The buy cycle has changed. It’s no longer about your sales cycle; it’s the buyer who controls the process.

Marketing and sales must adapt to this new process to accelerate growth while keeping costs in line. Only 4 – 7 leads out of 100 that interact with your company will buy now. What happens to the rest? Sales teams ignore 70% – 80% of the leads sent to them.  Yet companies with lead nurturing in place had a 45% higher return on lead generation investments.

During this session, I’ll give you 5 tactics that will help you change your current process to synch marketing and sales goals, and generate higher returns.

Key Points:

• Identify current marketing and sales inefficiencies
• Tactics and tips to improve marketing and sales ineffectiveness and inefficiencies including,
• Marketing Adjustments

1.  Content strategy
2.  Lead nurturing
3. Move beyond basic metrics

•  Sales Adjustments

1.  Adapting to the new buy cycle
2. Latent opportunities

• Simple steps to get started
• What benefits you’ll receive

Summary:

By shifting marketing and sales to align with the buy cycle, you’ll receive a higher return in lead generation investments and a reduction in sales and marketing costs.