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Sales Process
Sales Process
Things to consider (Reach & Exposure)
Business sell channels
Indirect channels (Where does our customer go to buy the products) Technology partner
Service partner
Channel partner
Marketing partner
Business partner
Sell stages
Marketing
Prospect 10%
Validated 25%
Qualified 10%
Best Few 90%
Won
Social media is sale’s BFF
• Social Media is the new cold call.• Thought leadership over social media channels
creates a pull effect.• Network effect to our sales funnel
Marketing
Understand our Product (Unique selling proposition) Single, clear and compelling message that states why the business is
different and worth working with.
Understand our Market (Where are we selling?)
Understand our Target (Who are we selling to?)
Understand our Timing (Who do we sell?)
Understand our Tactics (how de we reach them?)
Those needs to be validated with our customer and users
Tactics (Events and PR)
Low-cost & high impact
Can be highly targeted and effective
Allows us to build relationships with media
Can be tracked via metrics
Creates awareness and provides credibility
Build a PR and events database of key events, bloggers and media.
Tactics (automation & lead management)
Custom mail per market segment to prospect and customers
Email for Demo request to prospect
Reminder emails
Use Links and CTAs within offers
Mechanics of Lead Generation Creating Irresistible Offers
The offers must be exclusive, scarce or in high demand. Whether they are free trials, memberships, sales promotions, or download to overcome a lead’s typical friction, doubt, or concern. Create a physiological reaction that makes an offer more valuable.
Call-to-Action CTAs can be used on product pages (non-landing pages), in display ads,
email, social media, direct mail and pretty much anywhere we can market our offer.
Landing Pages that Convert According to MarketingSherpa’s research, landing pages are effective for
94% of B2B and B2C. Enables capturing leads at a much higher rate.
Optimized Forms
Multi-Channel Lead Generation
our website isn’t a silo. We must utilize many other channels in order to
maximize their lead generation efforts. In this sense, a channel might be a retail
store, a website, a social media platform, an email, or a text message. The
objective is to make it easy for buyers to research, evaluate and purchase
products in any way that is most appropriate for them. It’s all about having the
right marketing mix.
Blogging Brings in the Leads
Companies that blog 6-8 times per month double their lead volume. This proves that
blogging is a highly effective channel for lead generation.
In every blog post, we should include hyperlinks to landing pages within the copy of the
post, as well as a prominent call-to- action.
Include buttons to enable our prospects to share content and offers. include multiple
social media channels as well as email, since people have different sharing preferences.
when our offer is shared more, more people land on the page, and therefore more
people fill out our form and become leads!
Email Marketing and Automation Email can be a great channel for new lead generation
Focus on an opt-in strategy.
If we’re buying email lists and spamming our prospects, no one will want to share our email with others. They will
only want to unsubscribe! The first step to email lead generation is to make sure we have happy subscribers that
enjoy receiving emails from us.
Send people valuable offers.
If we send really interesting or valued offers - whether it’s downloads, discounts or educational content - people will more likely share our emails with their friends or colleagues. (referral)
Give people the tools to share.
Don’t forget to add a “forward to a Friend” link or social media sharing buttons within each email so people are
encouraged to pass it on.
Speed “You snooze, you lose”
Our response to new leads can overwhelm the competition. Leads are 22 times more likely to convert when we make
contact within 5 minutes of lead generation. Nearly 78% of prospect convert with the company that
contacted them first.
Solutions
Prioritize : Make new lead a top priority
Automate: Use auto responder (see links) to immediately send a welcome email to new leads that enter our system.
Use email templates
Persistence Pays Many quality lead just aren’t ready to close right away, They want to buy, but
they’re just not read to pull the trigger.
Maybe they’re still looking for more information or exploring all their options.
Maybe they’re still building their comfort and trust level – with us.
These long-term prospect are often forgotten
Studies have shown that … It takes an average of 5 attempts to contact a lead
40% of quality leads will close with long-term follow up
Up to 70% of leads are long term in nature
Solutions Our first goal is first contact. How many times should we try to connect with
a new lead? Again, the average is five; but we should continue trying at least a dozen times. Until we confirm that the lead data is invalid or the prospect is not interested, we still have a potential client. So don’t be so quick to give up on them.
A lead nurturing program. If our prospect just isn’t ready yet, we’ll need a lead nurturing program that will guide them to a buying decision — and ensure that we're nearby when they’re ready to buy. A drip marketing system, combined with a lead management program, is the ideal tool for lead nurturing.
Schedule future “touches.” Use our lead management tool to schedule future contact, whether it’s a postcard, phone call or email. It helps to build trust, while keeping we connected with genuine prospect.
Automate So You Can Close More Lead management. By automating your lead management, you can handle
hundreds of new leads each month without having to hire an admin — while you reduce the chances of leads falling through the cracks.
Quote engine. Slash your quoting time by up to 96% by generating up-to-date quotes and detailed proposals in seconds.
Website. With an imbedded quote engine, your website can be a one-stop 24-hour resource for online health insurance shoppers.
Drip marketing. Make your persistence marketing nearly effortless with an email autoresponder that keeps you connected with thousands of unclosed leads — without pulling your focus away from the hot “ready to close” leads that need your attention now.
Links
Autoresponder https://help.salesforce.com/apex/HTViewHelpDoc?id=creating_auto-
response_rules.htm&language=en
https://help.salesforce.com/apex/HTViewHelpDoc?id=rules_differences_auto_workflow.htm&language=en
Quote Management http://
www.cameleon-software.com/web/en/308-cameleon-cloud-cpq-for-salesforce-crm.php
http://www.nirvaha.com/products/quote-software.html
