Opt-In lists are mailing lists which consist of recipients who have given their email addresses and shown their willingness to receive emails from your business or service. They are an integral part of email marketing as the responses generated are much higher than the “Spray and Pray” email marketing campaigns. Also the chances of [...]
A Sales Playbook guides a sales person to sell effectively. It contains knowledge, experience and information on the most successful ways to sell a product or service. Sales Playbook is not just about the sales process, but it is really accumulated wisdom of everyone involved with sales sharing something about how they sell effectively to [...]
Sales Operations is a bridge between Finance and Sales, and assists Sales with budgets, compensation plans, metrics and technology to make sales people more productive. Some of the key activities that fall under Sales Operations are: Measurement of results: Reporting, Analytics & Sales Data Compensation, Sales Quota, Policies Technology & Tools, including CRM Sales territory [...]
Sales Enablement is a very important element to bridge the gap between business strategies and how it is executed in the field. It is an ongoing process that helps sales people to have the right kind of conversations with the right set of client stakeholders at each stage of client’s problem solving life-cycle. So in [...]
Lead Nurturing is a carefully built strategy to stay connected with your prospects, presenting relevant messaging that gets responses and constantly monitoring changes in buying interest that signals a potential movement to the next step in the buying process. The key is not to be aggressively driving the prospect to take action. It is about [...]
Funnel Filling is a set of campaigns aimed at generating high volumes of enquiries. These may be solicit campaigns, promotions, search advertising or exhibiting in a tradeshow. This activity should be kept separate from Lead Nurturing as well as the qualification process to get best results.
Lead nurturing is the process of engaging a prospect in an ongoing relationship building program with an objective of winning their business when they are ready to buy. Lead nurturing is best accomplished if a very well defined program is designed, and using appropriate mix of technology and human touch, connecting with a mix of [...]
Lead Scoring is the process of qualifying and prioritizing sales inquiries and leads to enable the Sales team to focus only on the ones which has the most chance of success. In other words, the idea is to find the level of interest and sales readiness of a prospect, and assess the viability of winning a deal [...]
A lead becomes sales ready when it is ready for sales interaction, and the best way to determine it is through Lead Score. The key attributes of a Sales Ready Lead are: Budget – they have a budget that is in line with your pricing and profitability Authority – you are interacting with the decision makers [...]
We all want customers, and a lot of them! Not all customers are friendly to do business with, nor all of them have same growth potential, or equal profitability. So it is very important to profile your customers, and really know who is your ideal customer? Profiling will help you clearly define who is likely [...]