Making Marketing Heroes in 2020

Bulletproof ideas to convert more leads into prospects

1. 68% of buyers hide their purchase plans UNTIL they trust a brand enough.
   So how many buyers are hiding in your CRM and how do you find them?
2. 87% of buyers want to feel that they’re educating themselves.
   So initial stage conversations need to push fresh information, NOT solutions
3. 49% of buyers watch videos as part of their buying process, and most watch a single video for at least 5 minutes.
   So are you showing-off your value with a personalised showreel?
4. LinkedIn is no longer an extra channel for publishing or promoting content – it’s an appointment setting platform if used properly.
   So have you invested in ghost writers to empower top sales people?

As an outsourced sales team we spend 100% of our time; making calls, qualifying leads and building rapport on social media for tech sales teams. Why? Because it doesn’t happen otherwise, no matter how many sales personnel you recruit.

Make your team the heroes of 2020

1. Hidden buyers on your CRM:

    
   In 2020 we recommend you press the re-set button on lead scoring and re-introduce outbound telephone qualification calls. A 1 minute phone call can double the lead score of a database contact sitting in your nurture funnel AND get you through the door!
    
   Carefully planned phone conversations build the instant rapport you need to profile decision makers at companies you want to engage. So fire-up the tele-qualification funnel in January.

   Remember: 68% of buyers hide their purchase plans UNTIL they trust a brand enough.

2. Buyers want to be educated not sold to:

   So initial stage conversations need to push fresh information, NOT solutions
    
   Adapt your sales messaging to include ‘informative pitching’ as part of initial round conversations.
    
   Test a value-based approach that provokes a prospect’s interest and drives them to self-nurture at a faster pace with follow-up phone calls.
    
   Remember: 87% of buyers want to feel that they’re educating themselves.

3. Video Speaks Louder:

   Whilst follow-up emails and personalised websites can do a lot of the nurture work for you – build a tactile relationship with videos to establish trust and shout louder. Show-off your value with a personalised showreel.
    
   Remember: 49% of buyers watch videos as part of their buying process, and most watch a single video for at least 5 minutes.

4. LinkedIn is no longer an extra channel for publishing or promoting content – it’s an appointment setting platform if used properly.

   So outsource your social media engagement plans and invest in ghost writers to empower top sales teams.
    
   Interacting with individuals on all social channels has become part of the sales engagement function. But few sales people have the time and skill to personalise what they say, when and how. Consider outsourcing to a social engagement team particularly if you’re running ABM programmes.

Spare us 15 minutes to demonstrate how we help skyrocket conversions by up to 51%. Call +44 (0) 1256 853 357