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B2B Sales Flow Management

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BizProspex
BizProspex

All B2B businesses need Lead Flow Management. Most often or not, most of the B2B business owners don’t have a well-drafted plan for Lead Flow Management. However, a properly drafted plan for Lead flow management can bring great clarity and insight for its owner.

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B2BSALESFLOW MANAGEMENT ALIGNMENTOFSALESAND MARKETINGTEAMS Sales Flow Management can be defined as the life cycle of finding, nurturing and finally converting leads successfully into sales. Salesandmarketingstrategiesshould beinsyncwitheachotherby establishingapropermodeof communicationbetweenboththe teams.Theyshouldagreetoacommon goal. INFORMATION GATHERING ABOUT LEADS LEAD SEGMENTATION LEAD NURTURING LEAD CONVERSION Gatheringalltheinformationfallsinthis step.Youcanbuildcustomerpersonas, runemailcampaignsormakeuseof LinkedIn,Data.com. Aftersegmentingtheleads,youneedto nurturethembysendingthem personalizedcontentwiththehelpof dynamiccontentandtriggeredemails. Youcansegmentyourleadsaccording todemographics,theirpositioninthe salesfunneloraccordingtoyourre- engagementstrategies. Thefinalstepisleadconversion. Studiesshow,thatmostofthetime leadsconvertafterafollowupof5 times,sofollowupontheleadsinorder toconvertthemintosales.

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B2B Sales Flow Management

  • 1. B2BSALESFLOW MANAGEMENT ALIGNMENTOFSALESAND MARKETINGTEAMS Sales Flow Management can be defined as the life cycle of finding, nurturing and finally converting leads successfully into sales. Salesandmarketingstrategiesshould beinsyncwitheachotherby establishingapropermodeof communicationbetweenboththe teams.Theyshouldagreetoacommon goal. INFORMATION GATHERING ABOUT LEADS LEAD SEGMENTATION LEAD NURTURING LEAD CONVERSION Gatheringalltheinformationfallsinthis step.Youcanbuildcustomerpersonas, runemailcampaignsormakeuseof LinkedIn,Data.com. Aftersegmentingtheleads,youneedto nurturethembysendingthem personalizedcontentwiththehelpof dynamiccontentandtriggeredemails. Youcansegmentyourleadsaccording todemographics,theirpositioninthe salesfunneloraccordingtoyourre- engagementstrategies. Thefinalstepisleadconversion. Studiesshow,thatmostofthetime leadsconvertafterafollowupof5 times,sofollowupontheleadsinorder toconvertthemintosales.