Hot prospects, or leads for short, are the tools of every successful sales team.
Regardless of whether new customer revenue is to be won for the hidden champion from the medium-sized sector or the globally operating global player, the challenge always remains the same: The goal is to inspire and win new customers for one's outstanding product. However, the path to closing a deal is often rocky: Every seasoned sales veteran can testify from their own experience how it feels to spend hours searching for new contacts in industry directories or spend days combing through countless industrial areas with the company vehicle. Always with the hope of finding the next revenue-generating needle in a haystack, someone who is actually interested in the products offered. The fun factor - aside from enjoying some delicious Leberkäswecken on a well-planned tour through the countryside - certainly diminishes over time, not to mention the effectiveness. In times when buzzwords like "Sales 3.0," "digital transformation," or "digitalization" dictate our daily lives, this approach can certainly be critically questioned. Because nowadays there are definitely more convenient and, above all, digital ways to achieve the desired goal faster and easier. Using the website as a digital sales channel is a wonderful way to fill your sales pipeline with hot and previously unknown leads. However, the website is quickly dismissed as a playground for colleagues in marketing and often leads a sad existence in the perception of some salespeople. This pigeonholing is completely unjustified, as the website also offers potential for sales, provided it is skillfully uncovered - just like at the dentist, but painless. In the business customer sector, the principle is leveraged that a website visit is an indicator of genuine interest, as the surfer has a purpose: either to compare providers, gather information about products, or download data sheets. Being able to intervene in this research phase of the prospect is essential for sales success. Studies show that half of a sales cycle is already completed when someone visits a B2B website. In other words, 50% of prospects may have already chosen a competitor without the respective provider even knowing about it. Only a few of all visitors actively contact by phone or email. Thus, a large portion of potential prospects remain unrecognized, and important revenue opportunities are lost. So how can the potential of the website be utilized for sales purposes? With software solutions such as LeadLab from wiredminds, companies can be identified by name when visiting the website. Detailed information about visitor behavior provides a meaningful interest profile, allowing for better evaluation of the lead's potential. The special feature: the company is identified without the visitor having filled out a form beforehand. This approach lays the foundation for successful new business in times of digital transformation. The sales team receives hot leads with specific interest. And the more knowledge about new prospects is available, the earlier and easier new revenue opportunities can be recognized, leading to faster sales successes. Just like in the "good old days" - but today more relevant than ever and achievable with minimal effort.
Experience the Digital Heroes Festival on May 10, 2019 in Stuttgart!
[button color="red" size="medium" link="https://digitalhero.de/" icon="" target="true"]Digital Heroes Festival [/button]
