Over the years, lead generation strategies have dramatically changed as the best methods for B2B telemarketing have advanced based on technological improvements. If your sales team is having difficulty with their B2B lead generation, you may not be using the right tools. The following three tools are essential to consider in order to give your sales team the boost they need to be successful.
Sales Decisioning Tools
Managing your communications with your customers can be one of the most difficult aspects of sales. It can often be a complex process determining the best ways to reach out to each customer, as well as when they need to hear from you. Sales decisioning tools use analytics that can let you know when to contact prospects, as well as make suggestions regarding what type of content to present to them for the best results. This automated lead management allows your B2B telemarketing team to focus more on sales than on trying to determine when to reach out to your prospective customers.
Web Analytics and Proposal Journey Mapping
One of the most important aspects of B2B lead generation strategies is to determine if your sales tactics are reaching the right people within an organization. These tools help your sales team see how many people have viewed a proposal so you can track its journey and take the necessary steps to ensure it moves along at a steady pace. In addition to seeing who is reading the proposal, your sales team can identify which parts they are looking at. This gives your sales team valuable information to help them close the sale, especially if things have become delayed and you need to see where they are are stalled.
Sales people do better when they have an idea of where things are going with their leads. For instance, it’s important to know when cross-selling and up-selling are more likely to generate the results you’re looking for. Understanding statistics that tell you which types of customers are more likely to buy more when it’s offered will help your sales team make the most of the leads they generate. When you see how people are interacting with the information you have provided and how they are obtaining that information, you will know how to approach prospective customers and when to maximize your up-selling and cross-selling opportunities.
B2B lead generation strategies have dramatically changed over the years as technology has advanced. Today, there are many modern tools sales people find useful in pushing the sales process forward. When you can automate the process as much as possible, you will free up your sales team to focus on making the right moves to increase your conversion rate, as well as how often they are able to successfully up-sell and cross-sell.