How to Completely Change Your Sales Process With Technology
Is your organization “leaking leads”? Companies with 30 or more landing pages, for example, generate seven times more leads than those with fewer than 10 page, according to Hubspot. That’s a lot of leads, which is fantastic for your organization. Problems can occur, however, when it comes to managing these leads. Only 25% of all leads are immediately ready to advance to sales, according to Gleanster Research. Furthermore, at least half of all leads are qualified, but they simply are not ready to buy. Worse, a whopping 68% of B2B organizations have not identified their sales funnel.
Without a clear program in place to cultivate your leads, it’s all too easy for leads to “slip through the cracks”. Many businesses are finding that a CRM alone is simply not enough to manage these leads. Changing buyer behaviors – shorter attention spans, higher demands, and smaller wallet size – are forcing companies to rethink how they market and sell products. Plus, with the sales cycle longer than ever before, businesses need to be proactive in managing their leads and understand that leads will not magically convert overnight. While CRMS are great, they won’t get the job done without additional technology assistance.
More robust technology is critical to transforming your sales process and ensuring no leads are lost. If you are considering enhancing your current lead generation program, keep the following sales technology in mind.
Supercharge your sales team with marketing automation software
Marketing automation software not only creates a constant stream of leads in the pipeline, but also makes it easier and more effective for your business to manage these leads. In essence, marketing automation is key to: (1) nurturing prospects; (2) converting these prospects into customers and clients, and (3) boosting long-term customer and client loyalty. Automation improves efficiency and minimizes busy work so your sales team can pivot quickly in response to new sales opportunities.
Log calls directly into your CRM
What if you could automatically log calls as activities in your CRM and match incoming callers to your contact records? Now you can, thanks to synching telephone systems. Here at Ringio, we offer a CRM-enabled PBX phone system, This system fits into with current CRMs like Salesforce, Zoho, SugarCRM, Highrise, Batchbook and Google Apps.Ringio’s unique sales technology empowers your employees by providing them will all the data they need about a lead right on their screen. Your employees will know exactly who they are talking to at any moment along with their full contact history (e.g., number of previous calls, where they are in the conversions process, current needs/challenges), which will make it much easier to steer the conversation towards a successful outcome.
Optimize for location-based mobile commerce
Location-based mobile commerce is continuing to explode in 2014; in fact, multi-location brands that integrate local marketing into their existing marketing strategy are expected to enjoy a 10 to 15% revenue increase in the next year, according to LocalVox. That’s partly because 88 percent of local mobile searches convert to a phone call or visit within 24 hours. One of the best ways to do this is by driving new customers to your business through location-based search optimization.
To get started with location-based search, claim your business’s Google+ listing and verify that all NAP (name, address, place) data is correct. Phone or address errors are a sure-fire way to drive your leads straight to the competition. Next, expand your reach by using localized content marketing that focuses on the unique needs of your customer base in a specific region. Authentic, relevant content marketing that is localized to the unique needs of your customer base builds stronger relationships and is essential to successful lead cultivation. Finally, if your business has multiple locations, create location-specific pages for each of your branches, which will help drive location-specific mobile search traffic.
Today’s shifting digital landscape requires a proactive approach to lead generation and lead management. Landing the initial lead is no guarantee for a sale. By leveraging sales technology like marketing automation software, CRM synching telephone systems and local-mobile commerce optimization, your business can better manage the lead generation and nurturing process without any leads “slipping through the cracks.”