Now that you know the difference between each type of lead , let's understand the main digital marketing strategies that can be useful in your company!
1. Align your marketing and sales teams (vendarketing)
One of the biggest challenges between sales and marketing teams is misalignment!
According to LinkedIn , 81% of highly aligned companies collaborate with sales on how to use content, and 61% of highly aligned companies expect their budgets to grow.
Therefore, check out the actions that must be taken to align the teams :
Agree on a roadmap : Examine your betting email list existing lead journey and the content that supports it. Discuss how to execute pipeline strategies more effectively. For your sales team, consider things like engagement history and real-time alerts. And for your marketing team, be aware of pipeline progression insights and sales activity.
Invest in automation : You can automate your marketing and sales qualification process to be more efficient and accurate. With lead scoring and scoring, and automated lead generation, qualifying hot leads and routing them to your sales team is easier than ever;
Schedule a standing weekly meeting : Discuss your process, content, insights, pain points, and how to increase pipeline velocity. Include your customer service team once a month to stay in sync with your customers’ temperature. This promotes accountability and encourages collaboration.
2. Define your target audience
If you want to deliver a relevant customer experience, you need to know who you are engaging with.
Therefore, use demographic data to collect information that can be used to categorize organizations, such as geographic area, number of customers, type of organization, industry, and technologies used.
If your sales and marketing team hasn’t created their buyer personas yet , hurry up and secure this requirement!
Write down who can benefit most from your product, and assign them character names. Then, document their needs, pain points, and how your product helps them.
3. Know how to use Content Marketing at the right time
Content is crucial to lead generation and qualification and is present at every part of the customer journey.
Strive to provide information, inspiration, and education that is comprehensive enough to allow your brand to become the go-to reference for everything related to your company and the industry .
And since you’ve already aligned your sales and marketing teams, your content will deliver a relevant customer experience whether customers are listening to your lead gen lead or your VP of sales.