Often I see companies spend a fortune on marketing efforts and assets in order to produce leads for the sales team but then almost zero support for the sales team to take it from a “lead” to a “close”.
Think about this for a second — if you’re investing money, time and resources to produce a lead but then don’t equally invest in the lead itself from the sales side to help get it completed so it results in revenue, then the cost of the lead becomes a fortune due to waste.
If you could capture 10% more from the leads that you’ve produced but didn’t close, you could offset that loss and capture revenue that’s just sitting there.
This is the main reason we came up with the campaign strategy. Our mission is to support the sales team through the sales process and buyer’s journey, step by step, to arm them with the right thing to say and send at the right time.
Go survey your sales team and I assure you they’ll attest that they could use help with assets that give them an excuse to follow-up, methods to persist and tools that deliver the right communication at the right time, making their life a lot easier.
So the objective is to think about leads as a completed cycle from end to end – not just from marketing but continued through to sales until a completed transition takes place.
Here’s a video that illustrates this point youtu.be/9gEv_bkP3cg
A campaign is included as part of our strategic relations program as well youtu.be/pSua3hOZd9s
If you feel the above describes what you’re hitting up against, let’s discuss a campaign strategy:
Have a great Thursday!
PS. I launched a publication on Medium to post my blogs and would love to have you follow it there medium.com/work-life-journal
PPS. Here’s a guide we created for how to use video to increase sales www.richterstrategy.com/guide