Optimize Your Pipeline With Sales-ready Leads

The number of sales-ready leads in a companys pipeline is not justa measurement of

the companys secure financial future, but also an analysis of how effective its marketing and lead scoring processes are. Sales-ready leads are not generated miraculously out of thin air, so it is necessary for a company to have a multi-level strategy to ensure they are sufficiently produced. In mostB2B firms, there is a disconnection between what should be done and what is actually done to enhance their go-to-market processes.

Success with Sales Lead Optimization

Sales lead optimization has quickly become the single most cost effective tool that B2B firms can use to increase sales, decrease costs, and improve profitability. It is the go-to-market process, unique to each companys requirementsand market, yielding pre-qualified selling opportunities with accelerated rates of progression through the sales cycle. With sales lead optimization,the return on investment is higher when compared to traditional or non-optimized models.

All leads havevalue. With effective account mapping and contact discovery, the sales team can start actively contacting leads.Its important for the marketing team to continue the digital conversation with them and provide cues to the sales teamwhen leads show increasing interest. The marketing team should provide signals to help the sales teamrespond quickly to a lead on the nurturing track thatsuddenly displays newinterest in your company.

How Sales lead optimization can help

To ensure sales-ready leads, it is important for every lead generation campaign to run a description and schedule of the campaign and understand the expectations around the campaign and the assets that will be used (e.g. whitepapers, webcasts, virtual trade shows). It is also necessary to:

* Identifyif and where a clients marketing programs can be better optimized.

* Quantify each stage based on revenue goals.

* Provide strategic inputstothe plan for tactical direct marketing.

* Implement go-to-market touch campaigns and engage the target audience with the message, offers, and value propositions.

* Track and validate the campaigns using automation tools and reporting dashboards.

* Benchmark the program and compare the progress withthe strategic goals. The sales progress and revenues are tracked for ROI.

Engage with service providers that will useproprietary tools, personalized multi-touch strategies, and unmatched analytics. This helps in optimizing lead pipelines, accelerating marketing-through-sales cycles and achieving a measurable and robust ROI.

by: Martinlobo

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