Step #1
It’s common sense that you shouldn’t put all your eggs in the same basket.
This is especially true since so many lead generation businesses have learned from the Facebook and Google changes over the years that if you rely too heavily on one channel, it can impact your entire business.
But this is not the only reason.
If you don’t connect with prospects through multiple marketing channels at the same time, and don’t meet them, where they are, you risk losing sales opportunities because this is like running radio ads only on FM 93.5, while most of your clients listen to various other stations.
This means that you can easily increase your lead flow by being visible in the preferred channel of your prospects because this is the best way to break through the noise and reach your clients where they are.
A steady flow of new qualified opportunities in your pipeline will focus your sales team on closing deals instead of cold outreach and make everybody more successful. High-performing sales teams employ at least three channels and at least 15 touchpoints with each prospect.
The teams, which are using a multi-channel approach, realized that It is important to understand the different channels that you include in your marketing mix. This will allow you to communicate with prospects through the best channels, at the perfect time, and with the right messaging.
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Are you aware that the average person sees a mix of 5000 ads, marketing messages, and emails each day?
With a hyper-targeted, multi-channel strategy, you will cut through the noise.
Let’s talk about LinkedIn, email, and social media ads. LinkedIn is the most popular social media platform for sales development and lead generation. Did you know that 90% of the top-performing teams use social networking in their sales strategy?
This is quite a large number of people, who are using social media to find leads and grow their business! Recent research also revealed that LinkedIn accounts for about 80% of social media leads for B2B marketers. You can be sure that you will find your target B2B clients on LinkedIn.
You are missing a great opportunity, if your team doesn’t actively build relationships on LinkedIn through strategic messages and content marketing.
Did you know that email is still one of the most effective channels?
If you are responsible for sales or marketing in your company, you simply can’t ignore the new hyper-personalized email campaign strategies. 87% of B2B marketers use email marketing to generate new opportunities, and 31% cite email as the channel that has the greatest impact on revenue.
SalesPilot can create a comprehensive email list of your target clients in just a day, instead of weeks or months, even if you currently don’t have a big list.
Social media advertising on LinkedIn, Google and Facebook is a great way to scale up your efforts quickly, and create qualified opportunities for your sales reps.
Paid social ads combined with LinkedIn outbound messaging and email campaigns will provide you with a guaranteed system to generate qualified leads every month. You can significantly increase your sales and lead generation by running LinkedIn, email and social media ads as a coordinated multi-channel campaign.
Every channel is unique, just like every prospect. It is essential to reach the right people at the right time with the right message and on the right channels to be successful.
Do you want to find out why sales professionals spend only a fraction of their time on tasks that are directly related to selling, and instead doing tasks they don’t like and aren’t matching their skill set?
This leads to missed opportunities, communication problems with prospects, and even a breakdown of trust.
As a result, many businesses have sales pipeline leaks due to the common practice of using closers as hunters or gatherers.
Step #2
Would you have thought that, according to SalesForce, sales professionals spend only 36% of their time on tasks that are directly related to selling?
In fact, 42% of sales people believe, prospecting is their hardest job. 35% say it’s closing, and 22% say that pre-qualification of prospects is the most difficult task.
This means that the majority of B2B companies have their sales staff spend more than half of their time doing tasks they don’t like and aren’t matching their skill set.
How do you feel about your best salespeople spending most of their time on demotivating prospecting and pre-qualification tasks, instead of closing deals?
Sales will significantly improve, when you assign prospecting and lead qualification to a different group because this will provide your sales people with the time and focus they need to close deals.
This will make you and your team more successful. The increased motivation will not only increase retention of your successful closers because they will absolutely love their job. You will also easily attract additional top sales people to join your company.
You can achieve this with an effective in-house sales development team. But, depending on your budget, an even better option might be to work with a client acquisition agency like SalesPilot, to effectively prospect and pre-qualify new opportunities for you.
This will allow your sales people to concentrate only on the hottest opportunities and close deals.
Step #3
An important aspect is that your marketing and sales teams must be aligned around a common goal, and the strategies to achieve it.
Marketing teams often track MQLs, clicks, brand awareness and consistency, as well as market position and engagement numbers.
Sales teams, on the other hand, are typically looking at SQLs, closed and lost leads, customer lifetime value, and customer acquisition cost.
According to a study, only 31% of companies are working on improving their sales and marketing alignment. By aligning both departments and monitor customer journeys between sales reps and marketing specialists, you will help your sales team to close more deals.
At SalesPilot, our goal isn’t to simply be an outsourced sales development or lead generation team. We partner with you as an extension of both your marketing and sales teams to bridge the gap and support both your long-term goals, and also contribute to your bottom-line revenue numbers.
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In the next blog post, we talk about a better approach to sales forecasting and predictability.
There are many factors that contribute to the inaccuracies in today’s sales forecasts and can lead to major problems, which could affect every department of your organization.
Find out how you can improve your forecasts to build an accurate predictive model for your company across all your lead channels.