Posted on December 5th, 2019 by David Yovich
Set a goal and associated action plan to achieve at least 36 touch-points per year per lead. Most sales cycles are long and therefore leads need to be constantly nurtured from the beginning of the sales funnel all the way to close.
All lead information should be shared between both sales and marketing. For example, what types of marketing programs are you implementing (pre and post-show) to ensure that each trade show in which your company is exhibiting in 2020 is successful?
What type of lead generating activities are you employing to ensure the sales team can “always be closing?” Work together to identify your sales funnel and determine how each department can help guide customers down the path to close.
If they are screaming for new literature, new booth graphics, or help on their sales presentations then provide it. Too often marketers think that sales people are just making excuses for poor performance. If your sales team believes certain tools will help, then always give them the benefit of the doubt.
This can lead to driving incremental revenue.
There may have been personnel changes unaware of your previous relationship or the customer simply moved on to a competitor. In either case, develop strategies to re-engage and win back their business.