Part 2 of 4
In the second part of my article series I go into the integral relationship between sales and marketing as well as share tips and insights to get your business through our current challenging times. I sat down and talked with Michael Sobolewski, a sales consultant who helps businesses better reach their marketing and sales goals. He shared his ideas and strategies for marketing and lead generation, as well as how companies can utilize these strategies to secure more leads and close sales faster.
The current COVID-19 pandemic is forcing companies to reevaluate their overall business structure and function. Most are simply trying to survive in today’s changing and challenging marketplace. We want to help you gain a better understanding of the relationship between marketing and sales, the importance of documenting your sales process to generate more viable leads and turn them into revenue, and how you can thrive in our current world. Though marketing and sales are very different from one another, when used correctly and in tandem, they can give your business an edge over your competition with lead generation and overall business growth.
As a business struggling to connect with their customers during these difficult times, you may find that you are having difficulty generating new leads. Now is the time to take a good look at your sales process and overall sales pipeline to ensure that it is real and it is accurate. Each lead you receive is as unique as the person themselves; you need to make sure that your communications with them reflect that. Use personalized emails and messages to communicate with your current or potential customers. Moreover, your sales process should match your customer’s buying process, not just your ideal version of the buying process. It needs to be flexible, based on what industry you are in, and your customer’s typical buying behavior.
Reach out to your existing customer base to see how you can assist them right now and look for new or unique opportunities that you can present to both your current as well as any potential new customers. Take advantage of user-friendly CRM tools, such as Constant Contact, MailChimp, and Sendinblue, etc., to manage your overall sales process and better reach out to your existing, as well as potential, customers.
In order to continue to grow and thrive during this time, your business needs to find and utilize creative ways to communicate with and assist your customers and well as your prospects. Make it personal, stay as visible as possible, and offer them something more. Now is the time to get the ball rolling so that once the danger has finally passed you can continue to keep the momentum going.
Interested in listening to the webinar on this topic?
Need more guidance?
If you need help generating ideas or just want a bit more guidance for your overall marketing strategy please download our free comprehensive digital Industrial Job Shop Marketing Guide. The guide walks you through the process of generating more qualified leads for your industrial manufacturing company.
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-The Rico Group