Sales
In today’s hyper-competitive environment, sales is more dependent than ever on getting qualified leads. These leads are qualified much later in the sales cycle than in the past. This is because customers today have access to a massive variety of resources that enable them to assess a product without ever speaking to a sales person on the phone.
As a result of this dynamic, sales folks have lesser influence over sales decisions than in the past. The flip side of it is that you can influence the prospect thought process by knowing what product content he is consuming as he is engaged in the sales process. This is where lead nurturing strategies help that align the interests of both sales and marketing folks.
There are other aspects that help in closing more sales. Here are some examples:
- Real time alerts to appropriate members of the sales team (lead owner, account owner etc.) when a prospect visits pricing or other pages that indicate strong buying interest.
- Real-time lead scoring methodologies integrated with the CRM system (Salesforce for example) that surface leads that are showing intense product interest.
- Pushing emails created by the sales team directly into the CRM so that the sales team can use it.