Thank you for joining me.
To generate the right leads with the right needs is one of the most important step in the sales process.
Build your lead generation on two avenues: Inbound leads and Outbound leads.
Not only cold calling and follow up calls by your sales team, but to use marketing campaigns, Journeys to nurture your Prospects.
Let me tell you a case study with one of our Customer:
During the end 2016 we engaged with one of the biggest broadcaster in the N.A. Market ,the process went well, however, after few months the prospect ‘went dark’, no matter how many emails/calls/ VM we left we didn’t hear from him.
In April 2017 we launched a Journey which included 5 main messages in a few verticals, the third emails which described a specific solution to a specific needs trigged this Prospect, and immediately he sent a reply back “let’s move forward we need your solution”.
After few months this prospect become a Customer and today he is on the track to become the biggest Customer for our Client.
We have more examples like that, Inbound leads operation are crucial for the success of your sales team to lead the sale to closing.
When we talk about Inbound leads, we mean a full strategy of messages and marketing tools to nurture the prospect and support your sales team to close the deal.
Now Let me show you a short overview of the Inbound-Outbound Funnel to enhance your Sales Operation
N.A market Sales is a Numbers Game.
The first step is to classify your leads for the Inbound and the outbound leads.
N.A. market is one of the biggest market in the world you can’t approach anyone, therefore you need to be super focused. Revenue, number of employees, CIS Code and industry are only part of the parameters you will need.
Define the messages and craft the needs of your prospects, don’t forget to each Prospect even in the same industry have other pain points. {Tip: You will need about four to five emails sequence on your Campaign}
Now, that those leads going into the funnel both the Inbound and the outbound operation need to work as a composition (team). The marketing pushes out the message and the Inside sales make the follow up calls and cold calling.
Once there is engagement through the Funnel, if the Prospect would like to talk in the future or to learn more you have your QL, but if you succeed to set up an Intro/Discovery Meeting he will Become MQL and at for this point he will start his Sales Cycle process.
The inbound and the outbound are two operations which have to work together all the time.
Marketing will create the nurturing and push the messages out, And your Inside Sales will create the personal touch for the engagement which is so important.
Whether it’s to build your Inbound Operation or the Outbound Operation or both, Fruition has a Professional team for each of the type and with our team you can find you remedy.
Contact us by email or feel free to give us a call. And don’t forget to follow us on social media
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