Read Time: 1:10 Minutes
The most notable gripe a marketer has is that the Sales are not utilizing the full extent of the Marketer’s leads. However, sales are busy chasing their targets. They seldom have the time or the effort involved to look into the marketing leads.
So how do we address this issue? How do we make the sales job easier? That is where the inside sales team comes in. An inside sales job is to call the database cold and provide opportunities for the sales team.
Why should we marry Inside Sales & Marketing?
A marketer can provide more information on prospects with the help of his campaigns and various tools. For example, what feature the prospect is interested in, how many times he clicked on a particular page on our website etc. The inside sales will now have more touchpoints on the prospects, and the calls are not cold anymore. It is more meaningful, conversational, and more inclined towards solving the prospect challenge.
The Marketer and the inside sales team must have a constant conversation on the elevator pitch, current campaigns, and various feedback the inside sales team has on the prospects. The constant updates would help both the marketing team and the inside sales team feed on each other.
Once marketing qualified leads get updated in the CRM, the inside sales have to pick up the lead, look at his various information provided by the Marketer in the CRM, make a call, set up an appointment. Further to that, the sales can take over the lead with ease and push for the conversion.
As a marketer, what other notable gripes do you have. Please do comment below will address the same in my next post.
