leads. This data has to be received, filtered, distributed, and managed. This sales flow or lead management process becomes immensely more complex as you consider that the avera
They say wherever you go, there you are. Yet how present are you at any given time and place you find yourself? Many professionals appear in body but little else. Don't get marked as missing in action. In the last week I encountered the following professionals missing in action: Out of Tune: My local mail carrier arrived each day, wearing her iPod and delivering my neighbor
This of course begs the question, is your sales force equipped for the change? There are three fundamental changes, as you shift your budget, that need to be addressed to ensure success: (1) lead quality, (2) lead nurturing or cultivating, and (3) shift from inbound to outbound customer communication.
Lead quality is a challenge of both data accuracy and leveraging the information that customers provide you in an inquiry. The data accuracy challenge calls for lead verification and validation services that can instantly, without delaying initial contact, validate that only viable leads reach the screens of your sales force. Wasted time spent attempting to contact leads with inaccurate or intentionally false information are frustrating to sales and an avoidable weight on marketing returns. Unfortunately, traditional customer relationship management (CRM) and contact management solutions are empty in solving this problem.
Even more complex is the challenge of cultivating and nurturing leads. These leads are consumers captured very early in their buying decision. Most, if not all, traditional CRM solutions assume that a sale occurs within a short period or even within a single contact. However, according to recent marketing studies the reality is that 80% of sales close after the fifth contact and 40-68% of disqualified leads became qualified within 12 month. Unfortunately, 73% of survey participants do not have a sales process to re-qualify or re-visit these leads.
Wow, calculate what this does to your marketing ROI.
Finally, the shift to Internet advertising generates large volumes of inbound electronic data, leads. This data has to be received, filtered, distributed, and managed. This sales flow or lead management process becomes immensely more complex as you consider that the averag
According to an article in The Washington Post (April 4, 2006) though getting fired ranks as one of the events in life which causes greatest stress it seems that the constant fear of losing your job can actually damage your mental and physical health even more.It appears that the unrelenting nature of the stress is linked more strongly to depression and health problems than actu
This of course begs the question, is your sales force equipped for the change? There are three fundamental changes, as you shift your budget, that need to be addressed to ensure success: (1) lead quality, (2) lead nurturing or cultivating, and (3) shift from inbound to outbound customer communication.
Lead quality is a challenge of both data accuracy and leveraging the information that customers provide you in an inquiry. The data accuracy challenge calls for lead verification and validation services that can instantly, without delaying initial contact, validate that only viable leads reach the screens of your sales force. Wasted time spent attempting to contact leads with inaccurate or intentionally false information are frustrating to sales and an avoidable weight on marketing returns. Unfortunately, traditional customer relationship management (CRM) and contact management solutions are empty in solving this problem.
Even more complex is the challenge of cultivating and nurturing leads. These leads are consumers captured very early in their buying decision. Most, if not all, traditional CRM solutions assume that a sale occurs within a short period or even within a single contact. However, according to recent marketing studies the reality is that 80% of sales close after the fifth contact and 40-68% of disqualified leads became qualified within 12 month. Unfortunately, 73% of survey participants do not have a sales process to re-qualify or re-visit these leads.
Wow, calculate what this does to your marketing ROI.
Finally, the shift to Internet advertising generates large volumes of inbound electronic data, leads. This data has to be received, filtered, distributed, and managed. This sales flow or lead management process becomes immensely more complex as you consider that the avera
Start A New Business With Minimum RiskMany times in life, you think about starting a new business of your own. However, on most of the occasions, you drop the idea of starting a new business because of the fear of failure. Several kinds of negative thoughts come to your mind: Your consumers may not show much interest in the product. You may make silly mistakes because of lack of experience and ev
Even more complex is the challenge of cultivating and nurturing leads. These leads are consumers captured very early in their buying decision. Most, if not all, traditional CRM solutions assume that a sale occurs within a short period or even within a single contact. However, according to recent marketing studies the reality is that 80% of sales close after the fifth contact and 40-68% of disqualified leads became qualified within 12 month. Unfortunately, 73% of survey participants do not have a sales process to re-qualify or re-visit these leads.
Wow, calculate what this does to your marketing ROI.
Finally, the shift to Internet advertising generates large volumes of inbound electronic data, leads. This data has to be received, filtered, distributed, and managed. This sales flow or lead management process becomes immensely more complex as you consider that the avera
If your fundraising letter doesn't tell a great story, it's not a fundraising letter. It's a memo. Direct mail fundraising is all about storytelling.If you want your direct mail donors to respond to your letters in greater numbers and with larger gifts, learn the craft of storytelling. Learn how to write human-interest stories that inspire, motivate and move your donors—to give.
Even more complex is the challenge of cultivating and nurturing leads. These leads are consumers captured very early in their buying decision. Most, if not all, traditional CRM solutions assume that a sale occurs within a short period or even within a single contact. However, according to recent marketing studies the reality is that 80% of sales close after the fifth contact and 40-68% of disqualified leads became qualified within 12 month. Unfortunately, 73% of survey participants do not have a sales process to re-qualify or re-visit these leads.
Wow, calculate what this does to your marketing ROI.
Finally, the shift to Internet advertising generates large volumes of inbound electronic data, leads. This data has to be received, filtered, distributed, and managed. This sales flow or lead management process becomes immensely more complex as you consider that the avera
If you have tried shipping your goods, furniture, products, items or anything for that matter, you might have found yourself, at one point in time, looking around for the best shipping companies around. You might have asked from your friends, co-workers or relatives about their experiences – whether good or bad, with their shipping companies of choice.There are many shipping companies around, wh
Wow, calculate what this does to your marketing ROI.
Finally, the shift to Internet advertising generates large volumes of inbound electronic data, leads. This data has to be received, filtered, distributed, and managed. This sales flow or lead management process becomes immensely more complex as you consider that the average sales person is typically managing 100-150 simultaneous consumer sales experiences. These multiple sales also involve a number of different communication methods (i.e., telephone, email, text messages, instant messaging), which need to be used and tracked to be coherent and coordinated. This is a significant different sales process from simply responding to inbound calls from more traditional direct mail, TV, and radio broadcast media. These traditional inbound call operations have been met by complex call routing technologies, but there are few equivalents to manage the data intense outbound sales process.
Evolving consumer behaviors and advertising media are combining to cause challenges in your sales force. Meeting those challenges with intelligent lead management or customer acquisition technologies can provide immediate and significant results to sales performance and dramatically larger returns on your marketing investments.
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