As this article in the Financial reporter points out you will waste your marketing efforts if you aren't set up to adequately respond to inbound leads. Justin Rees quite rightly argues the case for remembering the power of the inbound call and being alert to how and when they come in and how to respond.
However, planning to how we respond to inbound leads from all sources is essential if we are not to waste marketing spend. Training the sales team to respond correctly and to identify the signals within that lead is an essential part of joining up marketing and sales.
At Catalyst we have now formalised this process. Working in partnership with Hubspot, we now offer sales training courses allied to our inbound marketing services. Hubspot have designed a whole new approach to sales aligned directly to make best use of inbound marketing and in practical terms, simply how sales should operate in the modern business world.
My inbox, telephone and door are all open if you need to find out more.
Consumer attention is getting more and more fragmented and it is getting harder to reach people but the fact remains that new business is the lifeblood of all industries. But in 2016 where do you start?
Over the last few years there has been a proliferation of platforms that will enable you to connect with prospects and hopefully convert them into paying customers and this presents a significant challenge. You also need to understand how and if your marketing spend is actually generating new customers.
What many businesses forget is the mechanism by which prospective customers might respond to your marketing efforts. Lots of industry stats show that an inbound call has higher intent, a higher propensity to convert into business and a higher value per sale than many other online response mechanisms. However many companies overlook phone calls.