Introduction
B2B sales have gotten tougher. How people buy for businesses has changed with COVID-19 and the rise of online research. This shift hurts companies with traditional sales teams who keep using outdated methods. It makes existing problems, like teams not collaborating, even worse. The bottom line? Converting leads to sales is a bigger challenge than ever.
We understand the challenges businesses face in making sales, moreover having difficulty building a sales team. So we’ve developed a new approach. Sales Pipeline Management helps identify qualified leads, meaning your sales team can quickly find potential customers interested in your offer. This boosts your likelihood of closing a deal. By prioritizing qualified leads, you can adapt to the evolving market and build a sales team successfully.
Let’s explain how we got here and how it will help you attract better leads and close more deals.
Why Traditional B2B Sales Don’t Work Anymore (And What Does)
Changing B2B Behavior & Economic Adversities
Selling remotely is the new normal for B2B businesses. Busy decision-makers research online instead of attending events. This forces companies to find new ways to connect, often with expensive tech or targeted marketing. On top of that, tight budgets make reaching these buyers even harder. It’s a tough situation, but there are solutions! Outsourcing to sales lead generation service providers.
More B2B Competitors & Shrinking Ad Space
The online world has become a crowded marketplace for B2B sales. The pandemic accelerated the shift to digital marketing, driving up the cost of online advertising (CPC & CPM) as businesses compete for a smaller pool of potential customers. With B2B ad spending skyrocketing, there’s a risk of “ad fatigue” as buyers get bombarded with messages, leading to lower click-through rates. In short, it’s a more expensive fight for attention, with a higher chance your message gets lost in the noise.
Your Sales And Marketing Teams Are Not In Sync
B2B sales and marketing working in isolation is like two teams on the same project, never speaking. Wasted money, confusing messages for buyers – it’s a mess!
This disconnect hurts sales. Reps struggle to understand the buyer journey and tailor pitches, making it harder to close deals. It also hinders sales pipeline management. Imagine a leaky sales funnel – leads drop out because there’s no clear path guiding them.
The fix? Collaboration! When marketing and sales work together, they create a seamless buyer experience. Strategic sales planning that considers marketing efforts leads to targeted campaigns and a well-defined sales funnel. This boosts sales cycle management as reps have a clear understanding of the buyer’s journey.
Everyone wins with collaboration. Businesses achieve sales targets, and buyers get a consistent, informative experience.
What These Challenges Mean For B2B Businesses Today?
The divide between marketing and sales leads to inefficiencies, including wasted time and resources and higher customer acquisition costs. This also creates a disjointed buyer experience, with inconsistent messaging that can confuse buyers, erode brand trust, and reduce brand loyalty. Only a small fraction of B2B companies have tight alignment between marketing and sales teams regarding messaging and content. Furthermore, limited follow-ups and nurturing opportunities across various touchpoints result in missed sales opportunities.
Additionally, the lack of customer insight due to decreased visibility into the buyer journey makes it difficult to adapt to changing market conditions or buyer behaviors. This lack of visibility can also hinder efforts to manage the sales pipeline effectively. Imagine a sales funnel with holes in it – leads are dropping out at every stage because there’s no clear path to guide them through the sales pipeline management stages. Without a strong understanding of your sales funnel steps, it’s difficult to identify bottlenecks and optimize your sales cycle management.
Outsourced Sales Lead Generation – A New Approach
We recognize the hurdles B2B companies encounter when sales and marketing aren’t in sync. Inconsistent messaging and scattered touchpoints can deter potential buyers and stall pipeline growth. That’s why partnering with an outbound sales outsourcing company can be game-changing. Their tailored approach, crafted for B2B enterprises, ensures seamless alignment between sales and marketing. This accelerates pipeline growth and enhances buyer satisfaction, addressing key challenges faced by B2B businesses.
By orchestrating a meticulously coordinated array of touchpoints around the buyer, we can engage them wherever they are, delivering tailored messages until they demonstrate intent. So, what sets this approach apart?
It’s Multichannel
Prospects are enveloped with human and digital touchpoints, each channel reinforcing the other to comprehensively surround the buyer, enhancing opportunities for engagement, even in remote settings.
It’s Always-on
Their campaigns maintain your brand’s visibility continuously, optimizing the potential for conversion with every lead. This contrasts with isolated, one-off campaigns where unconverted leads are often neglected. Thus, any remaining leads from a fixed-duration marketing campaign are seamlessly transitioned into nurturing, ensuring we’re there when they’re ready.
It’s Data-driven
Ninety-five percent of marketers acknowledge that a unified data source enhances attribution. With their sales pipeline management solution, they consolidate and organize all your data in one accessible platform, minimizing the need for extensive integration with legacy systems. Their approach includes continuously reviewing deal health and data updates to maintain a clear, comprehensive, and up-to-date pipeline.
Through systematic sales pipeline management, deals progress efficiently through the sales process, keeping your sales team engaged with prospects. Closing the gaps between sales stages keeps the buyer engaged, resulting in more deals closed in less time. This shared visibility facilitates quicker, more informed business decisions driven by granular and accurate data, eliminating the need to switch platforms and accelerate growth. It fosters unity within your business culture and saves valuable time and resources.
It’s Technology-enabled
Expert business development lead generation service providers often leverage HubSpot CRM Services. They analyze your HubSpot data to identify bottlenecks and uncover optimization opportunities. Their approach involves streamlining workflows, automating tasks, and enhancing lead flow for swifter deal closure and increased conversions. Clients gain access to clear, actionable dashboards and reports tailored to their business needs. Crucially, they optimize HubSpot lead nurturing strategies to effectively engage prospects, ensuring a consistent flow of qualified leads.
By incorporating this methodical approach, you will experience streamlined sales funnel processes. This ultimately leads to improved sales development management and excellence in lead generation. Collaborating with outsourced SDR companies not only helps you build a sales team successfully but also enhances sales funnel management, optimization, and strategy, ensuring success across the entire sales pipeline management process.
Closing Thoughts
Are you experiencing difficulty maintaining the lead generation and conversion rates from years past? Are your SDRs/BDRs encountering increasing obstacles in engaging with potential clients? Are these challenges, among others, impacting the efficiency of your sales pipeline? Connect with us today to schedule a consultation and discover how Growth Era can enhance your sales pipeline management. Benefit from our refined sales lead generation techniques crafted over years of experience in the B2B sector. Our clients consistently choose us for our meticulous approach to implementing top-tier sales funnel strategies.
