by: Stephanie Lanik
A good lead engagement process starts with defining your potential customers and taking them on an educational and nurturing journey before they eventually get passed on to sales.
Here are five lead engagement tactics that you can adopt now to improve your sales and marketing effectiveness and better-optimize your sales funnel this year:
1. Evaluate the Customer Journey
Understand & Monitor the Analytics Around the Customer Journey
Tracking a lead through the customer journey helps you learn all about their process and behaviors, which becomes a valuable part of the content and tactics developed during the engagement process. But remember, any and all leads that have been passed on to sales, still need to be tracked!
2. Quick & Timely Follow-Up is Key
Our Research Shows...
Need help capitalizing on this momentum? Click the button below!
Bottom line: Think speed, accuracy, and consistency.
3. Identify Any Sales Bottlenecks
A sales bottleneck is, in simplest terms, part of the selling process that limits production. It is in the bottleneck where the sale slips away, whether it’s at the beginning, middle, or end of your sales process.
4. Nurture Leads Until They Are “Sales-Ready”
Use the RIGHT Content to Nurture & Heighten Engagement!
Many people think of nurturing as just an email workflow in their marketing automation. Instead, you need to think about it in much broader terms by reaching people in whatever channels they want to be contacted with information that is valuable, relevant and helpful to them. In fact, according to DemandGen, leads who are nurtured with targeted and relevant content produce a 20% increase in sales opportunities.
5. Focus On Quality, Not Quantity
There are many instances where those responsible for the top of the funnel pass of all leads to the sales teams rather than properly qualifying them — This is a key mistake as a majority of those leads will never turn into sales. Having a pool filled with unqualified leads can lead to a waste of time, effort and resources on unpromising prospects.
Instead, you should move low-quality contacts out of the flow as soon as possible to enable higher quality ones to move more freely through the sales funnel stages. Your revenue funnel will flow quickly when your marketers deliver the best quality leads to the sales team.
This is where lead scoring can come in handy!
Want to see how? Techtonic Sales can help streamline your lead flow, productivity, and efficiency between marketing and sales to simplify processes so your team can focus on what they do best!
Fixing your sales funnel leaks can take time, but it’s a process that must be done. Here’s how to do so in the most efficient way. FREE DOWNLOAD INCLUDED…
There are many ways to measure B2B marketing ROI – Here are some of the most effective ways to measure, analyze and improve your marketing efforts…
Subscribe to our Awesome Newsletter
Get the best sales & marketing content delivered right to your inbox!