How to align your marketing to your sales cycle

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We take each sales stage and identify the marketing tactics that are best suited for it - marketers can now influence brand awareness through to deal closure using inbound marketing.

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How to align your marketing to your sales cycle

  1. 1. HOW TO ALIGN YOUR MARKETING TO YOUR SALES CYCLE
  2. 2. The sales cycle is a on-going process Find New Leads Qualify Leads Create Proposal Close Deal
  3. 3. The sales cycle can also be represented as a sales funnel Create brand awareness New leads found and enter funnel Manage and qualify leads Submit proposals to qualified leads Close deals
  4. 4. Prior to entering sales funnel – brand awareness stage Marketing alignment: • Create strategic content that is hosted on your website that drives people to it using social media and paid online advertising. • Conduct offline marketing tactics such as events, PR, advertising and direct marketing with a call to action to go to website.
  5. 5. Top of sales funnel – fill it with new leads Marketing alignment: • Create and advertise content on your website that converts anonymous visitors to known leads when they download it
  6. 6. Middle of sales funnel – lead management and conversion Marketing alignment: • Work out the average time period from entering this stage to exiting it. • Collect data on leads online behaviour. • Develop custom buyer journey’s based on the above to sets of data. • Plot strategic communications along the buyer journey that drives lead to the next step. • Automate the communications and score the lead based on their actions.
  7. 7. Bottom of sales funnel – turn qualified leads into customers Marketing alignment: • Send qualified leads to relevant sales individual. • Prepare a library of proposal templates that can easily be customised. • Automate a communication programme for qualified sales leads to receive.
  8. 8. Percentages you need to know… working backwards Percentage of qualified leads turn into customers? Percentage of leads that become qualified? Percentage of web traffic that becomes leads? How much web traffic you need to generate? Most effective marketing tactics that generate web traffic?
  9. 9. Use inbound marketing to align to sales cycles Inbound marketing aligns to sales cycles, it makes sure that people that are interested in what you have to offer find you, convert into leads and then convert into customers.
  10. 10. Download our inbound marketing handbook http://offers.mpull.com/free-executive-guide-to-inbound-marketing
  11. 11. THANK YOU! For more information: visit www.mpull.com

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