Consistency
with sales

The sales team doesn’t care about the readers. It only cares about sales and turnover. Develop qualified leads that understand their own problem and know your content, and pass this information on to your sales team. Develop your CRM system so that it contains real-time information on leads, including their past e-mail correspondence and browsing history on your website. The sales department only wants information on well-informed and sales-ready leads from the marketing department.

On the other hand, customers don’t want to feel they’ve been handed over to a different department or the sales team. You’ve built a good reputation with your customers and established a connection with them, so you have to keep educating them and continue to support them in your sales process. Keep improving the relationship you’ve already developed with them and make sure your sales department has all the information on individual leads and continues to receive feedback on their behavior during the sales process.

Sales is a limited source as well

A sales rep can only make a certain number of phone calls or visits in one day. If you want to improve your sales, your sales team has to have access to the market information it can use to focus on the right prospects. In the last stages of the buying process, customers only rarely express their doubts to the sales reps or tell them about their problems, but they’ll gladly explore the FAQ, case studies, references, and technical specs. If you properly plan the procedures and work flows that support your sales processes, you can supply your sales team with the questions and answers they need to do their job (that is, close deals).

It’s also important to offer them these tools as part of a tool they already use every day: the CRM system. This way, marketing intelligence will be integrated in the MS Dynamics, Salesforce.com, Sugar CRM, or any other CRM system your sales team is currently using.

Selecting and integrating a CRM system

Not everyone is using a CRM system.

We often forget that CRM denotes “Customer Relationship Management.” It’s much more than just a tool or technical platform and so it’s pretty sad to see that many times CRM systems are only used as slightly improved address books. Effective management of opportunities, cases, orders, loyalty, and referrals demands much more than just a platform for keeping track of e-mails and phone calls. The sales staff needs comprehensive customer profiles that include information on the customer’s problems, interests, activity, and response in the sales process.

We can help you reach your goals faster. If you’re already using a CRM system or want to revamp your marketing to implement new or upgraded CRM processes, we can help you select them, integrate data on leads, and develop the right work processes. We work with nearly all the most widely used CRM platforms, including MS Dynamics, Salesforce.com, Sugar CRM, and SAP CRM, and so we can guarantee that the leads’ requests and activities will be transferred from the marketing department to the sales staff.

Not everyone is using a CRM system

We understand that some companies don’t use a CRM system to follow up on their sales activities and predict results for historical or technical reasons. We’ve developed a special platform called LeadVision, which provides such sales teams insight into their leads and the digital footprints they leave behind. Regular daily, weekly, or monthly reports and e-mail alerts for high added-value activities help your sales team obtain all the information it needs at the right time.

Sales and marketing alignment

Converting data into useful information.

Technology and content are powerful tools, but they can’t close deals. Sales specialists will tell you that purchases of high-value products can’t be closed without personal contact and a handshake. Your sales team needs information on leads generated by your marketing department in order to effectively identify opportunities and work with customers to close a deal. You have to develop effective and well-defined processes to ensure that your sales department has all the information once it gets in touch with leads; this allows an unnoticeable transfer of customers from marketing to sales. This way your sales team will know who to get in touch with and when, and how to talk to them to generate income more effectively.

Converting data into useful information

While leads are progressing through your sales funnel, they create two kinds of data. They give you their contact and demographic information when they download your material or complete the contact and introduction forms, and describe their problems and desires when they access your content. We’ll help you convert these data into useful information, so you can transfer it directly into the CRM systems and make it available to your sales team. Sharing information brings your marketing and sales department together because they both focus on the customer. This way they can work together with minimum conflict and successfully meet their shared goals: generating qualified leads and closing a greater number of sales opportunities.