Before, Marketing controlled everything from brand awareness to lead generation, and Sales took control from lead generation to closing the deal. Now, in the last three years, there has been a 73% increase in CEO Revenue positions on LinkedIn. The Revenue Director is in turn a promoter of your products (Marketing) and a representative of your brand (Sales). New top executives must develop these 2 skills to stay current. The lack of alignment between sales and marketing weakens the financial performance of the company, deteriorates Bhutan Email List the experience of potential buyers and decreases customer retention. Sales reps need to act like Marketing Professionals and vice versa. When a sales rep’s contacts receive socialized content from that rep, they are 4.8 times more willing to engage with the post (read and share it) due to the existing connection. In other words, reps who share their corporations’ posts among their network of contacts improve engagement 4-5 times and are up to 9 times better connected with purchasing decision makers.
Gartner says that by the end of 2020, 85% of transactions will be done online. Where will sales professionals fit in that future? LinkedIn research indicates that the fastest growing skill is Data and Trend Analysis, a highly marketing activity that has increased tenfold in the last three years. In a market increasingly controlled by the consumer, the future demands that technology and automation help to better perform the functions of a seller, their time must be used in promoting / selling and not in managing sales doing repetitive tasks. The digital tools of Online Sales , Positioning (SEO and SEM) , Strategic Socialization (SMM) and the Big Data that are generated from here (Analytics), among others, help sellers to better understand the customer and learn more about the their preferences, which will allow them to make better and smarter decisions. LinkedIn research found that sales professionals who directly contact decision makers and who interact with their content achieve 29% higher conversion rates on average. The arrival of algorithms on digital socialization and sales platforms (eg: Facebook and Amazon) have taught us that big data is very useful to generate the personalization that consumers demand. Only information relevant to the recipient or recipient is displayed.
Outbound phone calls, unsolicited, have a response rate of 1%. The email ( Mailing ), perhaps a 3 to 5%. Personalized direct messages can have a response rate of around 15% and there are success stories of up to 30% when personalization is temporary, that is, they also respond to commercial conditions of a moment in time. SO HOW TO DO IT? A.- Organizations must develop a Positioning strategy advised by an expert, which focuses on the tactical development of SEO , SMM and SEM . B.- Generate Content with a commercial focus that is transcendental b2 cfax for their virtual communities. These contents must in turn be accompanied by a distribution plan in order to maximize the Organic and / or Paid reach. IMPORTANT: Knowledge of the consumption habits of specific markets is the result of analysis and not just intuition. 3.- Then the Sales / Marketing Executives must replicate these contents within their circles of social influence, after personalization, according to their knowledge of the recipient. A CRM platform could help in this part, documenting the follow-up and evolution of each detected prospect. New times demand new skills, let us help you dev