You can’t sell if you don’t know who you’re selling to. Before we can help you grow your revenue, we first have to pinpoint your buyer. We help you develop an in-depth picture of your ideal customer and the message you want to deliver to them.
We design a process and system will work for you and your team. Everyone needs to understand he different process needed to attract your audience, engage, generate a lead and close the opportunity.
We design and execute plans for attracting the right people from the right companies to you. Because being found means understanding who you need to attract and where they currently look for information, we zero in closely on the buyer personas we developed back in the Positioning stage. Then, we design a plan to target them where they’re already gathering information – in search engines, on industry websites and on social networking sites like LinkedIn.
We understand your customer’s buying process is complex. It’s unrealistic to expect visitors to arrive on your site or read a brochure, skim a few pages about what you do and then reach out to you to buy. The reality is that a majority of your traffic (visitors) are there to research solutions to their problems and evaluate their buying options, something they’re also doing on your competitors’ websites.
We design lead generation pipelines that turn anonymous visitors into leads with names, phone numbers and email addresses.
Once your lead generation infrastructure is in place, we make use of website analytics, heat mapping software and A/B tests to learn how your site visitors are using your website and consuming your content. This data guides every decision we make as we grow your visitor-to-lead conversion rate from 1% to 2% to 3% and beyond. The end result is more good opportunities for your sales team.
As you begin to generate a steady stream of inbound leads through your website and systems we need to equip your team with the strategies and tools to close them as customers. After all, this work is only as good as the revenue it produces.
Because sales teams vary greatly in size and makeup, our approach to Sales Enablement also varies. But we always start the same way – we begin by gaining a thorough understanding of how your current sales process works and how your ideal customer buys.
Then, we work with your Sales team to develop a workflow for the pursuit of inbound leads. We want everyone involved in the sales process (both our team and yours) to be in agreement about what needs to happen when a website visitor submits a form. Who receives the form submission? What is the first step in reaching out to that lead? How many follow-ups? On what timeline? Which are manual and which are automated?
We configure the right analytics tools and facilitate the necessary marketing/sales data-sharing processes to allow for ROI Reporting. Because you can’t measure success if you don’t have the data in the first place, we start by configuring a suite of analytics tools that make sense for your company. These tools will include Google Analytics, a CRM (customer relationship management) software and a marketing automation software.
Once these tools start collecting and providing the data, we need to understand the source of leads and marketing activities that have played a role in attracting and converting them. It’s time to connect the dots to actual sales. We then establish a two-way reporting process between your marketing and sales teams. Sales reports will help us learn which leads actually closed as customers.
Not only does this allow us to report back on the dollar value of specific marketing activities, but it helps us reallocate our energy as we move toward generating the sales-qualified leads that are most likely to buy.
Wooshly, a wholly owned division of Digital Blank, is boutique end to end sales and marketing provider businesses. We believe that B2B firms are the most underserved market when it comes to sales and marketing solutions. There have never been more consultants – but they solve only problems which clients identified themselves – and only in their narrow expertise. There have never been more agencies – but none of them have know-how in sales. There have never been more tools – but so often their value is limited by poor implementation. We are here to help you tap into the digital opportunity to help your business grow.
86-90 Paul Street
London, EC2A 4NE
+44 330 2220018