The more channels a sales organisation deploys, the bigger the market share gains. McKinsey. 

 

Your buyers want to buy in these ways 

1. digital self-serve (social and websites), #socialselling
2. remote human interactions (zoom),  
3. person to person in this order. 

McKinsey, 

• There are no exceptions. All B2B customers prefer omnichannel buying, regardless of industry, country, size, or customer relationship stage.
• B2B loyalty is up for grabs. Buyers are more willing than ever to switch suppliers to gain exceptional omnichannel buying experiences.

Zoom out:

• 72% of potential new buyers of B2B – with a transaction size up to $500,000 see little need for human interaction. Human free-buying. 

The question: is your business set up for online human-free selling? 

 

The Balanced Growth Scorecard Principles helps businesses transition from old-world to new-world selling. 

• Improve your business without spending too much money, saving time and stress by using proven best practices that use common sense-tested approaches proven to lift revenue and profitability. 
• The work is an ongoing and never-ending continuous improvement process – we live in a competitive world.
• The focus is on achieving a new level of performance sooner. 
• Identifies the critical activities that are wasteful and underperforming and improves quality outcomes by aligning them with proven strategic and operational excellence.

Your effectiveness outcomes mean: 

1. Generate as many high-quality leads as possible,
2. Increase return on every dollar spent on marketing,
3. Improve your customer’s experience,

The aim is to

Make Your Lead Generation Impossible To Fail: 

• Every business leader wants more revenue and profits – sooner, 
• Along with a more sustainable, repeatable and scaleable proven approach to winning more buyers, 

How to grow faster

1) Become the most trusted and authoritative as quickly as possible – (chat with us about how we help get 100x improvement in 30 days for most SMEs)

2) Your WHY – explain why your business is the only answer for your ideal buyers. (chat with us for more information)

3) Turn your WHY into a strategic narrative and elevator pitch – a sales story that, on average, remembered 22x more

4) Strategic Marketing – save money and spend only where the ROI is highest

5) Social Selling,  online selling is now a 15-channel world – more channels = more sales.  

6) Omnichannel selling is now a fifteen-plus-channel world – email, in-person, phone, website, procurement department, app, e-procurement portal, video conference, Webchat, google search,” reports McKinsey. 

 

Email selling by the numbers (the following stats are courtesy of sopro.io latest report)

• Email selling was rated the most reliable channel for driving leads (59%)
• More sellers rated email as a top channel when compared to PPC, SEO and organic social media combined, 
• The third email in a sequence drives the most leads at 6.1%,
• Financial Services is the most prospected industry,
• Emails sent on Monday at 11 am get the highest lead rate, 
• The top three advantages of email selling are identifying prospects not currently in your network, contacting decision-makers directly, freeing up humans to focus on customer service and social selling, 
• The ideal length of a high-performing sales email is 251-300 words,
• 72% say email prospecting delivers “good to excellent” Return On Investment, 
• Only 4% say prospecting for sales delivers negative ROI,
• Only 1% of buyers said they didn’t want to hear from suppliers at all, 

 

Chatbots | Webchat by the numbers (the following stats are courtesy of Botco AI )

• The principal advantages of chatbots are to generate new leads, help educate prospects about their company’s products and services, segment their audience base, build stronger buyer relationships, and qualify leads for further follow-up,
• Nearly all sellers that use chatbots (99%) responded that chatbots had increased lead-to-buyer conversion rates. More than half (56%) said they’ve seen an increase of 10%. 
• The primary channels B2B sellers use to generate qualified leads are email, social media, digital advertising, paid search engine marketing, content marketing, organic search engine optimisation and webinars. 
• Chatbots help with buyer education (43%), qualifying leads (42%), audience segmentation (42%), building stronger buyer relationships (42%), and booking demos, meetings or signups (31%).

 

Is your business ready to Make Your Lead Generation Impossible To Fail?