Industrial Marketing to Help Fill the B2B Sales Funnel

Marketing to help fill the sales funnel can generate more sales leads for your business. Many sales teams work separately from marketing, as they don’t think marketing can create enough sales leads or quality sales leads. However, did you know that as many as 73% of prospects are not ready to buy. These sales leads need to be nurtured before they are able to be handed off to the sales team. Let’s first take a look at some ways sales teams can get better at taking care of their sales leads. 

Improvements for the Sales Funnel

1. Continue to prospect. If your sales team has several deals in their sales pipeline, it’s easy to forget about prospecting. ‘I don’t have time’. As this ca disrupt cash flow and a decrease in revenue, be sure to keep prospecting going with our appointment setting services from Industrial SalesLeads.
2. If a potential customer stops responding and neglects any communication, they should be removed from the pipeline. Keep your pipeline decluttered. This clutter can lead to inaccurate forecasting for sales.
3. It’s easy to get ahead of yourself and fast track a sale. It can be tempting to move a prospect through the sales pipeline quickly, which means skipping steps. This can lead to lost deals and a long sales cycle, especially if work has to be redone.

Marketers Create Compelling Content

Content is crucial in marketing to help fill the pipeline. Whether it's blog posts, videos, white papers, or infographics, your content should provide value and education to your audience. Additionally add social media to your marketing agenda, if you haven’t already. Social media is a powerful tool for reaching your target audience. By posting regularly and interacting with your followers, you can build brand awareness and drive traffic to your website. Social media also allows you to run targeted ads to reach specific demographics, further increasing your sales lead generation efforts. Lastly, use email marketing campaigns to nurture your leads through the sales pipeline. By sending personalized, relevant emails to your subscribers, you can keep your brand top of mind and encourage them to take action. 

Building a Sales Pipeline

·       Work in conjunction with marketing and share with them what encouraged the current customers to purchase. Was it price, filling a gap, solved a problem or? Be sure to find out more information such as the prospects goals, fears, and frustrations. Give this information to marketing to help build marketing campaigns to develop interest so these leads can go into your pipeline. The best part? You have great information to share on your sales calls to qualify the sales lead and (hopefully) put it into your sales funnel.

·       Take a look at reviews of your competitors on the internet. Look for reviews that are both positive and negative. Share this again with marketing. Have them write articles, posts on the findings so they can help educate the market. Now you have great information on how you can create a competitive advantage.

The Journey Through the Sales Funnel

As you place qualified prospects into the sales funnel, determine which actions will help your sales lead to a conversion.

Now determine where marketing can assist you in moving it down the funnel. For instance, determine what information would be best for continued education and have marketing set that up on a regular basis so your message can stay in front of them.

Be sure to use marketing to help fill the sales funnel and help within the pipeline to help you close deals more efficiently.