Confidence that they’re making the lowest risk decision possible
Proof that the outcome they’ll get will do what they need it to
Relationships are the highest currency we can build in today’s “social” business environment. I spend a lot of time failitating introductions for my clients to vendors who can bring expertise to the table that’s not in my wheelhouse.
They like this. It makes them feel
important and they get darn good treatment from those I recommend.Why is it that marketers don’t facilitate introductions of highly qualified prospects to salespeople? Why is it that we don’t help our sales team see the democratic republic of the congo telemarketing database value in pursuing the leads we’ve worked hard to nurture to a readiness for conversation?
Why is it that marketers don’t share
the background of prospects with salespeople? Sure, marketing automation can help improve visibility to what they’ve seen or clicked on up to now, but do your salespeople know what other content you have that would enhance that prospect’s experience moving forward?
There’s a wide gap in B2B companies between the marketing and sales organizations. What are you going to do to close it?
Or are you relying on your prospects making the leap across the chasm on their own?
Feeling confident about that?
Inside sales is still trying to qualify on
BANT, but the problem is new, so there isn’t any budget defined, nor timeline because they don’t know what that looks like yet; and the person evaluating is not the actual buyer / decision maker.
The nurture process stops when sales gets the lead but they don’t keep in contact by providing more parts of the story. They just “check in” from time to time.
There are a ton of things that could be represented in those bullets above. But each of them has one characteristic – the focus is on the company, not the customer.
When are we going to learn that it’s not about what we want, but what our customers must have?