It is no secret that the performance of a marketing campaign eventually comes down to a sales reps’ ability to have a conversation with a prospective buyer. That’s why B2B organizations invest time and money to train and coach their sales executives on the science of prospecting and lead qualification to convert more leads into sales opportunities and closed deals.
According to a recent study by MarketingSherpa, 57 percent of companies identify ‘converting qualified leads into paying customers’ as a top priority.
While it is true lead nurturing is essential for a healthy sales cycle, the importance of top-of-the-funnel lead introduction is often underestimated. How can a sales rep connect with a prospect if they never schedule an introductory meeting or phone call?
Marketers often lament about leads sitting unattended in a sales rep’s Email inbox for days…weeks…even months. This lack of action is often attributed to discomfort by the sales team when it comes to initiating dialogue and discussion.
Join Strategic Communications Group’s founder and CEO, Marc Hausman, and Steve Richard, founder and managing partner at VorsightBP, on Tuesday, December 16th at 11:30am for Filling the Sales Funnel: Focus on the Top to Raise Your Bottom Line.
During this exclusive 30-minute webinar you will gain insight into why focusing on the top of the sales funnel is the quickest and most lucrative way to boost your bottom line.
Here’s what you’ll learn:
- Why most sales effectiveness initiatives are focused on the wrong problem
- The science to prospecting and lead qualification
- Why talking about products is killing your bottom line
- Real-world examples of top-of-the-funnel sales success