What does your digital process look like? Do you use Social Media as your primary tool? How well do you combine digital marketing efforts with sales efforts?
Blog | Reimagining the Process of Growth
Growth is complex but, one portion of growth remains at the top of the importance scale....Hiring. The best process in the world will be challenged without the right people driving it forward. Each function whether, Sales, Marketing or Customer Service focused should be clear for both the new hires Manager and the new Employee. The challenge is to build a hiring process that is both inviting for the candidate yet, challenges their determination to a part of your team. Here are a few topics to keep in mind:
Many organizations focus very heavily on the portion of the sales process that begins with a first appointment scheduled and ends when a prospect either purchases, becomes inactive or self-selects out of the cycle. This is a great start, but it is incomplete and only represents about 1/3rd of the effort required to attract, retain and delight prospects and customers. Modern Sales Management requires a holistic approach.
Traditionally we think of growth as an individual endeavor. We assemble a sales team and send them out to find growth opportunities. In our brave new world, growth is much more complex and team oriented than in previous years. Traditional sales tactics are being replaced with modern strategy and tactics. The new strategy and tactics involve a multi-channel approach to growth.
The buyers journey can have a very long sales cycle from first contact to the time a prospective buyer is actually ready to engage. It is extremely important to develop sales and marketing alignment to nurture your leads. As growth professionals developing the right message at the right time in the right place can be a challenging task. Here are a few quick tips for nurturing leads:
We have great tools at our disposal in todays world. I am personally grateful for tools such as HubSpot, LinkedIn, various Social Media platforms, Google, Zoom and many, many other tools. With that said, a grind and grit mentality is the still the best driving force forward. I view grind as the actions that you carry out despite obstacles and grit is the mindset that allows the actions to be fulfilled or passion for reaching your goals.
It is no secret that Sales Management has been in a state of change due to a variety disruptive factors over the past two decades. We have all heard the phrase, “The only constant is change”. While this is true, the real challenge is the rate of change.
Accounting & Finance, Operations, IT, Marketing, Inside sales, Customer Service, Outside Sales, Purchasing, Human Resources, Quality, Executive Leadership, Strategy etc. These are just the internal relationships that you need to build, externally we need to build collaboration with Vendors, Prospects and Customers.
There is much talk in today’s business environment related to culture, employee engagement, retention, servant leadership, transparency etc.. We also see articles and conversations centered on being a data driven organization. There is a common perception that an organization must be one or the other. If we focus on the humanity of our business are we losing sight of results? If we focus on the metrics/data are we losing sight of how we achieve our goals?