How can Marketing best support Sales?
The harsh reality of B2B selling is that the people who buy products and services are constantly on the move. In fact, 16% of the European workforce start a new job each year.*
So Sales professionals typically have to refresh and update 16% of their contacts each year, just to stay up-to-date with existing customers. Winning new business requires even more contacts.
In B2B, Sales professionals may need to speak with between four and ten new contacts, before they can make a business proposal. And they have to make several proposals to to win one new client.
Online techniques are the most cost-effective way to handle large volumes of contact interactions simultaneously and automatically. Newsletters, subscription forms, download pages, webinars, videos and event registrations all provide opportunities to identify contacts quickly and qualify their interests accurately.
The faster Marketing can qualify contacts and identify their interests, the faster Sales can win that critical first contract. And, by automating that process, Marketing gives Sales professionals more time for selling and closing contracts.