Lead loss in the sales pipeline?
Need more lead to sales conversion ratio?
As per recent statistics by Sirius Decisions, 80% of the leads get lost in the sales pipeline. Thus in-effective lead nurturing and management process seems a much larger issue for the Sales and Marketing functions, particularly in the light of the fact that only 4-5% of enquiries are converted into a Marketing Qualified leads.
Because only a fraction of top of funnel actually gets converted into sales ready leads, we execute a well-defined lead nurturing plan that works as per your technology business to engage with them till they become sales ready.
We engage with the contacts, with the right set of content as per the buyer’s stage in the sales funnel, coupled with the right use of intelligent marketing automation.
Content Strategy – Convert more visitors to leads and prospects, and put them on a winning nurturing plan through our customer oriented, relevant and search engine optimized content strategy including:
- Case Studies/ Customer Success Stories
- Articles, Press releases
We engage with early stage leads and intensify their awareness and interest with a highly targeted content strategy, which in due course of time educates and turn them from suspects to prospects to sales ready leads
The following diagram elaborates the effectiveness of a right content strategy as per the buyer’s stage in the sales funnel:
TOFU – Top of Funnel (Suspect) – Needs to be aware about the firm and its business. Relevant Content would be: Ads, web banners, blogs, web links etc.
MOFU – Middle of Funnel (Lead, Prospect) – Wants to know more and understand the benefits. Needs to be educated and also to be introduced about the products and services casually. Relevant Content would be: Blogs, articles, e-book, industry news, product/ service comparison sheet, webinar, customer success stories etc.
BOFU – Bottom of Funnel (Evaluator, Customer) – Ready to buy and trying to evaluate all possible options. Relevant Content would be: demos, trials, consultation, investor presentations etc.
In addition, the customer needs to be nurtured even after sales at regular intervals. A recent statistics says the most cost effective and quick sales are possible only through potential references by a satisfied and delighted customer.
Automated Nurturing Campaigns – Nurture your leads through the integration of an effective marketing automation based e-mail based nurturing process and our well trained tele-prospecting team
We help develop well thought and effective email messages at regular intervals based on a customer’s buying stage in the sales process
- Creating and Designing Email Content as per the targeted role or industry
- Identifying and Managing the target audience
- Sending the email and tracking the results through our marketing automation tool
In addition, our well trained tele-prospecting team engages with these leads to understand their specific requirements or needs
What do you achieve?
- Improved sales productivity
- Prevent lead loss/ lead leakage in the pipeline
- Strong sales pipeline
- Improved lead quality
- Lead Re-engagement