What Can Guide To Optimal Lead Conversion Efforts
Leads are the lifeline of the marketing landscape. Enterprises put in best efforts to convert these B2B leads into successful purchase customers. Sometimes efforts are not compromised; still, the results are not effective enough. It could be because the marketing strategy implied has the flaws that hinder in successful lead conversion rate. Below have been discussed a few key points that could enhance lead conversion efforts.
Alignment of Sales and Marketing
Aligning the sales and marketing efforts will certainly result in improved conversion as they are two sides of the same coin. For this marketers need to focus on below parameters.
• Converge the Goals: Both team goals rely on each other as what is marketed to customers ensures their interest in the product or service. Establishing a framework in which both teams support each other like marketing the product based on the insights from sales would be beneficial in achieving conversion goals.
• Improve the Lead Quality: Entailing marketing teams to generate leads for higher standards would certainly benefit. A proper analysis of customer data will allow enterprises to improvise the same as well. Leads with more potential customers are certain to provide better conversion for the sales team.
• Supporting The Sales: At times sales professionals are not well versed with the idea or concept of the marketing team behind a product or service and fail to respond or pitch customers efficiently. Marketing team must come up with small educational sessions that could help sales to understand the idea and approach brainstormed.
Sieve Target Audience
The audience is the nucleus of all efforts in sales, so they must be selected precisely. A deep analysis of customer journeys and persona is required prior to targeting them. One-size-fits-all concept has gone obsolete, now the customers require custom-tailored solutions, therefore the right cohort must be selected which has the potential of being converted. Even if a product is designed to satisfy all class, the same approach doesn’t work. Personalized marketing works but only if circulated correctly through communication channels preferred by individual buyers.
Leave No Stone Unturned
Monotonous to mention but it works. Sales team needs to keep the trying efforts on and test or experiment all sort of available resource and leads. Learning from past experience is a human tendency and the same must be applied in B2B lead conversion.
By Michael Cockrill, CIO, State of Washington
By Brett Shockley, SVP & CIO, Avaya
By Sven Gerjets, SVP-IT, DIRECTV
By Steve Moyer, VP of Storage Software Engineering, Micron...
By Michelle R. McKenna-Doyle, SVP and CIO, National Football...
By Patrick Hale, CIO, VITAS Healthcare
By Roman Trakhtenberg, CEO, Luxoft
By Julia Davis, SVP, CIO, Aflac
By Chris Westlake, VP & GM of Service,RK
By Pauly Comtois, VP DevOps, Hearst Business Media
By Yanni Charalambous, VP & CIO, Occidental Petroleum...
By Bob Brown, VP-Production & Operations, ONE World Sports
By Arthur Hu, SVP & CIO, Lenovo
By Ron Guerrier, CIO, Farmers Insurance Group, Inc.
By Scott Cardenas, CIO, City and County of Denver
By Kevin McCarron, Vice President Collaboration, Carousel...
By Marc Kermisch, VP & CIO, Red Wing Shoe Co.
By Christopher Frenz, AVP of Information Security,...
By Brian Drozdowicz, VP, Digital Services, Siemens...
By Les Ottolenghi, EVP and CIO, Caesars Entertainment