英语翻译
Activelyengagetheremainingleadsandnurturethem.Marketing’sroleisnotjusttoattractnewleads;bestpracticescallforMarketingtonurtureprospectstomovethemforwardinthesalescycle.Marketingshouldcontinuetolearnmoreabouttheseleadsandrefinetheirmessagingsoitbringsvaluetothem,sotheyarewillingtoshareadditionalinformation.Bybuildingtrustandinterestovertime,theseprospectswillmovethroughthesalescycleuntiltheyarereadytohavetheSalesteamre-engaged.
Trackleadstoclosure.Itisimportanttotrackallleadsthroughouttheentireprocesstoknowwhatisworkingandwhat’snot.Bytrackingleadsandinteractionswithprospects,trendsareidentifiedandmarketingprocessesarerefined.
EvaluateROIofmarketingcampaigns.Itisimportantthatyoudevelopclosedloopreportingthattiestheleadsdevelopwitheachcampaigntotheresultingrevenue.Typically,itwilltakemultipletouchesinordertomovealeadthroughthesalescycle,somakesurethatyoudeterminehowyouareplanningtoallocatetherevenue–tothefirstresponsebecausethatiswhatgotthemtoraisetheirhand,thelastbecausethatgotthemtoengagewithSales,orspreadtherevenueacrossalltouchesequally.InadditiontomeasuringROI,whichtypicallycannotbedetermineduntilwellafterthecampaigniscomplete,considerusinga‘quickratio’whichshowstheimpactofthecampaignonyourSalespipeline.Thiscanbedeterminedearlyinthecampaignwhileyoustillhavetimetomakeadjustmentstoyourmessaging,listandoffer.Withproactiveadjustmentsyoucanimprovetheeffectivenessofyourcampaigns.
LeadManagementBestPractices
SohowcantechnologyhelpintegrateyourSalesandMarketingteamtobuildamoreefficientandeffectiveleadmanagementprocess?HereareafewbestpracticesfortransformingyourSalesandMarketingteamstocreateaconvergenceforbetterleadmanagement.
1.Createa“CorporateMemory”thatformsthebasisforbuildingbusinessrelationships.Sharingwhatyoulearnfromeachcustomerinteractionnotonlybuildsacustomer-centricfocus,butalsoatruedialoguethatdemonstratesinteresttocustomerswhenanymemberofyourteamcantellthem“Irememberyou…”or“Iseeyouwereworkingwith…