In this 2,000 word White Paper; Paul examines some of the latest thinking about lead generation and qualifying. Gloucestershire and shows how you can keep the flow of new prospects moving smoothly and how to 21st century in new leads with contact form.
Paul also investigates some innovative Google search techniques and websites.
Is Your Sales Funnel Blocked?
Well, something was blocked in our house. You could tell by the smell, especially if you were downwind of it. It was not blocked but my wetted area clickfunnels pricing chart.
Now for those city dwellers reading, you probably do not understand the complexities of a septic tank and its drainage system. When you do not have the pleasure of the municipal drainage service attached to your home, you have to make your own and its called a septic tank.
Every piece of excess water and sewage flows down the pipes to start a long, odious journey. Now I will not bore you the details of how it gets there, but it’s a long series of events, a bit like a huge funnel, facilitated by gravity. But as soon as it gets blocked, it fails, with catastrophic conclusions
My drainage There was plenty of water and sewage flowing in the top, but it was not really difficult to stop.
In a similar way Not my septic tank A major hurdle of anyone is selling in a constant supply of healthy business but when you’re dealing with a long B2B sales cycle, you need a long drainage to pipe work.
I call it a healthy sales funnel
What Enters Your Sales Funnel?
Let’s take a look at the sales funnel
How do you pull in your funnel? I know how my tank gets filled – it’s a very busy family of 5, dog, cat and chickens.
Many call it client acquisition, some call it prospecting but 80% of marketing spend is on generation. And they expect the sales team to make fun of them in their system and out the other end in the form of sales.
Showcase Speaking Events
Print media – article contributions
Tradeshows / Conference Stands
PPC (Pay Per Click advertising)
SEO (Search Engine Opt)
Downloads – White Papers
EZine Sign Ups
A Blockage is Caused
We get a rush of leads at the top of the funnel, which can cause a blockage of some of these leads.
The challenge that many B2B sales teams have, is going on In fact, to simply qualify them has become a major problem these days, because many of these leads are very tricky. They’re not answering phones, meetings or face to face interventions
The answer is to keep hold of the lead, warm it, stroke it, caress it and carefully move it down the funnel along with your sales process.
Various research pieces show on average, that takes 14 touches, before the lead. That’s 14 different contacts
Sales 2.0 Strategies
So let’s take a look at how we can find 14 ways of making contact with the lead that matches the Sales 2.0 methods and strategies.
First get your CRM (Customer Relationship Manager) system warmed up and working. You do not have one? Shame. You do have one but you do not use it? Shame again
Many CRM systems fail because the sales teams have not bought in the system, they do not “own” it. It’s owned by IT department and has viewed as an initiative to keep tabs on the sales team, to production metrics and sales forecasts without being the team.