Welcome!

Industrial IoT Authors: Elizabeth White, Stackify Blog, Yeshim Deniz, SmartBear Blog, Liz McMillan

Article

Delivering Qualified Leads – An Important Element for Connecting Marketing and Sales

Important Element for Connecting Marketing and Sales

Companies engaged in multichannel marketing often find it challenging to deal with the ubiquitous gap between the marketing and the final sales. Generally, the marketers are more inclined towards generating voluminous high-quality leads, while the sales personnel are more concerned about getting more qualified sales opportunities. The sales often enter a state of fissure when the marketing wing of a business fails to get someone to meet the status of qualified sales.

Fortunately, most of the avid, knowledgeable and well-established marketers believe that this gap is completely solvable. There are a great number of things that the marketers can depend upon for closing the ever-widening gap between marketing and sales. These things, if followed and done in the best possible manner, can often result in delivering more than just the contact details of the leads, the exact thing which the sales team is always looking forward to.

Clear Understanding of Sales Ready Leads

To work in perfect coalition with the sales, the marketing officials need to understand and learn more about the definition of leads given in the sales-book. This essentially means that the marketers need to figure out the special elements behind the creation of a sales-friendly environment, learn more about the scope of opportunities and develop the ability to comprehend the level of urgencies.

For reaching this level of deep understanding, the marketers need to be aware of a lot more things about the prospects rather than just the name, address and contact information. They need to follow the BANT theory, which involves questioning the prospects regarding their budget, authority, need and the timeframe, and act accordingly.

Humanization

The marketing people generally follow a myth that almost everything can be solved through automation and often work by generating automation-qualified leads. However, these automated leads cannot reach the qualified sales level without a human touch.

Primarily, there are two reasons behind the reluctant nature of the companies towards using human touch. First, they have spent a great deal of money in getting automation platforms like Salesforce, Eloqua or Marketo, and aren't willing to spend more amount of money in other things like tele-prospecting. Secondly, the people are not cooperating enough to provide the necessary details.

The Decision Maker

While the automated prospect database is helpful in the context of yielding phone numbers, email addresses and direct mail addresses, they need something to be done at a personal level. The key to success for the marketing department is to get the sales team to define the specific segments that the marketing personnel should follow. This will surely help them shortlist and hone in the prospect list, and pick out the right prospects.

Being more of a referral program, the marketing campaign can only be successful when the team reaches down to the decision-maker. The marketers need to make sure that the initial communication is of the best quality and the offer is perfect to set up a benchmark in the mind of the prospects as to how valid is the company and how better products/services can be in the future.

Providing Constant and Convincing Offers

The marketers should always understand the prospects and offer something valuable to turn them into long-term customers. The offers should not only be convincing, but should also have the needed consistency over a period of time. If different offers are provided through email and retargeting campaigns untimely, the marketers would need to handle a broader prospective, thereby slowing down the pace and compromising the urgency of the campaign.

On the whole, marketing and sales are the two things that won't make things work in the favor of company if placed in spacious gaps from each other. Keeping the aforesaid things in mind while carrying out marketing campaigns, the marketers can surely reduce or eliminate these gaps and provide the sales team just what they are looking for.

More Stories By Walt Robertson

Walt Robertson regularly writes about B2B channel collaboration and how mordern day companies can leverage technology to create high performance sales channels. To learn more please download our eBook "A Definitive Guide to External Social Collaboration and Indirect Channel Marketing" completely free from - http://www.relayware.com/ebook/

IoT & Smart Cities Stories
The challenges of aggregating data from consumer-oriented devices, such as wearable technologies and smart thermostats, are fairly well-understood. However, there are a new set of challenges for IoT devices that generate megabytes or gigabytes of data per second. Certainly, the infrastructure will have to change, as those volumes of data will likely overwhelm the available bandwidth for aggregating the data into a central repository. Ochandarena discusses a whole new way to think about your next...
DXWorldEXPO LLC announced today that Big Data Federation to Exhibit at the 22nd International CloudEXPO, colocated with DevOpsSUMMIT and DXWorldEXPO, November 12-13, 2018 in New York City. Big Data Federation, Inc. develops and applies artificial intelligence to predict financial and economic events that matter. The company uncovers patterns and precise drivers of performance and outcomes with the aid of machine-learning algorithms, big data, and fundamental analysis. Their products are deployed...
Dynatrace is an application performance management software company with products for the information technology departments and digital business owners of medium and large businesses. Building the Future of Monitoring with Artificial Intelligence. Today we can collect lots and lots of performance data. We build beautiful dashboards and even have fancy query languages to access and transform the data. Still performance data is a secret language only a couple of people understand. The more busine...
All in Mobile is a place where we continually maximize their impact by fostering understanding, empathy, insights, creativity and joy. They believe that a truly useful and desirable mobile app doesn't need the brightest idea or the most advanced technology. A great product begins with understanding people. It's easy to think that customers will love your app, but can you justify it? They make sure your final app is something that users truly want and need. The only way to do this is by ...
CloudEXPO | DevOpsSUMMIT | DXWorldEXPO are the world's most influential, independent events where Cloud Computing was coined and where technology buyers and vendors meet to experience and discuss the big picture of Digital Transformation and all of the strategies, tactics, and tools they need to realize their goals. Sponsors of DXWorldEXPO | CloudEXPO benefit from unmatched branding, profile building and lead generation opportunities.
Digital Transformation and Disruption, Amazon Style - What You Can Learn. Chris Kocher is a co-founder of Grey Heron, a management and strategic marketing consulting firm. He has 25+ years in both strategic and hands-on operating experience helping executives and investors build revenues and shareholder value. He has consulted with over 130 companies on innovating with new business models, product strategies and monetization. Chris has held management positions at HP and Symantec in addition to ...
Cell networks have the advantage of long-range communications, reaching an estimated 90% of the world. But cell networks such as 2G, 3G and LTE consume lots of power and were designed for connecting people. They are not optimized for low- or battery-powered devices or for IoT applications with infrequently transmitted data. Cell IoT modules that support narrow-band IoT and 4G cell networks will enable cell connectivity, device management, and app enablement for low-power wide-area network IoT. B...
The hierarchical architecture that distributes "compute" within the network specially at the edge can enable new services by harnessing emerging technologies. But Edge-Compute comes at increased cost that needs to be managed and potentially augmented by creative architecture solutions as there will always a catching-up with the capacity demands. Processing power in smartphones has enhanced YoY and there is increasingly spare compute capacity that can be potentially pooled. Uber has successfully ...
SYS-CON Events announced today that CrowdReviews.com has been named “Media Sponsor” of SYS-CON's 22nd International Cloud Expo, which will take place on June 5–7, 2018, at the Javits Center in New York City, NY. CrowdReviews.com is a transparent online platform for determining which products and services are the best based on the opinion of the crowd. The crowd consists of Internet users that have experienced products and services first-hand and have an interest in letting other potential buye...
When talking IoT we often focus on the devices, the sensors, the hardware itself. The new smart appliances, the new smart or self-driving cars (which are amalgamations of many ‘things'). When we are looking at the world of IoT, we should take a step back, look at the big picture. What value are these devices providing. IoT is not about the devices, its about the data consumed and generated. The devices are tools, mechanisms, conduits. This paper discusses the considerations when dealing with the...