Prequalifying sales condensed
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The tables have turned and clients are pre-qualifying companies before we can pre-qualify them. Reaching and connecting with clients at the beginning of their customer journey is more critical than ever and marketing plays a key role in positioning the company, departments and individuals to predispose clients to their brand.
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Prequalifying sales condensed
- 1. Prequalifying Sales Kristen Okerman Quillin, Vice President, Marketing and Communications October 9, 2015
- 2. Awareness Interest Consideration Intent Evaluation Purchase Marketing and Sales Funnel Marketing Sales Then Now Marketing Sales
- 3. B2B clients are 57% through their decision making process before they contact the vendor Source: CEB
- 4. Colliers International The Game Has Changed 4
- 5. Colliers International Social Selling Social selling is the process of developing relationships as part of the sales process through: • Sharing relevant content • Interacting directly with potential buyers and customers • Personal branding • Social listening 5
- 8. Colliers International Clients are more informed about us We must be more informed about our clients EVERYONE needs to be a marketing and sales superhero Prequalifying Sales 8
Editor's Notes
- Pre-qualifying Sales – The tables have turned and clients are pre-qualifying companies before we can pre-qualify them. Reaching and connecting with clients at the beginning of their customer journey is more critical than ever and marketing plays a key role in positioning the company, departments and individuals to predispose clients to their brand.
- The marketing sales funnel hasn’t changed much over the years, you start with Awareness to the your potential client pool Turning awareness into interest From interest into consideration The prospect then determines they are going to buy They evaluate the options And then the purchase Traditionally, marketing focused on the top two parts of the funnel then sales took over. Now, the roles are blurred and it’s the responsibility of both teams to engage with clients throughout the sales cycle Why?
- B2B clients are 57% through their decision making process before they contact the vendor. And in my world, that means 99% of the time they contact the broker so it’s critical that we not only predispose the clients to Colliers but also to the appropriate broker.
- The Game Has Changed Traditionally, the relationship with the client starts with the cold call and sales and marketing control a lot of the messaging. You get to know the client through the sales process and that is where the qualification process starts to happen on both sides. Now, the client is informed not only about your services but also about the individual sales people. They educate themselves, they ask others for recommendations, the read reviews. The challenge, is that by the time they connect with sales, they often know more about us than we do about them and we need to change that.
- Social networking takes up nearly a quarter of all time spent online and reaches more than 75 percent of all Internet users. If you’re engaging with your target audience on any level via social media, whether for business development or promoting your brand, that is social selling. Indeed, there are currently more than 1 billion regular monthly users across social media platforms. And buyers tend to do their research before making a purchase, with the average consumer viewing more than 10 pieces of content prior to making a purchase.
- To be effective at social selling, you need to know when to engage with clients and where they are on their journey.