A study by Sales Insights Lab found that 58% of sales opportunities are lost due to poor pipeline management.
You already have a clear sales strategy and you have clearly defined your value proposition , ideal customer profiles and revenue model. You have a website, a technology stack and a content strategy that is attracting high-value traffic and leads through demand generation strategies. Has Marketing reached the end of the road? It might seem so, but the answer is NO.
What should marketing do when uruguay phone number libraryyou have a potential client interested in evaluating your company's potential?
Support sales in achieving business opportunities, i.e. enable the sales department
Continue adding value to open opportunities
Enable sales
Enabling sales means defining internal processes , necessary information and content so that the sales team can manage their time in the most effective way.
When we talk about processes we refer to the methodology to evaluate the potential client and start a commercial communication. For example, what happens when:
A potential customer fills out a form. Who will assist him and who should be informed?
What messages should be conveyed and what type of communications will be used?
Who manages this customer? Marketing or sales? Is it distributed based on purchase potential? Based on the stage in the purchasing process in which they are?
Of course, it is the sales team that is responsible for the “human treatment” with the client, but the marketing department must help answer these questions and generate the internal processes that support the evolution of this potential client throughout the sales cycle.