An effective sales process is the key to increasing revenue and growing your company. But what makes the sales process effective?
Lead response time: You’re 7x more likely to have a meaningful conversation within the first hour of responding to a lead
Lead nurturing: Companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost per lead (CPL), however 65% of companies still haven’t established lead nurturing programs
The best sales people: The best sales reps are 205% better at qualifying leads and are able to reach decision makers faster
Sales and marketing alignment: Companies where sales and marketing are aligned achieve 25% more revenue
In today’s world, marketers need to think like artists if they want to drive results. But to drive results, marketers also need to have a deep understanding of their target market, requiring them to measure and analyze data. This is why you often hear people talking about the art and science of marketing.
When was the last time you cleansed and scrubbed your database? If it’s been a while or you don’t actually know, you could be in trouble. The health of your database is not something to ignore. By emailing unengaged, unverified contacts, you’re putting your organization’s Sender Score at risk, which could lead to your IP address being blacklisted.
Check out the types of email addresses you should remove from your CRM immediately:
As a marketer, targeted landing pages with lead generation forms are your best friend. They let you capture information on people who are interested in your products and services – the people that are your most likely buyers.
So, how do you design a targeted landing page and a form that your prospects will fill out so you can move them further into your sales funnel?
Big Data encompasses all of the structured and unstructured data that can be found, measured, and analyzed. Where is this data coming from? It can be found through transactions, social media, sensor and M2M data, federal, state, local, and public records, and a variety of other sources. Big data includes all of the information people populate manually as well as the information that can be found about people and businesses. The amount of personal and enterprise information available is growing exponentially in an increasingly technologically-driven world. So what’s the big deal about big data? It isn’t just about dealing with more data than before – big data is characterized by velocity, variety, and variability (the 3 V’s). Continue reading →
Data decay happens naturally because of how often people change jobs or titles, companies go out of business, and mergers occur. Because of this, many organizations are working with B2B databases that are cluttered with outdated, invalid, or incomplete contacts. Dirty data impacts all areas of an organization, including marketing, lead generation, customer relationships, and finance.
The experts at ZoomInfo put together an infographic outlining data decay’s costly impact. Here are some statistics for you to pay attention to:
62% of organizations rely on marketing and prospect data that’s up to 40% inaccurate
Up to 25% of B2B database contacts contain critical errors
40% of business objectives fail due to inaccurate data
1-10-100 rule: It costs $1 to verify a record as it’s entered, $10 to scrub and cleanse it later, and $100 if nothing is done
Knowing and understanding who your prospects and customers are is essential to building more profitable marketing campaigns. In addition to knowing names, email addresses, phone numbers, industries, and titles, it’s important to know who these people are, how they engage with your organization, their needs and interests, and where they are in the sales process. Once you understand the data, you can begin to develop buyer personas and better leverage lead scoring. Continue reading →
Image courtesy of Stuart Miles / FreeDigitalPhotos.net
Is your sales team spending too much time reaching out to prospects, with little to no success in closing the deal? There’s nothing more disappointing than wasting time chasing after a prospect via phone, email, or other means of communication only to find out that they’re not interested, don’t have the budget, or have no need for your product. As frustrating as this is for the sales team, think about the impact it’s having on your organization’s bottom line. Continue reading →