(Feature Image Credit : Andy Kelly)
It was out of imagination, selling a product without a cold-calling scripts, a Tele sales executive or territory sales in-charge on field a decade ago.
Today, the rule of Marketing has changed. The Paradigm has shifted..
It’s no more marketing…
It’s Digital Marketing – A strategy coupled with INBOUND and OUTBOUND Activities to achieve the revenue projections for your enterprise
What’s out and shattered?
- Print Advertising
- The hoardings
- Announcements on wheel
What’s in and Thriving?
Digital Marketing driven by technology is changing the trends, pushing even the laggards (as per diffusion curve of innovation) to transform the old business model and adopt the smarter way of acquiring customers Remember those cold calling team with a script, fixing meeting for the Sales Managers with one of 100 prospects and rest doesn’t even bother to talk to you.
You don’t have to do it anymore…
It’s the world of data and we have multiple sources to get customer data and use it to provide personalized messages to our customer at each stage of sales funnel
This is not the era based on volume but to provide value to the customer and only reaching out to target audience who are potentially interested in your product or services by leveraging the data.
All of these technologies are geared toward one thing: giving you the highest quality leads available. Once you have those, you’re ready to go into smart outreach.
(image source : Christina Bockisch, clariantcreative)
You can now use various tools to search for prospects that have already displayed an interest in your offerings:
- Email Marketing Tools – Mailchimp, Getresponse, Converkit are changing the way you do mass mailing. All you need is their name, last name and email address. Create a template and shoot the mails, conduct a webinar and much more
- Linkedin Sales Navigator – LinkedIn’s sales tool is a great place to find your prospects with specific results which fits your audience persona almost perfectly.
- Contact Scraping tools – There are automation tools like Sumo which allow you to scrape contacts using URL. One can also use RPA(Robotics Automation Process) to scrape the data you wish to have from the web
- Technology Databases- Research companies and their key decision-makers using technology databases such as Jigsaw, OneSource, Zoominfo and many others
- CRM Systems – Customer relationship management (CRM) platform such as Salesforce.com, Sugarcrm, Oracle etc. set up automated emails to stay in touch with prospects and customers with CRM’s powerful capabilities by tracking your prospect’s personal interests for tailored communication, establish metrics to measure KPI etc. with CRM platforms.
- Social Media Campaigns – SMO, SEO, SEM digital marketing campaigns are helping you reach and engage the prospects applicable to your target audience through different strategy. Right from conversion ads to Leads capturing ads based on a particular product or services offering of your industry. Just hire one Digital Marketing Manager and you are there.
Today, these intelligent tools allow you to create smart flows that feel natural to the prospect with advanced personalization techniques
Conclusion…
Though we always need human intervention when one has to find leads and create those messages that ATTRACTS, Creates INTEREST, led the customer to DESIRE for a Product or Service and then motivate customer to take ACTION. The data-based interactions make things more purposeful and being confident in offering something to your customer
Ultimately, It gives more energy and push to you as Sales Representative when you know that you’re taking to a prospect who has displayed interest in products similar to yours