Forgive me for asking an obvious question, but: Do you have a sales process for your business or agency? Here’s another three, straight off the bat: If you do have a sales process, what does it look like? Does it work? Is it scalable?
Remember the days when salespeople went door to door or picked up the phone to make cold calls to try to win business? Those days are, for the most part, gone. Seismic shifts in consumer behaviour brought on by the omnipresence of the internet’s endless supply of information means people no longer want to be bothered by that interruptive approach from some guy (or gal) who has no idea who you are, what your interests are, or what you might want to buy.
By now, you will hopefully have seen my previous blog discussing the chicken and egg scenario when it comes to sales and marketing. If you haven’t, you can see it here, but to summarise: the conundrum is that sales need marketing to generate the leads they can turn into customers, but marketing can only come about when there are enough sales to invest in marketing resources. The solution to the puzzle – both departments working as one to create an integrated ‘smarketing’ approach.