Where to Spend Your B2B Marketing and Sales Budget (Part 2)
Investing in Generating Leads and Closing Sales In Part 1 of this series on budgeting for marketing and sales, we discussed 7 different building...
In the work we do with media companies, staffing firms, and other professional service businesses, two topics consistently appearing on our clients’ radar screens are how to accelerate prospects’ movement through their sales pipeline and how to close more sales, faster.
There are basically two areas we focus on as causes for a slow sales process.
First, we look for key infrastructure that may be missing or misused or underused. This can range from lack of sales training programs to missing technology like a CRM or marketing automation platform.
Second, we look at micro-level factors focused mainly on how the firm engages with prospects on a one-to-one or customized level. We know to a high degree of certainty that if a firm is using a one-size-fits-all approach to closing a sale, then a more customizable approach may be just the ticket for reaching sales goals quicker.
In this post, we’ve summarized what's holding you back from making your sales process faster.
There may be a number of systemic culprits in the way you are running your sales or business development program that need resolution before you can accelerate your sales process. Think of these as a launching pad necessary for reaching your new business goals.
Once you have the right infrastructure, it’s time to use it in very specific and customizable ways to move a targeted prospect through the sales pipeline. It’s a matter of being able to deliver the right message to the right persona at the right time.
A key reason why your sales process may be slow is that you’re trying to be more productive and efficient with a “one-size-fits all” sales plan when that approach may be having the exact opposite effect.
Instead, consider using a customized sales plan for each sales qualified prospect built with the following tools and tactics:
If you’re looking to build your infrastructure or need help for accelerating movement of prospects though your sales pipeline, call or contact us.
We’ll be happy to do an assessment of your situation and brainstorm opportunities for shortening your sales cycle and kicking up your sales performance.
Investing in Generating Leads and Closing Sales In Part 1 of this series on budgeting for marketing and sales, we discussed 7 different building...
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