Wholesale is an important sales channel for continued growth. If you’ve been selling wholesale or considered selling more wholesale you know that the sales cycle, the time it takes to close a sale, can take a long time. Sometimes too long. Let’s say you’ve got prospects in your pipeline, but they need to close for you to make your sales targets by the end of the month. How do you accelerate the wholesale pipeline?
In order to close the sales faster, you need to speed up the sales process by doing a better job in lead scoring, knowing your target customers’ interests and pain points, and building a relationship through lead nurturing.
All this marketing technology is nothing without a strategy
With the rise of digital channels and platforms, there are more marketing technology solutions available than ever before, more than 5,000 software solutions available for marketers in 2018.
But all this marketing technology is nothing without a strategy. Ultimately, a marketer’s goal is to increase sales and drive customer retention.
The biggest challenge is aligning new technology with your marketing strategy to connect with the people you want to buy from your company. If you’re a business owner, you need to consider how this technology is going to help drive customer engagement at each stage of the buyer’s journey and customer experience. Adding a new tool isn’t useful unless you know how it will work to drive new revenue.
At the end of the day, regardless of whether you’re in marketing for a business-to-business (B2B) or business-to-consumer (B2C) business, it’s about creating human-to-human (H2H) connections.
Here are six reasons the future of marketing is human-to-human (H2H).
Research suggests only one in 50 deals are struck at a first meeting, yet many sales people give up after just one or two knock-backs. Perseverance will give you a major edge on competitors.
You can sometimes be so close to your business that you can miss the simple solutions for growing it, where the greatest opportunities often lie. Solutions that are blindingly obvious, once you’re aware of them – but are amongst the best kept secrets on the planet if you’re not.
For example: Only 2% of sales occur at a first meeting
People in business often hope and expect to do business the first time they meet a prospect. Yet studies reveal that only 2% of sales occur when two parties meet for the first time.
The 2% who buy at a first meeting tend to be people who have already looked into the subject matter, and already know what they’re looking for. If they meet someone who ticks all the right boxes and they get on well, then business may well be transacted. But that is far from the norm. The other 98% will only buy once a certain level of trust has been built up.Continue reading →