Guest blogger, Elinor Stutz, CEO of Smooth Sale, delivers inspirational keynotes at conferences. She authored the international bestselling book "Nice Girls DO Get the Sale: Relationship Building That Gets Results" and "HIRED! How to Use Sales Techniques to Sell Yourself on Interviews."
You went to great lengths to send a lead form to your targeted audience, and excitement is yours when the responses begin to arrive. But this is the exact point where havoc may take hold if you aren't aware of the potential pitfalls. To maintain credibility and continue the conversation with those who took the time to respond will require a hard look at all the facts.
The marketing process has grown quite complex given the multiple avenues available to generate leads. We have marketing phone apps, social media, lead forms, telemarketing, content delivery, advertisements, collaborative partners, conventions, networking events, newsletters, direct inquiries, database input, plus many other sources - and they all contribute to the efforts made by both marketing and sales.
Credibility only remains in tact when research and validation take place upfront, prior to contacting someone. You may have experienced inaccurate leads, or another member of your team may have contacted the person first. In either case, it becomes a professional embarrassment. This can all be eliminated with upfront validation and duplication cleansing.
The amount of avenues contributing to one hopeful outcome - sales - may inadvertently lead to a severe drain on time, resources, and effort. The downward spiral begins for a company that otherwise works diligently toward increasing sales. Salespeople are easily frustrated as they are handed leads that turn out to be of no value. The lack of productivity drains the energy needed to meet goals. Morale within the company declines, and this becomes the grand sinkhole for companies not performing up to par and employees quitting their jobs.
It has almost become a requirement for marketing and sales teams to work together and keep each other informed. There is a definite need for automated data cleansing, verification, and cross-platform monitoring. Implementing this type of solution will not only boost morale, but the company's bottom line will improve as well. The good news is that it's entirely possible to prevent the problems listed above.
Our company, ReachForce, cleanses duplication and verifies leads across all platforms. To give us a shot, sign up for a trial so you can determine the value these types of services can bring to your company.
Data unification is one of the best steps a company can take to build a dynamic team effort that contributes to robust sales. Imagine your teams never having to question the validity of an inbound lead and never having to waste precious hours tracking down the decision-makers within a growing company. A unified team and marketing-sales approach are essential for keeping the organization functioning smoothly.
Monitoring the analytics for all of your platforms will help you leverage those strategies that perform the best so you can create a thriving and robust business.