Ashby Dillon: Blog

Bridging the Lead Generation Gap Between Marketing And Sales: 8 Questions to Ask

2011-10-19T11:39:00.000-07:00

So I was watching the highlights from the Republican presidential debates on the news this morning, and honestly--I've never seen more eye-rolling and self-righteous sputtering within a group of people. I mean, I HAVE, but they wore cowboy hats, sequins (sequined cowboy hats=YES), lived at Southfork and wondered who shot J.R.

It did get me to thinking though...why all the bickering when the goal is the same? With apologies to Hamlet, THIS is the question for marketers and salespeople. Marketers and salespeople have the same goals: identify new customers, connect with them, sell to them, and retain them. So why all the conflict between the marketing department and the sales department?

I work for a marketing agency, and though we don't offer sales consulting services, I find that marketing strategies developed with input from the sales team are more comprehensive and ultimately successful. But it's often surprising to me how little communication there is between the marketing and sales departments, even at very large companies. Marketing teams complain that salespeople don't follow up on leads or communicate the correct message to customers. Sales teams complain they don't get the right leads or compelling materials from the marketing department.

Cooperation between marketing and sales is absolutely critical when it comes to lead generation. If you're a marketing pro with a disconnect between the sales and marketing departments, here are some questions you should ask before embarking upon a lead generation program:

How do customers buy your products? What are the crucial decision points along the way to a purchase? Knowing where a customer is in the buying funnel and identifying those decision points helps marketing create compelling messages and present them at just the right time to move them to the next step in the process.
Is product positioning and market messaging aligned with the customer purchase process?
What constitutes a "lead?" How does your organization define the difference between a marketing lead and a sales lead?
At what point does marketing turn over leads to sales? Is marketing providing the salesperson with the background information he/she needs to address the lead?
What is the process for handling and following through with leads?
Does that process need to be fine-tuned?
How are results and sales calculated and tracked back to the lead generating mechanism? Is this information provided to the marketing department?
Does sales provide marketing with feedback about the quality of the leads they receive?

Marketing departments are being held accountable for the quantity and the quality of the leads that they generate for sales. But their ability to generate those leads is directly related to the customer insight and feedback that only sales can provide. Again, the goals for the two departments are shared, so asking these questions, clearly defining the lead handling process and keeping lines of communication open will get you more results (and less eye-rolling).

Top 4 Strategies for Lead Generation Success

2011-10-04T10:17:00.000-07:00

Top 4 Strategies for Lead Generation Success

Are you actively building a lead generation funnel...orgetting swept away by a funnel cloud of inaction?

For a long time, manufacturers relied primarily on expensivelistings in industrial directories like ThomasNet or Global Spec to provide thelion’s share of their sales leads. Lately, we can’t help noticing that many ofour clients are grumbling about diminishing returns.

Now don’t get me wrong. Industrial directories are useful, chieflybecause they provide more focused B2B demographics and searchers who aretypically further along in the buying funnel than your average Googler. Butthanks to Google, industrial directories are no longer the most common resourcefor engineers, purchasing agents, and other industrial buyers looking forsuppliers.

Tell me if any of these situations sound familiar:

You’re placing online ads, but you’re not getting clicks.
You ARE getting clicks, but not leads (or conversions).
You’re getting leads, but not the right kind of leads.

If so, you’re not alone. Getting people to share their contact information isharder and harder these days, and if you’re relying SOLELY on industrialdirectories to provide those leads, your CRM system may get a little dusty.

So what’s an industrial, B2B marketer to do? Well, you couldstart with the top 4 strategies for lead generation success:

#1: Be useful!

This is head-smackingly simple, but sometimes we’re so busyselling that we forget our prospects NEED something from us. Focus on how youcan solve problems for them, answer questions, and provide new and interestingfacts and information that they truly value. Conversations about solutions lead to conversations about products.

#2: Give themsomething free.

I’m not talking about product discounts or promotions. I’mtalking about free analysis, articles, case studies, white papers, videos,webinars, and application guides. Getcomfortable giving away content, because compelling content is what bringsleads to you.

#3: Target yourcontent.

Don’t make the mistake of targeting the same content to allyour audiences. Your efforts will yield more results if you segment your audienceand direct specific content to each.

#4: Track results.

Testing, measuring and adjusting should be an ongoingprocess. Your data can help you develop insights into how to market moreeffectively. Dig into your site analytics, click/conversion, and CRM data to findout how users behave, track which marketing messages generate the most leads, increaseyour share of customer, and determine which marketing activities best help youreach your goals.

ashbydillon can help you get acomprehensive lead generation program off the ground, or combine creativitywith analytics to take yours to the next level.

Eight is ENOUGH! Using Analytics to Steer Marketing Decisions

2011-09-23T12:38:00.000-07:00

Eight is ENOUGH!
Using Analytics to Steer Marketing Decisions

Studies show it takes an average of 8 contacts to move aprospect to a sale. Wait…eight??!?

Yep. Feeling a little behind the proverbial eight ball? Well,if you think you’ll need to work eight days a week to get this kind offrequency…think again. Technology is a marketer’s best friend. It can help you engageyour prospects and interact with them in new ways. It can also help you increasethe frequency of your message and do a better job of targeting the rightmessage to the right prospect—a process called audience segmentation.

Let’s make this promise to one another, and write it BartSimpson-style on every chalkboard in Miss Krabappel’s classroom:

If you’ve got the basic tools, you don’t have to guess whatwill work. You can use cold, hard numbers to:

Test and craft better marketing messages
Target the right audience with the right message
Understand response metrics and translate that into a moreeffective marketing strategy
Track effectiveness of your marketing initiatives
Warm up your leads
Prompt an immediate action or response
Build customer loyalty

Your basic tools should include (but are not limited to):

Website analytics
CRM system
ashbydillon Marketing

OK, I admit, that was shameless. But you need to be activelymining your website analytics and CRM for data to help you make better, moreeffective marketing decisions…and that’s what we help clients do at ashbydillon every day.