Generally speaking, it's up to your sales team to prospect companies and bring them through the cycle of being potential clients to paying customers. While this responsibility is certainly understood as one of the primary functions of the sales force, wouldn't it be nice if there was a tool to support this vital team along the way?
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Increased Ability to Know Who’s Interested.
A part of sales that’s probably never going to be completely eliminated is the need for cold calling. After all, there are tons of people out there who need your services; they just don’t know it yet. That said, inbound marketing can help direct your sales team towards leads that are more likely to be qualified from the very beginning. By viewing the pages with the most interest from each prospect, you’ll have a better gauge as to which prospects are actually interested in your company, and which angle is most likely to attract the people at that firm.
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Become Alert of the Possibilities.
Someone who is browsing your pricing packages or spending a lot of time on your website’s gallery is already significantly more likely to have active interest in the products or services that your company provides. Knowing this information is valuable, but imagine having amplified access by using account alerts to notify you of pivotal activity. Say a prospect has visited your pricing page three times, and most recently was on this page for forty five minutes. An alert of this activity should trigger your sales team to initiate further contact, acting immediately as your company and offerings are still fresh on the prospect’s mind.
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Desirable Demographics.
Traditional outbound marketing has its hurdles with regard to obtaining valuable demographic and needs-based information. Inbound marketing, however, does a lot of the legwork for you. Once interested prospects have been identified, you can send them a form to obtain further information. This process is two-fold: First, you have the benefit of already knowing something about why they’re interested in you, so you can customize the form to acknowledge their needs. Second, prospects are likely going to hand you over exactly what you need to make them happy.
How do you utilize the power of inbound marketing to up your sales team's ante? Join in the conversation at our Nextiny Marketing Facebook page or contact us to learn more!
