In the pre-digital era, a salesperson had to be communicative, smart, charismatic, persuasive, persistent, consistent, and knowledgeable.
A salesperson in 2021 has to be all of the above, in addition to being fluent in technology.
If you are wondering how to organize sales leads in the era of digital transformation to turn technology into your company’s competitive edge, stick around for practicable insights from the CRM that helps 140 thousand professionals to turn leads into prospects with ease and efficiency.
Nimble knows exactly the pains of the lead generation and management processes based on the experience of hundreds of thousands of our clients.
We strive to provide an intelligent intuitive tool that facilitates the process of moving a lead along the conversion funnel, as opposed to being yet another system to do more manual work.
Read on to learn more insightful practices from the fields!
What is a sales lead? Get your team on the same page
Sales talent is the core component in the company’s structure with a high level of revenue impact. While sales skills can be trained and polished, sales talent is what most companies hunt for when recruiting for sales agents.
Under these circumstances, formal education is not guaranteed and agents need to be trained and aligned along with the values and vision of the brand. This is also a good time to get the entire sales crew, marketing team, and digital department on the same page as to how your company defines and processes leads.
A sales lead is a person who has shown interest in your product or some marketing materials [e.g. lead magnet] and voluntarily provided your company with personal data. A sales lead is the very first stage of the conversion funnel that suggests a general interest in the product or company with little data available on the client. Such a person is usually exposed to more marketing massaging before turning a prospect.
Digital and offline methods to get a lead
In the pre-internet era, a lead was a person who approached your stand on a trade show and left their business card or made an appointment right there, or a person who saw an ad in a newspaper and dialed your phone number with a question.
In the digital era, most of the leads are digital; that is, they will get the first exposure to your brand via social media (SMM), Google ads (SEM), or Google search (SEO), YouTube marketing, and more.
While still existing in 2021, offline advertising is shrinking by the day.
Affiliate marketing is another way of getting leads that is popular; it’s similar to organic search or influencer marketing in terms of execution but is based on other people doing all the work for you by promoting your product on their blog or social media in exchange for a commission for potential sales.
The equivalent of affiliate marketing in the pre-digital era would be a referral of a business to a client based on verbal agreements of post-deal payout.
When the lead is obtained by digital means, there are multiple trackers, cookies, and pixels that pass the user’s digital identification to the business. This allows the marketing department to work with such people by retargeting them. But it’s only when people leaveContinue reading