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How to keep moving leads down the sales funnel

Categories CRM

Not everyone is proficient in the process of generating and qualifying new leads. The long and complicated process involves many arduous tasks. To make it look simplified, it can be considered as a funnel. The sales funnel represents a series of steps that a lead undergoes and finally gets converted into a customer, culminating into Customer Relationship Management.

Salespeople have to process the leads and filter them as they keep pushing them down the sales funnel. As such, sales reps have to keep filtering as many potential customers as they can from the larger pool of leads that pour in from the various sources.

For sales professionals who are looking to improve their lead prospecting and retention skills, it is important to master the process of pushing the leads through the funnel. Discussed below are some of the tips that can be used to ensure seamless Sales Pipeline Management.

Building awareness through Inbound Marketing

Inbound Marketing is a heterogeneous mixture of various techniques that can be deployed to draw in customers. It usually includes a combination of Content Marketing, Search Engine Optimization, Social Media Marketing, and Branding. As per HubSpot, 55% of marketers say blog content creation is their top inbound marketing priority

Content Marketing is a technique where the onus is on content, which could include your website content, blogs, resource documents, case studies, etc. The rich content on your website plays a critical role in attracting the right set of potential customers. The more interesting and relevant the content is for the users, the higher would be the traffic to your website. Content also plays a major role in Search Engine Optimization, as without it, there would be nothing for search engines to show on their SERPs.

However, as every company has multiple competitors, showcasing your content and website distinctly from the others can be a huge challenge. Here is where you can make use of various techniques and methods of SEO and Search Engine Marketing as well as branding and can stand out from the crowd. By being unique, you can build awareness among the target audience

Generating Traffic through Content Marketing

With consumers turning tech-savvy and performing considerable research before making a purchase, the role of Content has become vital than ever. The Content Marketing Institute (CMI) shows that 91% of B2B marketers use content marketing to reach customers. When customers search the Internet for products and services similar to your offerings, it is the relevancy of your content that drives them to your website. As such, content marketing is one of the significant factors that can bring traffic to your online business.

Without appropriate content, consumers will not be able to locate our brand and company on search engines, social media, and other online sources. On the other hand, with the right type of content, you will able to achieve many objectives such as improving your site’s rank, build High-authority backlinks, generate relevant and continuous traffic to your site. Each of these accomplishments will help you maximize your conversion rate as it will enable you to push more leads down the sales funnel.

Create Leads through Email Marketing

Owing to its convenience and ease-of-use, Email marketing continues to be one of the most suitable techniques to generate leads. When performed diligently, an email marketing campaign can help you get high-end leads.

However, when emails are sent to prospects, you also need to offer something compelling in the form of a lead magnet. It can be a useful piece of information or a discount on your offering. Once the audience decides to respond to your email, you have to drive them to a relevant landing page. This page would need to display the campaign related information on your website or social media pages as you would need to get them to sign up.

Upon gathering a healthy list of valid email addresses, you can get to the next step of customizing email content based on the recipients. The email has to appear personally created for the receivers, and that the information you are sharing is relevant and helpful.