Fully integrate inside sales into your organization

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The first step is to create content that you can use as a basis for determining a prospect’s interest level. On your website, you need a variety of pages that people at different interest levels might click on — just like someone who is just starting to consider might click on your blog, case studies, and your product overview, while someone with a more specific need might click on the pricing page or request a quote page.



Next, you should prepare email newsletters and campaigns for your entire list, but also for smaller segments and hot leads. Then by using marketing automation tools or basic email marketing tools, you can track open rates and link click-through rates to see who is engaging.



Finally, with conversion points like enquiry forms, downloadable brazil telegram number database resources and workshops, you can more easily encourage your customers to take action and use that to guide your approach.



2. Take a data-informed approach




The second step is to use marketing automation tools to examine their past behavior, such as when they visited your site, which pages they clicked on, which conversions they made, etc. Certain pages are more indicative of hot leads than others, for example, only those who are seriously considering looking at the pricing page or integration flow and signing up for a workshop, while home pages, benefits, and educational eBooks tend to be on the lower end because they are less likely to consider buying right now.



To illustrate why it’s so important to review your customers’ online activity, let’s consider how a B2B customer begins to consider a purchase.



Many people tend to think that its more or less a gradual increase in interest as the customer gets more and more interest or exposure to your service, but in reality, there is always some external factor that causes the customer to suddenly start considering it, and this alliance period starts and ends in a flash. The external factor could be that the CEO of a company heard from his friends that they tried Salesforce and got amazing results, so the CEO asked his sales manager to look into it for him. Or maybe the contract with their previous service ended and they want to try something new, or maybe it was something bigger like a pandemic that caused them to try a new digital tool. But whatever the reason, it’s at this moment that the customer suddenly starts doing in-depth research online, and it’s key that you seize this moment so that you can reach out and sell to them when they actually have a current need and are willing to listen to your service.


The final step is to make sure inside sales is fully established and integrated into your organization. One way to do this is to involve management directly in the project and report concrete results to them so they can feel the progress and feel more engaged. This will make it easier for you to quickly make changes and improve your sales team and strategy because there will be less resistance and more support when it comes to your budget and overall buy-in. Lastly, don't get discouraged if you don't get great results right away. There will definitely be some issues to work through in the beginning, but just look for the root of the problem and fix it as you go to maximize your results.