The best marketers are on a quest to get to know their buyers
They’re doing the hard work to create personas, develop content strategy and execute content marketing in a way that moves the needle by building relationships.
On the other side, salespeople who are in tune with their markets are spending the time to do research on prospects, learning how to apply the content that marketing is developing to supporting relevant djibouti telemarketing database dialogues with customers. And with all of this in hand, they’re adding value to keep the progression established earlier in the buying process moving toward the decision to buy.
Then there’s everyone else. What the heck happened?
Why is it that in so many companies these two ends of the buying process never join in the middle? It’s like buyers need to cross the chasm on their own to get from one side to the other.
What makes you think they have the motivation?
I’m hearing a lot lately that marketing is doing great getting leads into the early stages of the buying process, but that there’s a bottleneck in the middle that is somehow keeping them from moving farther.
Take a look and see if any of the below sound familiar:
Marketing doesn’t have a content strategy so what was appealing once, has nothing to build on so prospects are left to languish
The attempt to get prospects into sales conversations goes something like this: “I see you downloaded a white paper. I’d like 30 minutes of your time to give you a demo of our solution…”
You don’t have a nurturing program with any real chutzpa. It’s more of a keep us in mind when you decide to do something worth our while type of email series.
Salespeople decide the lead that marketing
sent over isn’t the right contact so they try to go around him to get to someone more important. Only that someone more important tasked the contact with building the business case. Or he was the champion without whom you will never get the deal.
Sales contacts the lead as if this is the first time they’ve interacted with the company and starts the conversation over – paying no attention to what the prospect has expressed interest in previously