When organizations say “we need more sales” they tend to focus on what is coming out of the bottom their sales funnel.
Often, the problem of not enough “closes” is a direct result of not enough in the top of the funnel. Having a sound marketing strategy that produces high quality leads is a must for most organizations.
The challenge is that marketing today means many things:
- Content Marketing
- Marketing Automation
- Digital Marketing (SEO, PPC, Remarketing/Retargeting)
- Lead Generation (BDR/SDR)
Not only is it challenging to know what type of marketing your organization needs, but where most organizations fail is at marketing to sales hand-off/transition. Once leads are flowing, there must be a seamless process in place that allows sales to engage in a timely manner…. And oh it all has to be tracked and reported on!