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To use your marketing dollars most efficiently, you should lead
with your least expensive resource and follow-up with the more expensive
resource. Your most expensive resource is your sales staff.
You should use marketing efforts and online activities to send qualified leads to your sales staff.
You should create a sales/marketing process to best use your resources.
To develop a teachable, successful sales process, here are a few key tips
- Analyze your sales wins and losses
- Capture the "best-practices" for winning sales
- If you have a several members on your sales team:
- Support them with a lead generation and lead nurturing effort
- Get your marketing and sales team to work together to define a qualified lead
- Do not use your sales team to cold call for leads
- Use online tools to generate and capture raw leads
- Use a planned process to nurture "not ready to buy" leads
- Use a planned process to nurture "not ready to buy" leads
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