- Today we know that in certain businesses, Web visitors are >100 times more likely enter into a sales dialogue if they are contacted within the hour after they registered as a lead.
- Cold calling to generate leads and the days of sales and marketing silo's are over.
- The New Rules of Sales and Marketing aligns sales and marketing teams around the common purpose of revenue generation.
Selling in the Internet Age starts with creating clarity in your value creation capabilities on your Internet site; in the minds of your sales and support people, partner teams and in all of your internal and external communication.
HubSpot is a proven inbound lead generation platform. When actively used with appropriate skill, has the ability to generate between 1-2 orders of magnitude more Web traffic and inbound leads.
The window of opportunity for engaging clients has narrowed. Buyers have less need to directly engage sales people. When a buyer does engage a sales person; communication, language, interpersonal skill and an understanding of human psychology are soft skills that are critical for successful communication. Generating more leads will be wasted on a sales team lacking skills to engage Internet era buyers. Today when only 51% of salespeople make quota and only 1:4 sales execs gets a second meeting, sales people need new skills and tools to engage and win.
We know that early adopters have very different buying behaviour than early majority buyers. The challenge for companies is to adjust their sales and marketing and value chain to match buying behavior which is governed by your product maturity. Value-created Selling and an understanding of the IMPACT Cycle will help sales and marketing teams attract, engage and sell early adopters.
Whether your sales process is tribal, random or structured, the challenge is to reduce complexity through unneccssary steps and to create pipeline milestones that create transparency and accuracy in sales forecasting. Getting everyone using sales productivity tools and standard process is part of becoming a sales machine.