Prospecting Automation: the biggest sales time saver

Prospecting Automation: the biggest sales time saver

Prospecting is an essential step in the sales process. You dramatically boost your chances of closing business by locating and qualifying leads whenever you contact them. However, with so much information available, tracing a prospect's digital traces to determine the best approach to reach them might be difficult. We've included this behind-the-scenes peek below to assist you in automating your marketing and improving the quality of your prospects. These tactics will enable you to create a tri

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Mateo Bilbao

scalestack

Prospecting Automation: the biggest sales time saver

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Sales & Marketing head at Scalestack

Prospecting is an essential step in the sales process. You dramatically boost your chances of closing business by locating and qualifying leads whenever you contact them. However, with so much information available, tracing a prospect's digital traces to determine the best approach to reach them might be difficult.

We've included this behind-the-scenes peek below to assist you in automating your marketing and improving the quality of your prospects. These tactics will enable you to create a tried-and-true structure for qualifying leads from marketing to sales, resulting in a greater conversion rate. The following are some techniques to consider:

Learning from one's own experience is beneficial, but benefiting from the experiences of others is much better.

Have a good lead qualification model in place.

The first step is to create a clear lead qualifying matrix. MQLs are separated into four directions by two columns — sales prepared and sales unready — crossed by two rows of excellent fit and lousy fit. The advantage over competing (deals designed and a good fit) are in the higher left quadrant, while the least prepared are in the bottom right quadrant (unready and poor fit).

In general, sales price leads are willing to speak with a salesperson. You could have your criteria, but customers immediately approaching your sales department and asking for anything are an ideal illustration of sales-ready leads. They may inquire about your price and product features or seek a demonstration. Unprepared tips are those who do not contact your sales team for any reason.

It should also be relatively straightforward to distinguish between an excellent fit and bad fit leads, as it is a function of knowing your target clients. Leads who fit into your personalities are good fits, whereas outliers are bad fits.

Initial leads in a funnel with a defined response architecture

The next step in automating prospecting advertising is engaging with sales-ready authorities immediately. Google delivers each of the good-fit, sale-priced prospects an email tailored to the rep's tone and primary choice. It gives the message a more genuine and personal feel.

Determine the pain points of ready-to-sell leads.

Even if you run a targeted generating leads campaign and create sales funnels with indicated direction and CTAs, most of the leads you get will most likely be an excellent fit but unready. It necessitates a great deal of nurturing to encourage prospects to speak with sales and enhance conversion at this point. In this situation, you'll hook the leads with value rather than a product pitch once they're ready to buy.

At this moment, you should answer a prospect's issue, a matter of concern, or query. Personas and tailored content play a role here. You may instinctively link your reply with their interests by employing the proper material if you have a clear image of your personality.

For sales-ready leads, you may use an email notification and triggers similarly. However, depending on the vendor, the email may need to be tweaked to fit various locations and how salespeople perform outreach in those areas.

Create triggers to help you spot other high-value activities.

Several of your sales-ready prospects will originate from various sources, including your website, social media sites, and outdated prospect lists. As a result, setting triggers to collect prospects' high-value activities in multiple channels is critical.

Triggers are particular acts by prospects that indicate an interest in engaging with you. These include looking at your price page, downloading a digital item, or using your free app for an extended period.

Do you have any analytics in place for the behaviors of these prospects? You should do so to see what prospects are doing and establish triggers for suitable actions on your side.

Sales-ready prospects with continuous profiling from the funnel

It helps collect additional information from leads over time by using progressive profiling. It differs from the traditional email marketing strategy, which divides responses into distinct branches based on the prospects' responses.

Progressive profiling gathers information to assist you in contextualizing future offers and making them more suitable for your prospects. It implies that prospects don't encounter a snag farther conversion funnel, but they are appraised and managed to qualify as new data comes in. Some of them are delivered to the sales rep when they're prepared, whereas others are redirected back with more targeted material or offer until they're ready.

Conclusion

In the same way that marketing may qualify sales-ready prospects, lead creation is crucial to sales. It is why your marketing people have to maintain a tight eye on your lead funnel. However, this does not imply that you must devote your whole day to it. Automation relieves you of this time-consuming task. Even more importantly, automation allows you to concentrate on fine-tuning lead criteria and experiment to stay on top of the market.