‘3 Ways to Make Triple the Revenue’ – Entrepreneur
Josh Turner says, “Few doubts remain: Digital marketing is central to reaching and qualifying potential B2B customers. But to do digital well, companies can’t just “phone it in” when it comes to the sales conversation.
The numbers don’t lie. When digital marketing and well-integrated sales outreach are aligned, companies are nearly 70 percent better at closing deals, which translates to 208 percent more revenue from marketing.
The B2B sector is booming. Having topped $8 trillion at the end of 2015, it’s now expected to surpass $9 trillion by 2020. Want to tap into this growth? Building the right mix of online content, social prospecting and strategic one-on-one conversations is key.
After your social media and blog posts reel prospects in, make sure to set up sales reps for the close. As the founder of the company, you have the role of ensuring that sales and marketing are properly aligned to truly set your team up for success.
1. Include a form to weed out bad prospects.
Having a strong process in place for nurturing leads has become table stakes, and optimizing sales reps’ time is the most obvious reason why. Nobody wants salespeople wasting their time talking to prospects who have zero chance of becoming customers. Ensure that your salespeople ask questions about the prospect’s business model, values and customers to create a productive, two-way conversation”.
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