Talented salespeople are highly valuable resources for your company, and you want to ensure that every hour they spend is applied in the most impactful way possible. A strong pipeline management strategy sets your sales people up to consistently sell more effectively, utilizing the most impactful content, processes and tools. According to research, companies that use sales enablement best practices are 50 percent more likely to achieve or exceed sales quota*.
The foundation of pipeline management is to successfully engage the buyer during each stage of the buyers’ journey, a process that begins with their first interaction with your company – well before sales enters the picture.
Marketing serves a critical role through lead generation and qualification (technical prospects complete 68 percent of the buyers journey before they engage with sales*) as well as sales content. Supporting technology such as HubSpot CRM and Sales provides critical buyer behavior information, manages handoffs and tasks, provides shortcuts for repetitive tasks, and supports shared KPIs.
By sales and marketing working together, you'll greatly increase your odds of meeting your revenue goals, and create one seamless experience for the prospect -- delivering value and building trust with each touchpoint.
*Data Source: Research Report -- The State of Sales Enablement, Aberdeen Group; Research report -- Marketing and Selling through the Buyers Journey
Get your sales and marketing teams on the same page by setting sales and marketing goals.
With goals defined, describe your buyers' journey with a defined pipeline that details each step in the sales process.
Develop a plan and brainstorm content to reach buyers at every stage of your pipeline.
Are you frustrated with the number of quality leads you get each month? The engineer's buyers journey has changed, meaning your sales and marketing approach much change as well to show results. Read this white paper to learn how to align your sales and marketing teams and start consistently bringing in quality leads.
To succeed in the digital world, marketing and sales must use a smarter, aligned approach to fill the pipeline. In this webinar, learn how to develop and manage your pipeline using a buyer-centric approach and be given a step-by-step guide to create high-performing pipelines through sales and marketing alignment, efficiency, measurement and accountability.
Instead of looking to trade shows, advertisements or referrals alone, technical B2B buyers are searching for new products and vendors online and reading web content before contacting sales. If you haven't changed the way you sell, your pipeline might be in trouble. Here's the new buyer's journey: