The question whether a partnership between a certified inbound marketing agency and your marketing team help generate more sales-ready leads for your global sales team deserves heavy consideration.
But it also becomes important to find out if the inbound marketing agency is well equipped to resolve the challenges faced by the sales team today.
Let's look at the 5 challenges faced by the sales team today
1. Generating sales qualified leads:
The standards for a quality lead needs to be defined by the sales and marketing team together so that marketing can identify them and also help sales teams get connected with the right prospects at the right time. When you are using a tool like Hubspot and inbound methodology, the information and activity can move back and forth effortlessly between both the sales and marketing. It helps your marketing team to work in sync with your sales team and can benefit from a consistent flow of high quality leads to book appointments for your onsite sales team.
2. Getting a single customer view:
The hardest thing when it comes to having a perfect alignment of sales and marketing is that, many disparate CRMs do not share data and provide a 360-degree view of your prospect’s lead intelligence. Marketing automation tool from Hubspot offer single unified customer view by connecting the CRM to all marketing channels through lead tracking technology. This single customer view is a crucial first step for aligning your sales and marketing efforts. A unified view helps provide a clear picture providing every interaction the prospect had with your company on every channel. This also includes record of every email received, every information stored in the CRM.
3. Poor lead score & lead Intelligence:
When you don’t have lead score and intelligence in place then your marketing team cannot pass on those leads to the sales team, as your prospect has not made up their mind to speak to your sales champion.
The main use of lead scoring is to identify and qualify leads with the highest sales readiness, and they are more likely buy from you. With the help of HubSpot tool, you can create a manual and predictive lead scoring system customized with your historical data in mind. With lead scoring, you provide values to each of your leads based on their professional information and the behaviour they’ve exhibited on your website. The lead scores can be used to prioritise follow-up for your sales team or to set up workflows to notify sales representatives when their prospects reach a certain lead score threshold.
Lead intelligence becomes easy when you use a system that tracks your leads interaction with your web assets or overall consumer behaviour. Once you pay attention to the time spent on your website and to the smallest detail as in looking at the click-through rates and open email rates, you can gather enough lead intelligence.
4. Booking meetings with prospects:
Think about all the pain that goes into booking sales meetings. The back and forth communication which is endless, constant review of calendars - can ruin your productivity. Prospects can automatically book meetings on your calendar if you activate meetings tool inside your Hubspot sales account and connect to your calendar. When someone clicks on your the meeting link, they will be able to make out your availability and also book the time which works best for them. If you set it up right, the meetings tool will funnel your leads towards the times that are best for you.
5. Difficulty in closing deals:
For a sales team the toughest thing to do is to close deals. But it becomes little easier if you use a CRM, which helps you manage the overall sales pipeline, registering leads and further analysing the success and failure rates. It also becomes very important that you respond to your prospects quickly and promptly. You also should do a background research on your prospects on social networks so that you can further personalise the sales process, engage them within a meaningful conversation. Finally, pursue them and be persistent.