When it becomes opportune, you naturally have pole position. Your potential customer will then have had a lot of information without realizing it, such as customer cases and use cases for the same issue that he or she is facing. Through the content that you share, you take on a Build a bond ‘trusted advisor’ role, as it were. If a supplier is then sought to solve a certain pain point, your contact will eventually enter into a conversation with you about it.
It is therefore important to have the right content available. Therefore, map out well what questions or challenges your target group or personas have. These questions can vary, depending on where a persona is in the buyer journey. Answer these questions in your content and you are super relevant.
Pointdrive
A useful tool for sharing content is Pointdrive. A Pointdrive page is a LinkedIn page that you fill with relevant content. After a call or appointment, you simply send your prospect a link to this page, instead of an email with all kinds of links and attachments. You can then track who, when and for how long views the page. Your contact will hopefully share the page with other decision makers. This will quickly give you insight into the DMU and allow you to further expand your network.
6.Make sure your CRM system is and remains up to date Build a bond
It is very obvious, but many companies ghana phone number library often forget about it: keeping your administration consistent and clear. This is key in every lead nurturing process. Think of writing down all conversation reports, e-mails, follow-ups, events, etc. You use this information again during your next contact moment, so that the potential customer feels that you take him/her and the organization top 10 color scheme generators for your brand (2025) seriously. The customer will see you as a serious discussion partner. A CRM system can help you with this, but you can also get a long way with Excel. In all cases, take the GDPR into account.
7.Bonus tip: set up a nurture process Build a bond
Sales is often driven by monthly and quarterly targets. Lead nurturing is therefore often not in the interest of the sales employee. A shame because the contacts to be nurtured are your network for the future.
The nurtured contacts that structurally emerge from your campaigns are your network for the future.
Ask any Account Manager what he/she sells best on and the answer will be: my network. It would be a crying shame to let nurturing leads go to waste. Therefore, make sure that lead nurturing is properly organized, for example in an Inside Sales team. Then agree on what happens to which leads and when, for example:
- If an opportunity still has a chance of success, it will remain with the Field Sales/Account Manager. This also applies if it is an exceptional opportunity that is worth the nurturing time of the Field. The Field determines which ones these are. If it turns out after a while that it is not opportune, the Field returns the lead to the Internal Service or to Marketing.
- Other contacts that are worth school email list your time, you put on the nurture list of the Internal Service. Contacts that indicate “Yes interesting, but not right now. Let’s definitely have contact in x period.”
- Lukewarm contacts who don’t really want contact but “always think it’s fine when you call” are on Marketing’s digital nurture list. If their online behavior tells them they’re becoming lukewarm, they’ll come back to the surface.
Build your own solid sales process . We rarely come across sales organizations where this entire process is in place and is approached in a structured manner. So there are plenty of opportunities here!
