A recent study shared the shocking fact that 91% of small-medium sized businesses have no set process for managing and converting leads, leaving the majority of B2B salespeople to use their raw skills and personally selected style to turn leads into clients. This is a worrying factor; if your business is keen to reach sales success and meet continued growth targets, you need to readdress your sales processes and implement an effective workflow.
A workflow is a simple but critically essential sequence; a clearly defined system that your sales team use to meet targets, guiding leads from initial awareness to signing the contract. If your sales team have no united workflow holding their tasks together, your business will struggle to see any form of consistent result. An effective workflow may take time to plan and implement, but it’s a vital process you need to master, in order to take your organization to the next level.
Start by outlining all the tasks your sales team undertake, identifying those that could be automated, such as data entry and email communication. Then prioritize those most important, such as reducing lead response time and preparing final business proposals. From here, order these tasks based on a lead’s pipeline progression, understanding which elements mark key stages of the buyer journey and influence purchasing decisions. You’ve now started to construct an effective workflow every team member can use to optimize lead progression and secure consistent sales success.
Don’t forget to consider your buyer’s needs and natural purchasing journey; your workflow should align perfectly with lead preferences, so take time to conduct research into how buyers move through your sales pipeline, and what they crave at each stage. Use Lead Forensics to gain advanced insight into your website activity, identifying visiting businesses and tracking their behavior. With contact details for key decision makers provided alongside extensive information surrounding visitor journey and website analytics, your team will gain a fresh source of new business leads whilst understanding how your buyers respond at different stages of the purchasing cycle. Find out more- book your free demo today!