The Bank of England has reported that business lending contracted for the fifth month running in July - so how can organisations help themselves grow in the current economic climate? The key lies in generating a strong stream of new business.
In a tough market it’s not enough for companies to rely on existing clients - bringing in new business and revenue streams is essential to success. But how do you do this effectively and achieve a positive return on your sales investment?
It’s all about creating warm prospects, rather than cold calling to win business. Nurturing potential new clients – building your understanding of their motivations, touchpoints, timelines and more - so that you can communicate with them effectively at the right time, when they are ready to buy.
Marketing automation can achieve this, with technology that helps build customer relationships, and demonstrates clear ROI, helping companies grow through new business wins.
Showing posts with label cold calling. Show all posts
Showing posts with label cold calling. Show all posts
Tuesday, 21 September 2010
Tuesday, 7 September 2010
Cold calling becomes warm calling
A study by Which? has found that British consumers receive an average of six cold calls a month, with three-quarters of people wanting cold calling to be banned for good.
B2B sales is a little different but while we’re advocates of picking up the phone and being proactive, why call 200 people a week who have no interest in your company or services when you can call 200 who are interested in what you offer?
Targeted marketing programs and increased understanding of customer motivations and requirements hold the key. This is where marketing automation comes into its own, enabling an organisation to optimise every visitor to its website, establishing who the visitor is, when they return to the website, where their interests lie and, crucially, when they are ready to buy.
The result gives sales people the knowledge to target their calls far more effectively, builds a complete picture of the customer journey and develops the relationship – resulting in higher conversions and improved ROI. What company wouldn’t want that?
B2B sales is a little different but while we’re advocates of picking up the phone and being proactive, why call 200 people a week who have no interest in your company or services when you can call 200 who are interested in what you offer?
Targeted marketing programs and increased understanding of customer motivations and requirements hold the key. This is where marketing automation comes into its own, enabling an organisation to optimise every visitor to its website, establishing who the visitor is, when they return to the website, where their interests lie and, crucially, when they are ready to buy.
The result gives sales people the knowledge to target their calls far more effectively, builds a complete picture of the customer journey and develops the relationship – resulting in higher conversions and improved ROI. What company wouldn’t want that?
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