HOW TO ALIGN YOUR MARKETING TO YOUR SALES CYCLE

The sales cycle is a on-going process

Find New

Leads

Qualify Leads

Create Proposa

l

Close Deal

The sales cycle can also be represented as a sales funnel

Create brand awareness

New leads found and enter funnel

Manage and qualify leads

Submit proposals to qualified

leads

Close deals

Prior to entering sales funnel – brand awareness stage

Marketing alignment:

• Create strategic content that is

hosted on your website that drives

people to it using social media and

paid online advertising.

• Conduct offline marketing tactics

such as events, PR, advertising

and direct marketing with a call to

action to go to website.

Top of sales funnel – fill it with new leads

Marketing alignment:

• Create and advertise content on

your website that converts

anonymous visitors to known leads

when they download it

Middle of sales funnel – lead management and conversion

Marketing alignment:

• Work out the average time period from entering

this stage to exiting it.

• Collect data on leads online behaviour.

• Develop custom buyer journey’s based on the

above to sets of data.

• Plot strategic communications along the buyer

journey that drives lead to the next step.

• Automate the communications and score the

lead based on their actions.

Bottom of sales funnel – turn qualified leads into customers

Marketing alignment:

• Send qualified leads to relevant sales

individual.

• Prepare a library of proposal templates

that can easily be customised.

• Automate a communication programme

for qualified sales leads to receive.

Percentages you need to know… working backwards

Percentage of qualified leads turn into

customers?

Percentage of leads that become qualified?

Percentage of web traffic that becomes leads?

How much web traffic you need to generate?

Most effective marketing tactics that generate web

traffic?

Use inbound marketing to align to sales cycles

Inbound marketing aligns to sales

cycles, it makes sure that people that

are interested in what you have to

offer find you, convert into leads and

then convert into customers.

Download our inbound marketing handbook

http://offers.mpull.com/free-executive-guide-to-inbound-marketing

THANK YOU!For more information:

visit www.mpull.com