The sales function is fed both by the efforts of marketing and by its own independent sources of leads. Both of these sources provide prospects for sales to funnel into the operations function. We help clients maximize their profitability through sustainable, long-term growth by focusing on driving world-class performance in three key areas:
Lead Capture Systems – Turning strangers into leads is what it’s all about. A proper lead capture system works in tandem with your marketing and sales.
Lead Nurturing Systems – Leads do not enter the sales funnel ready to buy. The length of funnel differs from industry to industry and product to product, but every business needs to nurture their leads until they are ready to commit.
Lead Conversion Systems – Completing the sale requires recognizing when someone is ready to buy and then managing the closing process. This is the most critical time since your company’s investment is highest here - both in time and money.
How We Do It
Taking an integrated approach to sales, BIG focuses on creating a comprehensive pipeline that utilizes the effects of marketing and sales strategies to provide the maximum number of leads with as much process automation as possible.
While marketing is broadcast based, reaching out to many different people over a wide area, sales drills down into individual leads, making contact and attempting to qualify them. By going through this process, leads are able to more fully understand the potential value your company could offer them at each stage and are thus more likely to either complete the transaction or disqualify themselves before taking up a sales member’s time.