{
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  "sourcesContent": ["import{jsx as e,jsxs as n}from\"react/jsx-runtime\";import{Link as t}from\"framer\";import{motion as o}from\"framer-motion\";import*as a from\"react\";export const richText=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"What Are Inbound Leads\"}),/*#__PURE__*/n(\"p\",{children:[\"For years, marketers and salespeople have relied on outbound sales to generate new leads. \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/cold-calling-is-dead/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Cold calling\"})}),\" and spam emails are common outbound methods of reaching out to prospective customers.\"]}),/*#__PURE__*/n(\"p\",{children:[\"However, people don\u2019t like to be pestered by businesses. Today\u2019s best leads will reach out to you through \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/inbound-marketing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"inbound marketing\"})}),\" and sales. Inbound leads are much more likely to convert.\"]}),/*#__PURE__*/e(\"p\",{children:\"What are inbound leads? They are prospective customers that respond to a piece of content as part of a business's inbound strategy. Some examples include filling out a survey, downloading an eBook, or contacting a salesperson after reading an article.\"}),/*#__PURE__*/n(\"p\",{children:[\"Why should you use an inbound strategy? Why is it necessary to pay attention to nurturing your old leads instead of continually generating new ones? The section below highlights statistics that may inspire you to alter your \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/lead-generation-strategies-in-2017/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead generation strategy\"})}),\".\"]}),/*#__PURE__*/e(\"h3\",{children:\"Stats on Recapturing Old Leads\"}),/*#__PURE__*/e(\"p\",{children:\"Your business needs customers to make a profit. Constantly devoting resources to generating new leads is not the best strategy. Here are some reasons why:\"}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"https://www.invespcro.com/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"\\xa080% of new leads\"})}),\" never translate into sales\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"https://www.smartinsights.com/lead-generation/lead-generation-strategy/b2b-lead-nurture-process/#:~:text=In%20fact%2C%20just%2027%25%20of,lead%20nurturing%20to%20be%20done.\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"\\xa027% of B2B leads\"})}),\" are sales-ready when first generated\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Nurtured leads produce, on average, a \",/*#__PURE__*/e(t,{href:\"https://invespcro.com/blog/lead-nurturing\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"20% increase in sales opportunities\"})}),\" versus non-nurtured leads\\xa0\\xa0\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost. \",/*#__PURE__*/e(t,{href:\"https://www.invespcro.com/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"More than 35% of B2B\"})}),\" marketers surveyed have established a lead nurturing strategy.\"]})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"Nurture Inbound Leads - Stats on Old Leads\",className:\"framer-image\",src:\"https://framerusercontent.com/images/ZFmdhXrbmZVYqFKPR5RIWfuH5bg.png\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://wp.leadboxer.com/wp-content/uploads/Statistic-Twenty-Seven-Lead-Generation-Statistics-1.png\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"Source\"})})})}),/*#__PURE__*/e(\"h3\",{children:\"Inbound Leads Stats\"}),/*#__PURE__*/n(\"p\",{children:[\"Inbound leads promise more for your business than outbound ones. To fully maximize the power of inbound leads, they need nurturing. Here are some reasons \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead nurturing\"})}),\" works:\"]}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"https://blog.marketo.com/2015/08/data-talks-2-proven-lead-generation-tactics-to-jump-on-now.html#:~:text=68%25%20of%20B2B%20businesses%20use,of%2Dthe%2Dfunnel%20queries.\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"\\xa068% of B2B companies\"})}),\" will use landing pages to nurture new sales leads for future conversion.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"The leads for \",/*#__PURE__*/e(t,{href:\"https://www.smallbizgenius.net/by-the-numbers/lead-nurturing-statistics/#gref\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"49% of businesses\"})}),\" require \u201Clong cycle\u201D nurturing with many influencers.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Nurtured leads make \",/*#__PURE__*/e(t,{href:\"https://www.invespcro.com/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"47% larger purchases\"})}),\" than non-nurtured leads.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Lead nurturing emails get \",/*#__PURE__*/e(t,{href:\"https://www.invespcro.com/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"4-10 times\"})}),\" the response rate compared to standalone email blasts.\"]})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"Nurtured vs non-nurtured inbound leads\",className:\"framer-image\",src:\"https://framerusercontent.com/images/uafCod6kqlJJsq20giOjKcz2uo.jpg\",srcSet:\"https://framerusercontent.com/images/uafCod6kqlJJsq20giOjKcz2uo.jpg 577w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://wp.leadboxer.com/wp-content/uploads/lead-nurturing.jpg\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"Source\"})})})}),/*#__PURE__*/e(\"h2\",{children:\"Ways to Re-Engage Old Inbound Leads\"}),/*#__PURE__*/e(\"p\",{children:\"Those old leads you\u2019ve forgotten are important. It is equally important to nurture them.\"}),/*#__PURE__*/e(\"p\",{children:\"Maybe you have leads that have gone cold. How do you re-engage old inbound leads? Here are some effective strategies to try:\"}),/*#__PURE__*/e(\"h3\",{children:\"Continuously Offer Fresh Content\"}),/*#__PURE__*/e(\"p\",{children:\"New leads are drawn to your company via interesting, valuable content. However, if the content doesn\u2019t change, they will no longer engage with your brand and will go elsewhere.\"}),/*#__PURE__*/e(\"p\",{children:\"To keep people coming back to your website or storefront, you need to continuously provide fresh, interesting content. This content can be website content, new product descriptions, blog posts, webinars, white papers, vlogs, etc.\"}),/*#__PURE__*/e(\"h3\",{children:\"Invest in Email Marketing\"}),/*#__PURE__*/e(\"p\",{children:\"Email marketing is one of the most effective lead nurturing strategies out there. They can be sent with minimal effort and costs and they are received immediately.\"}),/*#__PURE__*/e(\"p\",{children:\"However, email marketing is more than sending a massive e-blast every so often. Emails spared from the spam or trash bins are those that are interesting and personal. To have a solid email marketing strategy, you need to know your customers.\"}),/*#__PURE__*/e(\"p\",{children:\"Categorizing your customers based on where they are on the buyer\u2019s journey is the best way to get conversions. Researching who each audience is along the buyer\u2019s journey will make your emails personal and eye-catching.\\xa0\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"Nurturing Inbound Leads Statistics\",className:\"framer-image\",src:\"https://framerusercontent.com/images/szAnW8miSQwq5mhvC6T7rDoLuzI.png\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://wp.leadboxer.com/wp-content/uploads/Statistic-Twenty-Eight-Lead-Generation-Statistics-1.png\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"Source\"})})})}),/*#__PURE__*/e(\"h3\",{children:\"Use Paid Retargeting Ads on Social Media and Google\"}),/*#__PURE__*/n(\"p\",{children:[\"Customers are on social media and/or browsing the internet at least once a day. While social media marketing and SEO are great \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/creating-a-top-lead-strategy-in-2023/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead generation strategies\"})}),\", they may not be enough.\"]}),/*#__PURE__*/e(\"p\",{children:\"Paid Google ads and social media retargeting ads only show advertisements the customer would most likely be interested in. The customer won\u2019t be overwhelmed by irrelevant products or services. This means your offerings will only be shown to those customers most likely to make a purchase.\"}),/*#__PURE__*/e(\"h3\",{children:\"Send Personalized Notes Through the Mail\"}),/*#__PURE__*/n(\"p\",{children:[\"In this day and age, it may seem odd to send notes to customers via snail mail. Because of the rarity, personalization, and thoughtfulness of mailed notes, they are effective in \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/warm-leads-better-than-cold-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"warming up cold leads\"})}),\".\"]}),/*#__PURE__*/e(\"p\",{children:\"The effectiveness and feasibility of mailing notes to leads also depends on your targeted audience and your customer base size. If your ideal customers are younger and your business has thousands of customers and prospects, email is a better option.\"}),/*#__PURE__*/e(\"h3\",{children:\"Ask For Customer Feedback Via Surveys\"}),/*#__PURE__*/e(\"p\",{children:\"In most cases, an inbound lead grows cold because it\u2019s either been neglected, or it\u2019s been engaged in the wrong way. Asking the potential customer to provide feedback will empower them, which sparks engagement.\"}),/*#__PURE__*/e(\"p\",{children:\"Asking a cold lead to provide suggestions for marketing efforts shows you care about the customer. Online surveys via email, text, or social media are quick and cost-efficient. They can also be viewed by the customer anytime, anywhere.\"}),/*#__PURE__*/e(\"p\",{children:\"To improve the likelihood of survey completion, offer the customer a \u2018thank you\u2019 gift or discount.\"}),/*#__PURE__*/e(\"h2\",{children:\"LeadBoxer Integrations Can Boost Your Inbound Strategy\"}),/*#__PURE__*/n(\"p\",{children:[\"If your company hasn\u2019t done inbound marketing or invested in lead nurturing, getting inbound leads can be a daunting task. However, you don\u2019t have to go it alone. LeadBoxer is a sales and marketing platform that offers numerous features and integrations to help\",/*#__PURE__*/e(t,{href:{webPageId:\"augiA20Il\"},motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" recapture and nurture leads\"})}),\".\\xa0\\xa0\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"With LeadBoxer, you\u2019ll obtain valuable insights and analytics into your customers and their behavior. Learning who they are and what types of outreach they respond to will boost your marketing strategy and generate quality, loyal leads.\"}),/*#__PURE__*/n(\"p\",{children:[\"LeadBoxer works with a variety of marketing and sales tools you already use. The LeadBoxer platform identifies, enriches, and provides \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/product-updates/custom-lead-scoring/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"custom lead scoring\"})}),\" so you know you\u2019re targeting the right people. The insights provided also help you reach out to those most promising leads.\"]}),/*#__PURE__*/e(\"p\",{children:\"Some of the benefits of using LeadBoxer include:\"}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Enjoying cutting-edge, big-data technology\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The ability to identify, capture, enrich, score, segment your leads and customers\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The ability to combine lead and customer activity and gain valuable insights into profiles and email/website behavior\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Email Marketing Integration\"}),/*#__PURE__*/n(\"p\",{children:[\"You can\u2019t recapture and nurture inbound leads without a strong email marketing strategy. LeadBoxer offers a variety of\",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/integrations/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" integrations\"})}),\" for the email marketing programs you currently use. These include Hubspot, Marketo, Gmail, MailChimp, Outlook, Pipedrive, and Active Demand.\"]}),/*#__PURE__*/n(\"p\",{children:[\"LeadBoxer provides thorough \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/email-tracking-the-complete-guide-for-b2b-sales-teams/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"email tracking\"})}),\" that allows you to import and export data. You can gain valuable insight into your audience and their behavior.\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"Nurture Inbound Leads - LeadBoxer Email Marketing Integration\",className:\"framer-image\",src:\"https://framerusercontent.com/images/LRjwZ0jJyu2Z9qI0wSl7a5073Y.jpg\",srcSet:\"https://framerusercontent.com/images/LRjwZ0jJyu2Z9qI0wSl7a5073Y.jpg?scale-down-to=512 512w,https://framerusercontent.com/images/LRjwZ0jJyu2Z9qI0wSl7a5073Y.jpg 624w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Source\\xa0\"})}),/*#__PURE__*/e(\"h3\",{children:\"MailChimp Integration\"}),/*#__PURE__*/e(\"p\",{children:\"MailChimp is one of the most popular email marketing programs. LeadBoxer can help you identify your audience and track their behavior on your website. This offers valuable information about what your leads do once they click through from the email to your website.\"}),/*#__PURE__*/e(\"p\",{children:\"Once an inbound lead is identified, you can see their future visits to your site. By learning who visits and returns to your website and which pages they visit, you will be better equipped to nurture your leads effectively.\"}),/*#__PURE__*/e(\"p\",{children:\"Through the integration of your MailChimp email marketing platform with LeadBoxer, you can:\"}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Identify more users on your website\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Learn what your audience does after they land on your website\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Better understand your email marketing campaigns\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Be notified when your audience is ready to make a purchase\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Qualify leads based on profile data and behavior\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Segment leads based on scoring algorithms\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Data can be exported and synchronized to multiple programs\"})})]}),/*#__PURE__*/e(\"h2\",{children:\"Data Analytics\\xa0\"}),/*#__PURE__*/n(\"p\",{children:[\"Why are data and analytics important to your inbound marketing \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/reviving-old-sales-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"strategy and nurturing old leads\"})}),\"? The short answer is that it allows you to foster relationships with leads. Your marketing activities are personalized based on each lead\u2019s behavior and preferences.\"]}),/*#__PURE__*/e(\"p\",{children:\"All your customers and leads are unique individuals who respond to different messaging and strategies. When you send out generic email blasts or paid search ads, they will turn away many leads. Effective inbound marketers know that one size doesn\u2019t fit all.\"}),/*#__PURE__*/e(\"p\",{children:\"Inbound leads come to your website looking for something. They chose to do business with you over the competition. To keep them coming back, you need to nurture them.\"}),/*#__PURE__*/e(\"p\",{children:\"Lead nurturing involves a relationship between your brand and each customer. When your leads feel like your business knows them and values them, they are likely to come back. Using analytics to track audiences and preferences means you can alter how you connect with each lead.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Source\"})}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"Nurturing Leads-Leadboxer platform\",className:\"framer-image\",src:\"https://framerusercontent.com/images/oz1aW2pNIXNWIBgLME5GcGrCes.jpg\",srcSet:\"https://framerusercontent.com/images/oz1aW2pNIXNWIBgLME5GcGrCes.jpg?scale-down-to=512 512w,https://framerusercontent.com/images/oz1aW2pNIXNWIBgLME5GcGrCes.jpg 624w\"}),/*#__PURE__*/e(\"p\",{children:\"The insight you gain from data analytics will help you market to each lead in a way that sparks their interest. Additionally, the relationship they build with your brand will encourage them to become loyal customers.\"}),/*#__PURE__*/e(\"p\",{children:\"There are people out there who want your products and services. If you don\u2019t invest in an inbound marketing strategy, you miss these qualified leads. You need to recapture old leads by nurturing them.\"}),/*#__PURE__*/n(\"p\",{children:[\"LeadBoxer can help you with nurturing inbound leads and take your inbound \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/b2b-lead-strategy-and-marketing-alignment/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"marketing strategy\"})}),\" to the next level.\",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/contact\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" Contact LeadBoxer\"})}),\" today and start generating high-quality leads who will become loyal customers.\"]})]});export const richText1=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/n(\"p\",{children:[\"Successful\\xa0 B2B (b2b stands for business to business) and B2C (b2b stands for business to consumer) sales rely on in-depth knowledge of targeted customer bases. While both of these business models involve sales, there are key differences between the worlds of B2B and B2C. Customers for each of these business models base their decisions on different factors. Understanding the decision-making process and buyer intent in \",/*#__PURE__*/e(t,{href:\"/blog/b2b-sales/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"B2B sales\"})}),\" versus B2C will help you optimize the sales process.\"]}),/*#__PURE__*/e(\"p\",{children:\"Continue reading or \u2018jump ahead\u2019 to the following topics:\"})]});export const richText2=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"B2B Vs B2C Mindsets\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"b2b vs b2c comparison\",className:\"framer-image\",src:\"https://framerusercontent.com/images/HkrgSm1NQUVTU2C3rhMutuDsSoM.png\",srcSet:\"https://framerusercontent.com/images/HkrgSm1NQUVTU2C3rhMutuDsSoM.png?scale-down-to=512 512w,https://framerusercontent.com/images/HkrgSm1NQUVTU2C3rhMutuDsSoM.png 900w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.business2community.com/digital-marketing/uncovering-the-differences-between-b2c-and-b2b-digital-marketing-02360337\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"https://www.saleshacker.com/b2b-vs-b2c-sales-differences-similarities/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"B2B companies\"})}),\"\\xa0sell their products and services directly to other businesses. \",/*#__PURE__*/e(t,{href:\"https://www.saleshacker.com/b2b-vs-b2c-sales-differences-similarities/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"B2C companies\"})}),\" sell directly to consumers. There is no right or wrong business model, but B2B and B2C have different mindsets when it comes to the sales process and \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/how-intent-data-can-increase-sales-conversions/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"buyer intent\"})}),\".\"]}),/*#__PURE__*/e(\"p\",{children:\"In a B2C environment, the product is being directly marketed and sold to the customer. There is no middle man in this process.\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"Customers are directly interacting with the business during their purchase. With this model, customers tend to make purchases based on emotion.\"}),/*#__PURE__*/n(\"p\",{children:[\"Since the customer is directly involved, the \",/*#__PURE__*/e(t,{href:\"https://viralsolutions.net/sales-psychology-what-you-need-to-know-about-b2c-selling-part-1/#.YYq7FWDMLIU\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"emotional investment carries more weight in a B2C market\"})}),\". Advertising in the B2C world usually appeals to the customer by invoking feelings about the product. For example, a primary motivator to make a purchase may be because the product and advertisement make the customer feel happy.\"]}),/*#__PURE__*/n(\"p\",{children:[\"B2C purchases\\xa0\",/*#__PURE__*/e(t,{href:\"https://www.dnb.com/perspectives/marketing-sales/decision-making-b2b-vs-b2c-buyers.html\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"typically see a shorter buying cycle\"})}),\". Customers tend to be less informed about the differences between competitive products.\"]}),/*#__PURE__*/e(\"h3\",{children:\"It is easy for the business to capitalize on the quick decision process of these consumers\"}),/*#__PURE__*/e(\"p\",{children:\"With B2C, there are fewer parties involved in the purchase. This allows B2C companies to relate directly to their targeted customers without waiting for their product to be approved by multiple decision-makers.\"}),/*#__PURE__*/n(\"p\",{children:[\"A B2B business focuses more on the logic behind buyer intent. B2B consumers tend to \",/*#__PURE__*/e(t,{href:\"https://www.gartner.com/en/sales/insights/b2b-buying-journey\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"spend more time on research\"})}),\", and the sales cycle is longer. Typically, these purchases are larger in quantity, and the product has the ability to affect an entire company.\"]}),/*#__PURE__*/n(\"p\",{children:[\"Because B2B consumers spend more time on research between competing \",/*#__PURE__*/e(t,{href:\"/blog/b2b-lead-strategy-and-marketing-alignment/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"products, B2B marketing tactics\"})}),\" tend to lean on product information to sell products and avoid emotional appeals. B2B buyers\\xa0\",/*#__PURE__*/e(t,{href:\"https://www.demandgenreport.com/features/demanding-views/data-the-key-differentiator-in-b2b-marketing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"invest time in the purchasing process\"})}),\", which allows them to thoroughly research and understand the product and compare it to alternative solutions offered by competitors.\"]}),/*#__PURE__*/e(\"h2\",{children:\"The Markets of B2B Vs B2C Models\"}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"/blog/key-account-management-for-b2b-clients-101/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"B2B models rely heavily on customer retention\"})}),\" and strong client relationships. Since the sales cycle is longer and requires more resources in their sales and marketing, it is crucial for these companies to have \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/sales-outreach-using-ai/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"successful customer outreach\"})}),\". B2B sales teams must be prepared to\\xa0\",/*#__PURE__*/e(t,{href:\"https://wp.leadboxer.com/wp-content/uploads/linkedins-definitive-guide-to-selling-to-multiple-decision-makers.pdf\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"speak with multiple stakeholders throughout the sales cycle\"})}),\", and the product must have broad appeal to the client.\"]}),/*#__PURE__*/n(\"p\",{children:[\"A B2C model \",/*#__PURE__*/e(t,{href:\"https://www.grandviewresearch.com/industry-analysis/b2c-e-commerce-market\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"has a larger consumer base\"})}),\", but only targets customers on an individual basis. Most likely, any purchase made from a B2C company will be on a smaller scale with the majority of the decision-making done by a single buyer. That's one of the key difference between b2b and b2c businesses.\"]}),/*#__PURE__*/n(\"p\",{children:[\"Because of this \",/*#__PURE__*/e(t,{href:\"https://www.grandviewresearch.com/industry-analysis/business-to-business-b2b-e-commerce-market\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"B2B models tend to focus on a large-scale market.\"})}),\" Typically, the products and services being sold aim to solve a problem that an entire team within a company is facing.\"]}),/*#__PURE__*/n(\"p\",{children:[\"Understanding the price points of these purchases provides insight into the value of the product. \",/*#__PURE__*/e(t,{href:\"https://www.shopify.com/enterprise/b2b-vs-b2c-ecommerce\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"The average B2C sale is $147\"})}),\". In contrast, \",/*#__PURE__*/e(t,{href:\"https://www.shopify.com/enterprise/b2b-vs-b2c-ecommerce\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"the average B2B sale is much higher at $491\"})}),\". The vast difference between the average sale totals in the two business models illustrates the divergence in sales cycle length.\"]}),/*#__PURE__*/e(\"p\",{children:\"When B2B consumers are considering making a purchase, the higher price tag helps encourage a more informed buying process and buyer intent. The value of this purchase will most likely reach larger numbers of people since these services and products target entire organizations, teams, or departments.\"}),/*#__PURE__*/e(\"h2\",{children:\"The B2B Decision Making Process\"}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"https://www.forbes.com/sites/forbesbusinesscouncil/2021/06/18/understanding-the-changing-b2b-buyer-journey/?sh=29f9f90112f4\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Understanding the B2B buying process\"})}),\" and buyer intent of B2B customers will help your company streamline its sales efforts.\\xa0\"]}),/*#__PURE__*/n(\"p\",{children:[\"It is important to keep \",/*#__PURE__*/e(t,{href:\"/blog/customer-engagement-strategies/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customers engaged\"})}),\" throughout the sales cycle. \",/*#__PURE__*/e(t,{href:\"https://www.linkedin.com/business/marketing/blog/content-marketing/what-is-b2b-marketing-definition-strategy-and-trends\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"B2B sales rely on informational marketing\"})}),\" to provide an in-depth look at the product or service, as well as a strong sales strategy to make it to the finish line.\"]}),/*#__PURE__*/e(\"p\",{children:\"First, B2B consumers must identify a problem they need to solve. Known as the \u201Cawareness\u201D stage in the sales process, a customer will realize there is an issue in need of an outside solution. This recognition pushes the consumer to begin researching potential products to help resolve their dilemma.\"}),/*#__PURE__*/e(\"p\",{children:\"An active buyer in the B2B process will begin searching through their options to narrow down the products they would like to explore further. The market is full of B2B solutions, so customers most often begin their search online.\"}),/*#__PURE__*/n(\"p\",{children:[\"This is where B2B marketing and strong customer relationships play a huge role. If your marketing is targeting the correct audience, customers in need should become \",/*#__PURE__*/e(t,{href:\"/blog/lead-generation-funnel/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"leads in your sales funnel.\\xa0\"})})]}),/*#__PURE__*/e(\"p\",{children:\"New leads can also come from existing clients. Strong customer relationships may result in a referral if a company knows someone who could benefit from your product.\"}),/*#__PURE__*/e(\"p\",{children:\"Next, customers will begin to evaluate the solutions they have discovered. This is when numbers begin to play a huge role in the sales process.\\xa0\"}),/*#__PURE__*/e(\"h3\",{children:\"B2B consumers are driven by data-backed results\"}),/*#__PURE__*/e(\"p\",{children:\"These clients will be evaluating products by features, conducting cost-benefit analyses, and researching the supply company.\"}),/*#__PURE__*/e(\"p\",{children:\"After coming to a decision, B2B customers make their purchase. While completing a sale seems like the easy part, there are several things that will take place before a transaction occurs. Payment terms are negotiated on an individual customer basis and then the successful launch of the product can take place.\"}),/*#__PURE__*/e(\"p\",{children:\"The final stage in the B2B decision-making process is nurturing the post-sales relationship. B2B models rely heavily on repeat customers. Continued contact after the original sale can be a pivotal determining factor in how long a sales relationship lasts.\"}),/*#__PURE__*/e(\"p\",{children:\"Post-sales contact should include any troubleshooting with the client, collecting feedback, and providing additional offers or services over time. These interactions will help strengthen your ties with the customer and lead to future purchases during the escalation or contract renewals.\"}),/*#__PURE__*/e(\"h2\",{children:\"Influencing the B2B Purchasing Decision\"}),/*#__PURE__*/e(\"p\",{children:\"As a B2B company, it is important to understand what factors help customers come to a decision. Knowing the driving forces behind purchase intent can help your company successfully target and provide information to potential clients.\"}),/*#__PURE__*/n(\"p\",{children:[\"A Gartner study reveals that a buying group spends \",/*#__PURE__*/e(t,{href:\"https://www.gartner.com/en/sales/insights/b2b-buying-journey\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"27% of their time\"})}),\" researching solutions online, \",/*#__PURE__*/e(t,{href:\"https://www.gartner.com/en/sales/insights/b2b-buying-journey\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"and only 17% of their time\"})}),\" meeting with potential suppliers. This means that your B2B marketing campaign and online resources play a crucial role in instigating the customer life cycle before a sales rep even reaches out to a potential client.\"]}),/*#__PURE__*/e(\"p\",{children:\"When looking at their purchase decisions, customers will focus on product performance. They will need to know how your product can provide a solution, as well as how your services perform against options your competitors may offer.\"}),/*#__PURE__*/e(\"p\",{children:\"Durability and product pricing plays a critical role when it comes to landing a sale. The client will need to know how long your solution will last, as well as what the cost-benefit analysis looks like. In addition to the overall price, customers will look at discounts, credits, and any hidden fees that could be incurred during the product launch and regular use.\"}),/*#__PURE__*/e(\"p\",{children:\"By providing transparent information about your services, the sales process can be influenced. Focus on your online marketing as well as the information provided by any sales reps to make sure customers have access to the appropriate resources.\"}),/*#__PURE__*/e(\"h2\",{children:\"B2B & B2C Customer Lifecycle and Buyer Journey\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"customer lifecycle of B2B and B2C models\",className:\"framer-image\",src:\"https://framerusercontent.com/images/naWq4N706Fd6NEXlk79cr79fw.png\",srcSet:\"https://framerusercontent.com/images/naWq4N706Fd6NEXlk79cr79fw.png?scale-down-to=512 512w,https://framerusercontent.com/images/naWq4N706Fd6NEXlk79cr79fw.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/naWq4N706Fd6NEXlk79cr79fw.png 1050w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.smartinsights.com/ecommerce/web-personalisation/what-is-lifecycle-marketing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/n(\"p\",{children:[\"The customer lifecycle of B2B and B2C models varies in length. Most commonly, \",/*#__PURE__*/e(t,{href:\"https://www.business2community.com/b2b-marketing/managing-b2b-customer-lifecycle-stages-02296499\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"the B2B customer will go through four phases\"})}),\" within its cycle. The customer lifecycle follows general stages for both B2B and B2C models, with greater emphasis on each stage depending on the product.\"]}),/*#__PURE__*/e(\"p\",{children:\"First, awareness and reach are crucial to the lifecycle. When a consumer becomes aware of a problem, they will begin searching for a solution.\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"For B2B customer bases, this includes research of product options and potential outreach to companies. B2C buyers rely on advertisements and marketing to inform their buyer intent.\"}),/*#__PURE__*/n(\"p\",{children:[\"Next, customers will begin to act on their needs. It is important to capitalize on this stage to begin converting these \",/*#__PURE__*/e(t,{href:\"/blog/qualify-a-sales-lead/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"leads into sales\"})}),\". Most of the B2B customer lifecycle \",/*#__PURE__*/e(t,{href:\"https://www.forbes.com/sites/forbesbusinesscouncil/2020/03/27/what-to-know-about-the-buyers-journey-and-customer-life-cycle-and-how-to-use-them-both/amp/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"will focus heavily on the purchasing process\"})}),\" while the client tries to get the best (return on investment) ROI on their purchase.\\xa0\"]}),/*#__PURE__*/e(\"h3\",{children:\"Converting a B2C sale will lean on emotion through promotional outreach \"}),/*#__PURE__*/e(\"p\",{children:\"The end of the cycle includes engagement and retention. Both B2B and B2C businesses need to form relationships with loyal customers.\\xa0\\xa0\"}),/*#__PURE__*/n(\"p\",{children:[\"B2B and B2C \",/*#__PURE__*/e(t,{href:\"/blog/b2b-lead-generation-customer-journey-map/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer journeys\"})}),\" vary in terms of complexity and client involvement. B2B models engage with more people on their journey, as there will be multiple departments involved in the purchasing process.\"]}),/*#__PURE__*/n(\"p\",{children:[\"Customers from B2B tend to make fewer, but larger purchases, which means the relationship is more valuable. More time and resources go into \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/how-to-close-more-deals-faster-with-a-b2b-referral-program/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"closing a B2B deal\"})}),\" than a B2C sale. Overall, the B2B process can be lengthy due to the high complexity of the decision for the customer.\"]}),/*#__PURE__*/n(\"p\",{children:[\"Check out Leadboxer for a \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/start/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"free trial \"})}),\"to begin finding clients at the beginning of their customer journey today!\"]})]});export const richText3=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Managing your customers is an important task for every successful business. Customer Relationship Management (CRM) software has become a major asset for companies, and the global market for this technology continues to rise, helping in arranging a winning customer centric strategy. CRMs help provide easy management of employee, customer, and lead interactions. This software automates sales processes, integrates seamlessly with other technology, and assists in organizing operations in individual silos.\"}),/*#__PURE__*/n(\"p\",{children:[\"During the COVID-19 pandemic, businesses have found themselves leaning on CRMs more than ever to manage interactions with customers. In a recently released \",/*#__PURE__*/e(t,{href:\"https://www.prnewswire.com/news-releases/global-customer-relationship-management-crm-software-market-to-reach-81-9-billion-by-2024--301350068.html\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"report by Global Industry Analytics, INC (GIA\"})}),\"), research digs deeper into the current trends and predicts continued CRM growth in the coming years.\"]}),/*#__PURE__*/e(\"p\",{children:\"As companies continue into the world of digital communication and increased remote work environments, knowing the best practices for CRM use can help with successful operations.\"}),/*#__PURE__*/e(\"p\",{children:\"Continue reading or jump ahead to the topics below:\"})]});export const richText4=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Increasing Popularity of CRMs During COVID-19\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"CRM software market\",className:\"framer-image\",src:\"https://framerusercontent.com/images/WQZcs26HCJndbTcVE7SW62G570.png\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.marketresearchfuture.com/report/covid-19-impact-crm-software-market\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/n(\"p\",{children:[\"The \",/*#__PURE__*/e(t,{href:\"https://www.forbes.com/sites/quickerbettertech/2020/03/20/on-crm-how-companies-are-leveraging-their-crm-systems-to-help-navigate-through-covid-19/?sh=7bc4d5294fb8\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"pandemic has reshaped\"})}),\" the way many companies approach their business strategies. Throughout these unprecedented times, there\u2019s been an increased emphasis on remote working environments. Managing customer relations remains an all-time priority, yet the challenges for successful outreach have grown.\"]}),/*#__PURE__*/e(\"p\",{children:\"With an unexpected mass shift to virtual work, there has been a need for technology conducive to interdepartmental collaboration. CRMs can help fill multiple deficiencies across workflow when departments are communicating remotely. With integrations and automation, these systems help improve productivity.\"}),/*#__PURE__*/n(\"p\",{children:[\"Amid the COVID-19 pandemic, the GIA study reveals that the \",/*#__PURE__*/e(t,{href:\"https://www.prnewswire.com/news-releases/global-customer-relationship-management-crm-software-market-to-reach-81-9-billion-by-2024--301350068.html\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"global market for CRM software is projected to reach $81.9 billion by 2024\"})}),\". While CRMs may have been underutilized pre-pandemic, research demonstrates how crucial this technology is for successful remote work.\"]}),/*#__PURE__*/e(\"p\",{children:\"The GIA study also shows the overwhelming use of CRMs across different sizes of operations from start-ups to large corporations in the United States. CRM software in the U.S. accounts for 49.7% of the global market for this technology.\"}),/*#__PURE__*/e(\"p\",{children:\"In a time when employee disconnect saw an all-time high, CRMs were able to help provide a sense of relief to businesses. Due to the rise in popularity, the usage of CRM software continues to be on an upward trend.\"}),/*#__PURE__*/e(\"h3\",{children:\"Workflow Management for CRMs in Remote Environments\"}),/*#__PURE__*/e(\"p\",{children:\"Due to COVID, companies saw a quick switch to virtual work with little time to prepare for the transition. Since then, employees have relied on technology to stay connected with their teams. Improving workflow in remote work environments can be done through proper organization and constant company communication.\"}),/*#__PURE__*/e(\"p\",{children:\"Improving operational activities within individual silos is just as important as encouraging collaboration between departments. CRM usage played a role in assisting companies to work at maximum efficiency within specific teams.\"}),/*#__PURE__*/e(\"p\",{children:\"CRMs benefit employees through features like calendar and email integration, as well as notification systems. These are crucial in helping reduce the amount of missed information between employees.\\xa0\"}),/*#__PURE__*/n(\"p\",{children:[\"With \",/*#__PURE__*/e(t,{href:\"/blog/customer-data-platform-software/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"data organized on one platform\"})}),\", workers are able to stay on the same page while working from different locations. Switching out of the office setting means the workflow of most departments faced disruption.\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"Using CRMs means teams are able to utilize automated features to ensure proper delegation. For example, artificial intelligence (AI) can recognize and route customer emails directly to the right person without getting lost in the digital shuffle.\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"Since coworkers no longer have the ability to quickly ask questions in person, built-in pipelines through CRMs can drastically improve communication.\"}),/*#__PURE__*/e(\"h3\",{children:\"Customer Outreach During COVID-19\"}),/*#__PURE__*/e(\"p\",{children:\"In addition to causing employee engagement challenges, the pandemic also impacted customer outreach efforts. Keeping in touch with current and potential clients is vital to building out a sales pipeline.\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"Due to the lack of in-person meetings and a constant stream of Zoom invitations, staying at the top of customer inboxes is an easy way to boost sales.CRMs can assist this process by sending out mass emails and setting reminders for timely follow-ups.\\xa0\"}),/*#__PURE__*/n(\"p\",{children:[\"CRM software allows companies to utilize templates and build-out personalized campaigns. By tracking \",/*#__PURE__*/e(t,{href:\"/blog/customer-engagement-strategy/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer engagement\"})}),\" and storing data, CRMs also help your sales team nurture leads and re-engage stale leads.\"]}),/*#__PURE__*/e(\"h2\",{children:\"Sales & Marketing Alignment\"}),/*#__PURE__*/n(\"p\",{children:[\"Successful sales campaigns are the starting line for closing a deal. To have this communication with customers, \",/*#__PURE__*/e(t,{href:\"/blog/b2b-lead-strategy-and-marketing-alignment/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"sales and marketing departments\"})}),\" must work together\",/*#__PURE__*/e(t,{href:\"/blog/b2b-lead-strategy-and-marketing-alignment/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\".\"})}),\"\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"CRMs encourage alignment between sales and marketing teams through data collection, seamless communication systems, and software integrations. With a centralized database in your CRM, both teams can access all of a lead\u2019s information for easy contact.\\xa0\"}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"https://cinode.com/en/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"CRM software\"})}),\" can also help each team keep track of where a lead is within the sales pipeline. Allowing both departments access to this information helps direct marketing and sales communications to the correct clients while cutting down on duplicate outreach.\"]}),/*#__PURE__*/n(\"p\",{children:[\"CRMs work to increase the success of your \",/*#__PURE__*/e(t,{href:\"/blog/b2b-lead-generation-101/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"business\u2019s lead generation\"})}),\" and nurturing process, which ultimately improves your sales conversion rates. Utilizing a CRM can provide deeper insight into the \",/*#__PURE__*/e(t,{href:\"/blog/customer-journey-map/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer journey\"})}),\".\"]}),/*#__PURE__*/n(\"p\",{children:[\"Building out complete customer profiles in your CRM \",/*#__PURE__*/e(t,{href:\"/blog/guide-to-account-based-selling/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"encourages your teams to get personal with their strategies\"})}),\". This allows your salespeople to understand the persona of each customer when pitching your product, while your marketing team can finetune campaigns for targeted audiences.\"]}),/*#__PURE__*/e(\"p\",{children:\"Customer feedback can be recorded in the system, which helps sales teams improve their sales strategies. Employees are able to track each interaction with potential customers. This information can be accessed across all departments.\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"By properly using a CRM, your company can easily improve customer experience.\"}),/*#__PURE__*/e(\"h2\",{children:\"Customer Centric Strategy\"}),/*#__PURE__*/n(\"p\",{children:[\"A \",/*#__PURE__*/e(t,{href:\"https://www.investopedia.com/terms/c/client-centric.asp\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer centric strategy\"})}),\" also referred to as client-centric, means focusing your business model on creating a great customer experience to build brand loyalty. These businesses make sure that customers remain the center of their operations. The end goal is always client satisfaction.\"]}),/*#__PURE__*/e(\"p\",{children:\"This business approach uses the theory that going above and beyond to meet customer expectations is the best way to gain repeat sales. When utilizing the customer centric strategy, the goal is to properly maintain your existing client base to ensure long-lasting relationships.\"}),/*#__PURE__*/e(\"h3\",{children:\"Benefits of a Customer Centric Strategy\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"customer centric marketing\",className:\"framer-image\",src:\"https://framerusercontent.com/images/UoqCasCCX5pqS3wVnOBU0c3D1I.png\",srcSet:\"https://framerusercontent.com/images/UoqCasCCX5pqS3wVnOBU0c3D1I.png?scale-down-to=512 512w,https://framerusercontent.com/images/UoqCasCCX5pqS3wVnOBU0c3D1I.png 800w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.business2community.com/marketing/four-characteristics-customer-centric-marketing-operations-organization-01910931\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"Focusing your sales efforts to attract loyal customers can help your business in the long run. Simply put, new customers can be hard to find. Investing in existing relationships will help boost your sales.\"}),/*#__PURE__*/e(\"p\",{children:\"Not only can it be a challenge to track down leads, but acquiring new customers is costly. Nurturing current relationships helps save your team money while selling more. The goal is to continuously provide a seamless customer experience across all of the products and services your company offers.\"}),/*#__PURE__*/e(\"h3\",{children:\"Using Your CRM for a Customer Centric Strategy\"}),/*#__PURE__*/e(\"p\",{children:\"Improving your customer experience starts internally with your sales and marketing departments. Teams should have the proper resources to successfully meet client needs.\"}),/*#__PURE__*/e(\"p\",{children:\"CRMs help streamline communication channels between teams and better your customer management practices. With easy access to contact information and the ability to track engagement with leads, staying on top of customer outreach should be a priority.\"}),/*#__PURE__*/e(\"h2\",{children:\"Implementing a Customer Centric Workflow\"}),/*#__PURE__*/n(\"p\",{children:[\"You don\u2019t have to start from ground zero to centralize your business around customer needs. Taking advantage of your CRM and other software can help you \",/*#__PURE__*/e(t,{href:\"https://hbr.org/2018/10/6-ways-to-build-a-customer-centric-culture\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"get started with a customer centric mode\"})}),\"l. There are a few key takeaways to keep in mind when using this theory:\"]}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Focus on all-hands involvement. \"}),\"To ensure your company is providing the best customer experience, get your teams on the same page. Emphasize interdepartmental communication.\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"Make sure your employees are utilizing CRM functions for efficient workflow. Provide every team with access to customer insights so they can work to improve your client relationships.\"}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Communicate with existing customers and gather valuable data. \"}),\"Understanding what your current customers like and dislike about your services provides valuable feedback for your company. Dig deep into the analytics and make sure your CRM has the most up-to-date data available for your teams.\"]}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Personalize your outreach. \"}),\"Automation is a huge help for mass outreach, even to your existing customers. Use your CRM to develop personalized email campaigns for segmented customer groups.\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"Be sure to reach out to customers at the right time. CRMs can help keep track of when to follow up by setting reminder notifications for when it's time for your next outreach.\"}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Don\u2019t be afraid of change. \"}),\"A customer centric strategy requires constant analysis of trends. The goal is to best predict your customer\u2019s needs and continually provide quality solutions. As those needs evolve, make sure you are adapting to serve your base.\"]}),/*#__PURE__*/e(\"h2\",{children:\"Automating and Integrating Your Technology\"}),/*#__PURE__*/e(\"p\",{children:\"Devoting more time to an improved customer experience is easy when you have the ability to automate parts of the process. Integrating your CRM and other technology helps improve workflow and frees up time for customer outreach.\\xa0\"}),/*#__PURE__*/n(\"p\",{children:[\"Rather than having multiple tools to get the job done, merging your technology will create efficiency within your workflow. When combined with a CRM like Hubspot or Pipedrive, \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/integrations/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Leadboxer works with your existing stack\"})}),\" to help push data where it needs to go.\\xa0\"]}),/*#__PURE__*/n(\"p\",{children:[\"When using Leadboxer, your sales and marketing teams can easily access contact information, use tools for email tracking, and manage your customer relationships from multiple platforms.\",/*#__PURE__*/e(\"br\",{}),\"Get firsthand experience with CRM integration capabilities by checking out a \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/start/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"free LeadBoxer trial\"})}),\".\"]})]});export const richText5=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/n(\"p\",{children:[\"A major priority for all sales managers should be to put their team on the path to the highest earning potential. While the art of closing a deal is natural for some, businesses must provide all their sales reps with the most up-to-date resources for success. With remote working environments and a reliance on technology for company communications, sales enablement plays a major role in developing your sales team. Even though your employees may be working from different locations, it is still the duty of managers to successfully guide teams toward one unified goal.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),\"As industries continue to navigate a post-pandemic economy, earnings from virtual selling tactics are at an all-time high. Coupled with increased work from home arrangements, sales enablement continues to be crucial for any sales department\u2019s success.\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"Despite the challenges derived from remote work in 2021, the potential to increase revenue remains extremely promising. Providing your team with support and focusing on sales enablement in 2022 will help companies thrive in the coming months.\"}),/*#__PURE__*/e(\"h2\",{children:\"What is Sales Enablement?\"}),/*#__PURE__*/n(\"p\",{children:[\"At its core, sales enablement is the process of providing sales training, coaching, enablement technology, and \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/what-is-lead-enrichment/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead enrichment data to sales and marketing teams\"})}),\" to improve performance across the board.\"]}),/*#__PURE__*/n(\"p\",{children:[\"It doesn\u2019t matter how great your top-earning sales reps are, there\u2019s almost always\",/*#__PURE__*/e(\"em\",{children:\" \"}),\"room for improvement. Sales enablement helps everyone on the team excel by teaching, motivating, and most importantly, enabling them to exceed office quotas and\",/*#__PURE__*/e(\"em\",{children:\" \"}),\"expectations.\"]}),/*#__PURE__*/e(\"h2\",{children:\"The Impacts of Virtual Working Environments\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"productivity statistics\",className:\"framer-image\",src:\"https://framerusercontent.com/images/DcW4jxjf7VfuVpea9mGHy7jFXV8.png\",srcSet:\"https://framerusercontent.com/images/DcW4jxjf7VfuVpea9mGHy7jFXV8.png?scale-down-to=512 512w,https://framerusercontent.com/images/DcW4jxjf7VfuVpea9mGHy7jFXV8.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/DcW4jxjf7VfuVpea9mGHy7jFXV8.png 1080w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://hub.uberflip.com/sales-enablement/five-essential-sales-enablement-strategies-for-remote-working\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"The COVID-19 pandemic has forced employees to remain flexible as working from home has become the new normal for many. Despite a rushed transition period into remote accommodations during early 2020, workers have successfully settled into their new environments.\"}),/*#__PURE__*/e(\"p\",{children:\"In fact, 77% of employees report higher productivity while working from the comfort of their home office. With increased engagement and focus comes the uncapped revenue potential from these eager salespeople.\"}),/*#__PURE__*/e(\"p\",{children:\"In order to reach these exciting earning levels, sales managers must be able to provide their teams with the proper resources. On the flip side, due to an ever-increasing digital world, it is important to focus on quality versus quantity when utilizing sales engagement tools.\"}),/*#__PURE__*/n(\"p\",{children:[\"According to \",/*#__PURE__*/e(\"em\",{children:\"Forbes\"}),\", globally, companies are averaging \",/*#__PURE__*/e(t,{href:\"https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2021/04/22/why-sales-enablement-is-critical-to-your-post-pandemic-growth-strategy/?sh=5f05d4862bf2\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"the use of 23 learning and engagement platforms. \"})}),\"This number has doubled since 2011, and it is very likely it will continue to increase as long as remote work continues. While sales engagement tools can play a huge role in successful conversions, \",/*#__PURE__*/e(t,{href:\"https://www.smartbrief.com/original/2021/04/how-gain-control-over-burnout-new-american-epidemic\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"overload and employee burnout\"})}),\" need to be taken into consideration.\"]}),/*#__PURE__*/e(\"h2\",{children:\"The Importance of Sales Enablement\"}),/*#__PURE__*/n(\"p\",{children:[\"Consumers today have more information and power at their fingertips than ever before. A \",/*#__PURE__*/e(t,{href:\"https://www.salesforce.com/blog/2018/08/digital-shopper-first-retail-report-research.html\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"study by Salesforce & Publicis Sapient\"})}),\" found that 87% of consumers begin their buying journey with online research. The study also found that 64% of shoppers say they feel that brands don\u2019t truly understand their individual needs and desires.\"]}),/*#__PURE__*/e(\"p\",{children:\"Brands have to work hard to personalize their approach. Therefore, selling to informed customers has become a nightmare for many in the sales game. Check out this post on how to make a brand persona to learn more.\"}),/*#__PURE__*/e(\"p\",{children:\"In order to break through and start a genuine conversation with potential buyers or clients, your sales and marketing teams need to be equipped with the most advanced resources available.\"}),/*#__PURE__*/e(\"h2\",{children:\"Four Benefits of a Sales Enablement Strategy\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"The benefits of a sales enablement strategy are vast. So long as the sales reps within the team are capable and the products or services being sold are valuable.\"}),/*#__PURE__*/e(\"h3\",{children:\"1. Better Teamwork\"}),/*#__PURE__*/e(\"p\",{children:\"Sales enablement enhances the team as a whole, not just the best sellers and not just those that need help. By implementing sales enablement strategies, companies no longer have to rely on top earners to carry the sales team.\"}),/*#__PURE__*/e(\"h3\",{children:\"2. Better Data\"}),/*#__PURE__*/n(\"p\",{children:[\"Sales enablement provides a superior framework for the collection and organization of data from engagements between reps and consumers. Data relating to pain points, customer personas, \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/intent-data/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"buyer intent\"})}),\", historic behavior, and more, all combine to help salespeople personalize each engagement.\"]}),/*#__PURE__*/e(\"h3\",{children:\"3. More Efficiency\"}),/*#__PURE__*/e(\"p\",{children:\"Better data and organization also increase team efficiency. With valuable resources at their disposal, salespeople are able to make faster data-driven decisions, decreasing the time it takes to go from prospect to client.\"}),/*#__PURE__*/e(\"h3\",{children:\"4. More Collaboration\"}),/*#__PURE__*/n(\"p\",{children:[\"Sales enablement increases collaboration between sales and marketing teams. Sales reps have to provide valuable, \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/account-based-marketing-tactics/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"personalized content to prospects\"})}),\" in order to persuade them to make the deal. The marketing team is often the source of that content. With that being said, marketing is invaluable and, in many cases, inseparable from the sales process.\"]}),/*#__PURE__*/e(\"h2\",{children:\"Fostering Team Collaboration in Remote Environments\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"sales enablement approach\",className:\"framer-image\",src:\"https://framerusercontent.com/images/3nWBSztGvTo98vlwsAtYM4aRpU.png\",srcSet:\"https://framerusercontent.com/images/3nWBSztGvTo98vlwsAtYM4aRpU.png?scale-down-to=512 512w,https://framerusercontent.com/images/3nWBSztGvTo98vlwsAtYM4aRpU.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/3nWBSztGvTo98vlwsAtYM4aRpU.png 1204w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.business2community.com/sales-management/involved-setting-sales-enablement-strategy-01867817\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"The sudden switch to remote work during 2020 caused companies to adapt their communication strategies to a digital world. Zoom happy hours and endless slack threads became the roots of establishing a virtual rapport.\"}),/*#__PURE__*/e(\"p\",{children:\"Now, continuing to navigate the challenges of working from home, teamwork remains vital for overall success in the sales industry. Cohesion through a single platform encourages collaboration and streamlines communication and project management.\"}),/*#__PURE__*/n(\"p\",{children:[\"Along with helping build your team\u2019s correspondence, utilizing single platforms with integration capabilities will help with trans-departmental conversations as well. \",/*#__PURE__*/e(t,{href:\"/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Lead generation and lead nurturing\"})}),\" practices can be kept up within the same tools as your \",/*#__PURE__*/e(t,{href:\"https://salesintel.io/blog/how-to-create-sales-funnel/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"sales funnel.\"})}),\" These combinations help keep your marketing and sales teams on the same page.\\xa0\"]}),/*#__PURE__*/e(\"h2\",{children:\"Integration of Sales Enablement Tools\"}),/*#__PURE__*/n(\"p\",{children:[\"Just as capturing a customer\u2019s attention amid the endless stream of online content has become a new challenge, so has to maintain the focus of your team during the workday. \",/*#__PURE__*/e(t,{href:\"https://www.ciodive.com/news/app-switching-enterprise-asana-report/594233/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"26% of employees feel that app overload\"})}),\" makes them more inefficient at work.\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.businesswire.com/news/home/20170918005033/en/Information-and-App-Overload-Hurts-Worker-Productivity-Focus-and-Morale-Worldwide-According-to-New-Independent-Survey\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"74% of employees have more than five apps open at once. While 16% of employees are using 15 or more apps simultaneously.\"})})}),/*#__PURE__*/n(\"p\",{children:[\"Along the same line, the average worker switches \",/*#__PURE__*/e(t,{href:\"https://www.techrepublic.com/article/employees-switch-apps-more-than-1100-times-a-day-decreasing-productivity/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"through 13 apps around 30 times per day\"})}),\". Productivity is key to closing deals, but over inundating employees with too many platforms may have adverse effects.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(t,{href:\"/blog/how-ai-empowers-sales-enablement-10-sales-ai-tools/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Automation, artificial intelligence, and digital sales platforms\"})}),\" can improve your team\u2019s workflow when implemented correctly. Finding ways to consolidate the digital clutter that your employees are clicking through can drastically save time and preserve attention spans.\"]}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Leadboxer\"})}),\" helps cut down on the number of individual apps used by your team through seamless integration with some of your most-used platforms. Through this combination, sales reps are able to find all of the necessary resources in one program.\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"Whether it's email automation, marketing campaign tracking, or data analysis, multiple sales engagement tools can be accessed from one place, hassle-free.\\xa0\"}),/*#__PURE__*/e(\"h2\",{children:\"The Importance of Better Content\"}),/*#__PURE__*/e(\"p\",{children:\"One of the most important functions of sales enablement is ensuring that your teams have the right content and that they utilize that content at the right time.\"}),/*#__PURE__*/e(\"p\",{children:\"There\u2019s a wide variety of sales enablement content, but three of the most common types are:\"}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Case studies\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Blog posts\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Emails\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Case Studies\"}),/*#__PURE__*/e(\"p\",{children:\"Case studies document real-life examples of a product or service in action. They\u2019re essentially glorified testimonials, as they help identify the struggles faced by your customers as well as solutions you bring to the table.\"}),/*#__PURE__*/e(\"p\",{children:\"They\u2019re versatile, as they can be distributed to customers to highlight the advantages of working with your products and services. They can also be distributed to sales and marketing teams to highlight consumer behavior and customer pain points.\"}),/*#__PURE__*/e(\"h3\",{children:\"Blog Posts\"}),/*#__PURE__*/n(\"p\",{children:[\"Although \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/content-marketing-strategy-swot/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"content marketing\"})}),\" and sales enablement are two different fields of study, there are some obvious applications that are worth highlighting here. Blog posts provide value to readers without asking anything in return. Not only can you build a wealth of trust and establish your brand as an authority in the industry, but you can also reveal to readers problems they didn\u2019t even know they had.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Emails\"}),/*#__PURE__*/e(\"p\",{children:\"For many brands, email is the first contact with potential customers. While this may be true, email marketing is an invaluable tool for the closing stages of a sale. It can be difficult to discern which types of emails to send and the best time to send them, but the combination of a great CRM and a great CMS will make the job much easier.\\xa0\"}),/*#__PURE__*/e(\"p\",{children:\"There are several types of emails that are perfect for the closing stages of a sale. They include:\"}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Order confirmations\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Thank you emails\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Abandoned cart emails\"})})]}),/*#__PURE__*/n(\"p\",{children:[\"Most people check their emails on a daily basis. There are several elements to a great email and \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/demand-generation-marketing-strategies-tips-and-tricks/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"demand generation marketing\"})}),\" strategy, and we won\u2019t dive into them here, but emails are personal and you can customize them in a number of ways.\"]}),/*#__PURE__*/e(\"h2\",{children:\"Continuing to Move Forward\\xa0\"}),/*#__PURE__*/n(\"p\",{children:[\"Navigating the changing landscape of the sales industry in 2021 has been a challenge for most, as well as an opportunity for uncapped growth and development. Teams who are willing to invest in the proper sales engagement tools will be set up for success as they continue to thrive in remote environments.\",/*#__PURE__*/e(\"br\",{}),\"Focusing on integration and collaboration will help your team perform at all-time highs. To get started with a cohesive platform and see the ways consolidation can improve your workflow, \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/start/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"check out Leadboxer for a free trial\"})}),\".\"]})]});export const richText6=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Creating lasting relationships and increasing conversion rates are the main goals of your customer sales cycle. The process begins with lead generation and relies heavily on successful lead nurturing to obtain the desired end result - a sale.\"}),/*#__PURE__*/n(\"p\",{children:[\"Putting increased time and effort into your marketing and sales process means your client relationships will benefit. Ultimately, your company will begin to see a higher return on investment (ROI) on its efforts. Jack Born, the creator of Deadline Funnel, \",/*#__PURE__*/e(t,{href:\"https://growthmarketingtoolbox.com/deadline-funnel-jack-born/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"speaks about the many ways lead nurturing\"})}),\" plays a role in successful conversion rates.\"]}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"In 2022, walking leads through the sales process means navigating an increasingly digitized world. Timeless tactics like \",/*#__PURE__*/e(t,{href:\"/blog/how-to-cold-call-effectively/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"cold calling\"})}),\" are great ways to cultivate leads. Although utilizing newer tools like data automation and content creation can improve your \",/*#__PURE__*/e(t,{href:\"https://searchcustomerexperience.techtarget.com/definition/Customer-Life-Cycle\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer lifecycle.\"})}),\"\\xa0\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Incorporating AI software alongside tactics like \",/*#__PURE__*/e(t,{href:\"https://docs.leadboxer.com/article/144-getting-started\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"audience segmentation\"})}),\" and targeted messaging are the first steps to take for creating competitive marketing campaigns.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"To learn more, read on or jump ahead to these sections:\"})]});export const richText7=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Using Automated Messaging\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"automated messaging\",className:\"framer-image\",src:\"https://framerusercontent.com/images/GwImMB68HyPgTaaGs3DVI2wkgY.png\",srcSet:\"https://framerusercontent.com/images/GwImMB68HyPgTaaGs3DVI2wkgY.png?scale-down-to=512 512w,https://framerusercontent.com/images/GwImMB68HyPgTaaGs3DVI2wkgY.png 777w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.marketingprofs.com/charts/2021/44308/the-most-important-email-marketing-optimizations\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/n(\"p\",{children:[\"Born also points out that in this current time of endless content streams, maintaining \",/*#__PURE__*/e(t,{href:\"https://info.zimmermarketing.com/blog/why-top-of-mind-awareness-is-more-valuable-than-aided-awareness\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"top-of-mind\"})}),\" awareness with your leads is crucial to nurturing client relationships. On the flip side, successful digital communication relies on avoiding repetitive and irrelevant content to reduce the clutter in a prospect\u2019s inbox.\"]}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Marketing sequences require time and resources. Utilizing automated messaging can help alleviate these burdens. Automation allows your team to accurately target customers with \",/*#__PURE__*/e(t,{href:\"/blog/inbound-vs-outbound-marketing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"informative content\"})}),\". It can help them make decisions throughout their sales journey.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Segmenting your leads will help improve your focused marketing and lead to high engagement rates. The immediate goal of your campaigns should be prospect interaction with your brand, rather than just a sales conversion. This helps get leads excited about your product. Also gives them the tools to explore the ways you can help them.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Through lead segmentation, \",/*#__PURE__*/e(t,{href:\"https://www.activecampaign.com/customer-marketing/predictive-content\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"specific content should be directed to customer groups\"})}),\" based on their needs, buying habits, and customer profiles. Separating your outreach will help potential clients understand the distinct value of your product in relation to their unique business.\\xa0\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Automated messaging allows content to be sent across multiple channels to reach audiences on different platforms. Data collected by these automated campaigns will also help improve your return on investment (ROI) since money spent on engagement will lead to higher sales conversions. \",/*#__PURE__*/e(t,{href:\"https://venturebeat.com/2015/05/05/marketing-automation-best-bets-80-of-companies-increase-leads-77-increase-conversions/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"80% of users saw the number of leads increase when automation tactics were employed.\"})})]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"This technology tracks important data like email open rates, click through rates, and \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/customer-engagement-strategy/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer engagement\"})}),\" with promotional content. For example, you will be able to see when a customer fills out a form through your campaign. This allows you to move them into the next stage of the sales process.\\xa0\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})})]}),/*#__PURE__*/e(\"h2\",{children:\"Timing Your Marketing Campaigns for Lead Nurturing\"}),/*#__PURE__*/n(\"p\",{children:[\"Born stresses the fact that perfecting the art of segmentation is just one small step in utilizing automated messaging to its fullest potential. Understanding how crucial timing is for your outreach can help \",/*#__PURE__*/e(t,{href:\"/blog/improve-free-trial-to-paid-signup/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"improve your conversion\"})}),\" rates.\"]}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"One of the biggest benefits to automated messaging is being able to ensure leads don\u2019t run cold. Your chances of landing a sale are a lot higher if you contact a lead when you can offer a solution to their current problem. By being able to schedule \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/sales-follow-up-process/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"sales follow-up sequences\"})}),\", clients will be reminded of your product when their needs are high.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Data analysis allows AI software to track a lead\u2019s activity and engagement throughout the day to \",/*#__PURE__*/e(t,{href:\"https://blog.hubspot.com/marketing/best-time-to-send-email\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"determine the best time to hit send on your campaign. \"})}),\"By having a deep understanding of your client\u2019s schedule, automated messaging helps increase engagement rates. It happens by delivering your content at the ideal hour for interaction.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Predictive sending takes the guesswork out of your \",/*#__PURE__*/e(t,{href:\"/blog/lead-nurturing-email-content/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"email lead nurturing campaigns\"})}),\". This means your team can focus on creating informative content while technology handles the rest. \",/*#__PURE__*/e(t,{href:\"/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Nurturing leads\"})}),\" with targeted messaging sent at their peak activity times will help avoid the sales funnel leakage. It commonly occurs with infrequent contact.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})})]}),/*#__PURE__*/e(\"h2\",{children:\"Authenticity in a Digital World\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"types of content b2b marketers use\",className:\"framer-image\",src:\"https://framerusercontent.com/images/9aWsTm92PC5JkwtYrbwMSB9TYkI.png\",srcSet:\"https://framerusercontent.com/images/9aWsTm92PC5JkwtYrbwMSB9TYkI.png?scale-down-to=512 512w,https://framerusercontent.com/images/9aWsTm92PC5JkwtYrbwMSB9TYkI.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/9aWsTm92PC5JkwtYrbwMSB9TYkI.png 1245w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.outbrain.com/blog/b2b-content-marketing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/n(\"p\",{children:[\"Your content quality directly affects your credibility. No matter how big or small a role it plays in the marketing plan. It is crucial for your brand\u2019s success to remain authentic when utilizing automation.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),\"While technology helps maximize your outreach, nothing can replace genuine human connection. This means your \",/*#__PURE__*/e(t,{href:\"/blog/demand-generation-marketing-strategies-tips-and-tricks/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"marketing strategy\"})}),\" needs to be driven toward providing relevant information that starts a conversation with your prospects.\"]}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Avoid creating a bad reputation for cluttering inboxes with fluff emails. The goal of automated messaging is to successfully nurture leads by \",/*#__PURE__*/e(t,{href:\"https://www.forbes.com/sites/forbesbusinesscouncil/2021/06/22/3-simple-tips-for-communicating-with-clients/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"effectively communicating with clients\"})}),\". And not to alienate them with a constant barrage of meaningless spam. When used correctly, automation helps boost your brand by sharing relevant, informative content with your prospects.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Another key component to increasing your credibility is ensuring automation does not remove the ability for conversation. Sequences, like email campaigns and deadline messages, often come in automatic waves across multiple days to spread awareness. Make sure your team is still available for contact if leads want to speak with a representative directly. Rather than relying solely on the scheduled follow-up emails.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Automation is meant to supplement your marketing efforts. Your sales team should still be putting in the effort to \",/*#__PURE__*/e(t,{href:\"https://www.inc.com/amy-balliett/4-strategies-for-building-long-term-client-relationships.html\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"cultivate strong client relationships\"})}),\" alongside your digital campaigns.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})})]}),/*#__PURE__*/e(\"h2\",{children:\"Evaluate Your Pricing Models\"}),/*#__PURE__*/e(\"p\",{children:\"In order to make a sale, you need to drive traffic to your website to generate leads for cultivation. So, what does this traffic see when they visit your site? Most companies are going to be looking at your product and what type of solution it offers. But they are also going to focus on pricing.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"tactical triangle\",className:\"framer-image\",src:\"https://framerusercontent.com/images/gLKlZhamBPoX6ik6f1oFeMLrcug.png\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.perrymarshall.com/2100/tactical-triangle/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(\"br\",{}),\"As Jack Born has sketched out, there is a \",/*#__PURE__*/e(t,{href:\"https://www.perrymarshall.com/2100/tactical-triangle/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Tactical Triangle\"})}),\" that can help your team evaluate your prices. As well as understand the lifetime value of your client. Simply put, the model explains how it is necessary to work backward to land a sale while understanding the moving economics of your campaigns.\"]}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"https://marketing-insider.eu/overview-of-pricing-strategies/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Pricing models\"})}),\" are an aspect that should constantly be evaluated. The most effective way to come up with prices for your product includes working off customer personas, using correct metrics, and listening to your customers.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Proper presentation is crucial for relaying your prices to clients. Are you offering one price or are there multiple price points for leads to contemplate?\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Ideally, you will want a price point for each level of the \",/*#__PURE__*/e(t,{href:\"http://www.cmswire.com/digital-marketing/how-to-create-customer-personas/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer persona\"})}),\". This ensures web traffic will not be overwhelmed with your options. Plus, automated messaging can target specific groups with product promotions at the correct tier.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Another aspect to keep in mind when evaluating your models is the amount it costs to drive this traffic to your site. You\u2019ll want to see a higher ROI on your marketing efforts. So prices need to be set accordingly, based on the amount spent to \",/*#__PURE__*/e(t,{href:\"/blog/generate-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"generate and nurture leads\"})}),\".\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})})]}),/*#__PURE__*/e(\"h2\",{children:\"Utilizing Order Bumps to Increase Engagement\"}),/*#__PURE__*/e(\"p\",{children:\"Staying competitive means more than just evaluating your pricing and offering deadline deals. Working with an order bump strategy can lead to higher conversion rates and bring in more overall revenue.\\xa0\"}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"This doesn\u2019t have to be something that requires resources to create. But rather an automated offer to help increase sales among well-qualified leads. If a customer is already committed to the purchase, \",/*#__PURE__*/e(t,{href:\"https://paykickstart.com/order-bumps-dramatically-impact-conversion-rates/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"offering an order bump such as an upgrade\"})}),\" from the basic to professional plan, can be an easy way to maximize the sale.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/n(\"p\",{children:[\"Using this tactic helps your lead take more time to think about your product and the benefits it can provide. Since this happens close to the end of the sales cycle, you can feel confident that a lead has already seen the value in the purchase. By offering a bump at checkout, the client may go ahead and make the switch to a higher price without feeling like the process was too pushy.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]})})]}),/*#__PURE__*/e(\"h2\",{children:\"Extending Customer Life Cycles for Lead Nurturing\"}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"https://blog.hubspot.com/service/how-to-calculate-customer-lifetime-value\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Determining your customer lifetime value (CLTV)\"})}),\" can help your business successfully retain valuable clients. The CLTV also works hand-in-hand with the \",/*#__PURE__*/e(t,{href:\"/blog/customer-acquisition-costs/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer acquisition cost\"})}),\" (CAC) to illustrate the timeline needed to recover the investment spent to generate leads.\"]}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The CLTV can be found by evaluating the amount of revenue brought in by a client in addition to the predicted length of the relationship. This metric is crucial to creating a customer retention solution, as well as company budgeting. It also allows your team to analyze the ways in which these customer life cycles can be extended.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Lead nurturing is the first step in building a customer life cycle. This process should continue past the initial sale. Client relationships will improve when you actively listen to their onboarding experiences, provide frequent check-ins about your product, and incentivize repeat purchases.\"})})]}),/*#__PURE__*/n(\"p\",{children:[\"To experience how LeadBoxer can help you nurture leads into successful sales through the website and email tracking, lead segmentation, and marketing campaign tracking, get started with a \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/start/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"free Leadboxer tria\"})}),\"l today!\"]})]});export const richText8=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Marketing campaigns play a huge role in creating higher sales conversions. These tactics are the ways your company and brand are being introduced to potential customers. While effective marketing strategies can be based on multiple factors, focusing your messages on creating sales urgency within customers can help boost sales.\"}),/*#__PURE__*/n(\"p\",{children:[\"Jack Born, the technical founder of \",/*#__PURE__*/e(t,{href:\"https://www.deadlinefunnel.com/?lmref=H9z-hA\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Deadline Funnel\"})}),\", speaks about \",/*#__PURE__*/e(t,{href:\"https://growthmarketingtoolbox.com/deadline-funnel-jack-born/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"how he developed a solution that nurtures leads\"})}),\" and increases engagement. Through the implementation of a deadline strategy, Born helps companies understand the importance of authentic offers.\"]}),/*#__PURE__*/n(\"p\",{children:[\"In a world of constant digital interaction and never-ending streams of \",/*#__PURE__*/e(t,{href:\"/blog/promote-content/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"promotional content\"})}),\", success comes from making a genuine human connection with leads. Tapping into universal human experiences, such as procrastination and the fear of missing out, sales urgency works to motivate prospects into action.\"]}),/*#__PURE__*/e(\"h2\",{children:\"Increasing Sales Conversions Through Marketing Tactics\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"increasing sales conversions through marketing tactics\",className:\"framer-image\",src:\"https://framerusercontent.com/images/TR6wMa5KuFVA5QJhhXT9IACzdw.png\",srcSet:\"https://framerusercontent.com/images/TR6wMa5KuFVA5QJhhXT9IACzdw.png?scale-down-to=512 512w,https://framerusercontent.com/images/TR6wMa5KuFVA5QJhhXT9IACzdw.png 1024w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.digitalempires.co/evergreen-sales-funnel/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/n(\"p\",{children:[\"Digital content has become the new normal for marketing. Customers have the ability to see constant advertisements through social media and email messaging. Because of these trends, successful marketing campaigns rely on calls to action to \",/*#__PURE__*/e(t,{href:\"/blog/customer-engagement-strategies/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"engage customers\"})}),\".\"]}),/*#__PURE__*/e(\"p\",{children:\"Email lead generation relies on participation to score and nurture leads. Once a prospective lead is identified through web traffic or other means, focus on introducing your product and providing tangible ways to interact with your brand.\"}),/*#__PURE__*/n(\"p\",{children:[\"Using persuasion in your messaging is a \",/*#__PURE__*/e(t,{href:\"https://www.forbes.com/sites/forbesagencycouncil/2018/09/24/the-proper-way-to-create-a-sense-of-urgency-for-higher-conversion-rates/?sh=a2f1b7013129\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"way to create urgency\"})}),\" among potential clients. When your content only pertains to your product but doesn\u2019t give clear steps for engagement, customers are likely to scroll past. Providing a reason to interact with your brand will persuade leads to learn more.\"]}),/*#__PURE__*/e(\"p\",{children:\"Your marketing team has the ability to convince customers to try your product through their communication. It\u2019s human nature to hit snooze on products that provide future benefit when there isn\u2019t messaging demonstrating ways your company can make a difference now. For example, providing special bonus offers or free trials are clear ways potential clients can engage with your content.\"}),/*#__PURE__*/e(\"p\",{children:\"Another way to add sales urgency to your campaigns is to utilize deadlines. When potential leads are on the fence about your product, deadlines help push candidates towards a decision. These types of campaigns play a role in creating a steady sales funnel throughout the year, rather than just during promotional periods.\"}),/*#__PURE__*/e(\"p\",{children:\"If you are constantly providing ways leads can interact with your brand now, they most likely will engage rather than putting it off until a later date.\"}),/*#__PURE__*/e(\"h2\",{children:\"The Importance of Reaching Your Target Audience\"}),/*#__PURE__*/e(\"p\",{children:\"Creating content takes time and resources, but it is important to put in the effort to customize your campaigns for different audiences. Although you are promoting your unified brand, each of your clients may be at a different place in the cycle, with unique perspectives about your product.\"}),/*#__PURE__*/n(\"p\",{children:[\"The goal of your \",/*#__PURE__*/e(t,{href:\"/blog/account-based-marketing-tactics/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"marketing tactics\"})}),\" should be to reach as many customers as possible with the tailored messages. This means segmenting your \",/*#__PURE__*/e(t,{href:\"/blog/build-strong-email-list/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"email lists\"})}),\" and utilizing different emails for each base. \",/*#__PURE__*/e(t,{href:\"https://www.activecampaign.com/marketing-automation/dynamic-content\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Targeted campaigns increase engagement\"})}),\" because customers feel as if the content you\u2019ve provided is valuable and specific to their needs.\"]}),/*#__PURE__*/n(\"p\",{children:[\"It is crucial to understand your sales pipeline, as well as the \",/*#__PURE__*/e(t,{href:\"/blog/customer-journey-map/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer journey\"})}),\", to successfully segment leads. Digging into the data your team has will help map out which customers need to hear certain messages. This will help direct your emails to the right inboxes at the correct time.\"]}),/*#__PURE__*/e(\"p\",{children:\"Creativity from your marketing team will fuel prospect engagement. Focus on producing dynamic content for each segment of leads. Make sure to create appropriate content based on the different stages for customers, which should provide tangible action items for prospects to engage with.\"}),/*#__PURE__*/e(\"p\",{children:\"These emails can be as simple as having different versions of the same promotional incentives. Your marketing team can work to pinpoint the different customer personas of your clients, as well as their engagement patterns. This strategy will help each campaign reach its targeted demographic.\"}),/*#__PURE__*/n(\"p\",{children:[\"While customization can seem like a hefty undertaking, there are ways to do it without wasting time or resources.\\xa0 Use automation to \",/*#__PURE__*/e(t,{href:\"https://www.activecampaign.com/marketing-automation/dynamic-content\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"swap out images and copy text\"})}),\" to tailor to specific customer data. Include automated pop-ups or recommendations on your website to provide valuable insight when prospects engage with certain pages.\"]}),/*#__PURE__*/e(\"h2\",{children:\"Using Automation Effectively in Marketing Efforts\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"evergreen email sequence plus special offer\",className:\"framer-image\",src:\"https://framerusercontent.com/images/KcVJCNkhCMf2l8RMfKvWweiMc.png\",srcSet:\"https://framerusercontent.com/images/KcVJCNkhCMf2l8RMfKvWweiMc.png?scale-down-to=512 512w,https://framerusercontent.com/images/KcVJCNkhCMf2l8RMfKvWweiMc.png 800w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.deadlinefunnel.com/learn/how-deadline-funnel-works\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"Utilizing automation helps streamline your marketing communication with prospects. This allows you to focus on promoting your brand while allowing automation to do the heavy lifting. Taking advantage of this technology allows you to send automatic welcome emails, track engagement across platforms, and segment your prospects.\"}),/*#__PURE__*/n(\"p\",{children:[\"Effectively automating your marketing cycle means you are using platforms to help \",/*#__PURE__*/e(t,{href:\"/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"nurture leads\"})}),\", score leads, and walk clients through the customer journey. For example, automation can send follow-up messages when prospects interact with your website to help nurture the relationship.\"]}),/*#__PURE__*/e(\"p\",{children:\"Avoiding leakage from your sales pipeline helps increase your conversion rates. Automation ensures that consistent messaging is being sent to leads, so they don\u2019t go cold. This is a huge help for businesses that want to continue establishing strong relationships with their customers.\"}),/*#__PURE__*/e(\"p\",{children:\"Automation focuses on passive marketing, which allows prospects to hear about your brand in ways other than live launches. When your company doesn\u2019t have any product updates to share, sales funnels may seem smaller than usual. Avoiding these dry times by implementing automated campaigns will help build out your pipelines.\"}),/*#__PURE__*/n(\"p\",{children:[\"An \",/*#__PURE__*/e(t,{href:\"https://growthlab.com/evergreen-funnel/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"evergreen funnel\"})}),\" works to gain your business passive profit through automated engagement. This works by enticing the lead to become a buyer through content-driven messaging at the beginning of their journey.\"]}),/*#__PURE__*/e(\"p\",{children:\"The goal of these tactics is not limited to an immediate conversion. Evergreen funnels may be a long game strategy, as they work hard to push for brand engagement that will eventually convert to sales.\"}),/*#__PURE__*/e(\"h3\",{children:\"Using the Deadline Tactic in Your Messaging\"}),/*#__PURE__*/n(\"p\",{children:[\"Furthering this marketing tactic, the deadline, or countdown, funnel is an add-on that \",/*#__PURE__*/e(t,{href:\"https://www.smartinsights.com/digital-marketing-strategy/psychology-urgency-9-ways-drive-conversions/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"leans into the idea of urgency\"})}),\". Prospective customers receive dozens of promotional emails per day. Capitalizing on your digital real estate within a lead\u2019s inbox will allow for the successful implementation of a special offer.\"]}),/*#__PURE__*/e(\"p\",{children:\"This is where your call-to-action will start. Whether it\u2019s a free download, promotional code, or even a limited-time discount, the key is having a real deadline in place. This allows you to create a timeline of communication that introduces your offer and entices prospects into engagement over a period of a few days.\"}),/*#__PURE__*/e(\"p\",{children:\"Authentic deadlines should be created through the personalization of the unique customer journey. By using tracking points, your email campaigns will tailor to each lead and automatically generate content that relates to their place in the sales funnel.\"}),/*#__PURE__*/e(\"p\",{children:\"Deadlines work to help your sales team avoid the stress of a lead going cold. Once a prospect is discovered by your team, this tactic will help illustrate the importance of swift action. The quicker a potential customer interacts with your brand, the quicker your sales team will be able to begin the lead nurturing process.\"}),/*#__PURE__*/e(\"h3\",{children:\"The 5-Day Sequence\"}),/*#__PURE__*/n(\"p\",{children:[\"One successful series of implementation can be found by trying the \",/*#__PURE__*/e(t,{href:\"https://growthlab.com/evergreen-funnel/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"5-day sequence\"})}),\". This campaign will consist of five or more emails spread across five days to nudge potential clients into engagement.\"]}),/*#__PURE__*/e(\"p\",{children:\"Your first two emails will be the beginning of brand awareness. These first contact points will aim to provide value to the recipient as well as insight into your product. The third email will be a hybrid of value and promotion, as it transitions into a call-to-action. This will serve as the first introduction to the offer and the deadline.\"}),/*#__PURE__*/e(\"p\",{children:\"The final two emails work to sell the offer and convince your prospect to take the leap. Sales urgency remains a vital characteristic at this stage of marketing communications. By highlighting the impending deadline, scarcity is also shown to the prospect. This tactic helps motivate the lead to act, as they won\u2019t want to miss out on the valuable deal.\"}),/*#__PURE__*/e(\"h2\",{children:\"Finding Balance Between Being Pushy & Creating Sales Urgency\"}),/*#__PURE__*/e(\"p\",{children:\"Why do these tactics work? Human nature leans towards procrastination. Even the best workers can admit to being guilty of occasionally putting tasks off to a later date. By using incentivization, you are helping clients move along through their customer journey.\"}),/*#__PURE__*/e(\"p\",{children:\"These strategies speak to the human need for timelines and the fear of missing an important offer. By giving a deadline, you can motivate prospective customers who may be facing hesitations to engage with your product, as well as rule out ones who aren\u2019t worth your time.\"}),/*#__PURE__*/e(\"p\",{children:\"Finding a balance between sales urgency and pushiness is a key component to successfully mastering this marketing strategy. One of the most common mistakes is emphasizing the deadline too soon.\"}),/*#__PURE__*/e(\"p\",{children:\"When applied too early, the urgency created can come off as inauthentic or even gimmicky. Avoiding the desperate salesman look and focusing on tactfully introducing the timeline can help boost your credibility with leads.\"}),/*#__PURE__*/e(\"p\",{children:\"Born recommends emphasizing the promotion deadline in the last 48 hours of the campaign. This can be done with three final emails to help nudge the prospect into action.\"}),/*#__PURE__*/n(\"p\",{children:[\"Discover the many ways \",/*#__PURE__*/e(t,{href:\"/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"LeadBoxer\"})}),\" can help you increase the effectiveness of your efforts to create urgency in sales today.\"]})]});export const richText9=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/n(\"p\",{children:[\"Chasing a warm lead is the best way to expand your business and maximize your sales pipeline, but what do you do once the lead runs cold? While there are many reasons prospects may not work out, it is always possible to revive the relationship. If you plan on reviving old sales leads or creating \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/creating-sales-urgency\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"urgency in sales\"})}),\", it is best to have a strategy before jumping back into the sales conversation. Understanding your lead cycle and focusing on trigger events can help determine when is the best time to reach back out to a prospective customer.\"]}),/*#__PURE__*/e(\"p\",{children:\"To learn more, read on or jump ahead to these sections: \"})]});export const richText10=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"What is the Sales Lead Life Cycle?\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"sales lead life cycle\",className:\"framer-image\",src:\"https://framerusercontent.com/images/o4s6aEnhY9RBLNt46FYUMeQEs.png\",srcSet:\"https://framerusercontent.com/images/o4s6aEnhY9RBLNt46FYUMeQEs.png?scale-down-to=512 512w,https://framerusercontent.com/images/o4s6aEnhY9RBLNt46FYUMeQEs.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/o4s6aEnhY9RBLNt46FYUMeQEs.png 1600w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(t,{href:\"https://www.trewmarketing.com/smartmarketingblog/what-is-a-lead-conversion-funnel-and-why-your-company-should-have-one\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/n(\"p\",{children:[\"Each prospect goes through the \",/*#__PURE__*/e(t,{href:\"https://www.hq-digital.com/blog/mapping-your-sales-process-101-hubspot-lifecycle-stages-lead-statuses-and-deal-stages\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"sales lead life cycle\"})}),\" before your team is able to determine the customer\u2019s status within your pipeline. Some leads may go through the cycle quicker than others. Understanding the process will help your marketing and sales team properly nurture these relationships.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Web Traffic and Subscribers\"}),/*#__PURE__*/e(\"p\",{children:\"To create a lead, your business must come into contact with prospects. This can happen in many ways including cold outreach, website traffic, or email subscribers. Think of this as the first introduction to your brand.\"}),/*#__PURE__*/e(\"p\",{children:\"During this stage, most customers are doing their research to determine if there is a product that will help solve the problems they are facing. To get these prospects to the next stage, your goal should be to provide light content that will create interest in interacting with your product.\"}),/*#__PURE__*/e(\"h3\",{children:\"Prospective Lead\"}),/*#__PURE__*/e(\"p\",{children:\"In the next part of the cycle, your web traffic becomes prospective leads. This means the customer status has not been determined yet, but they have interacted with your brand. A customer can typically be moved to this stage once they have provided your team with additional contact information or filled out a website interest form.\"}),/*#__PURE__*/e(\"h3\",{children:\"Marketing Qualified Lead\"}),/*#__PURE__*/n(\"p\",{children:[\"Commonly referred to as MQLs, these are the \",/*#__PURE__*/e(t,{href:\"/blog/customer-engagement-strategy/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customers that are readily engaged\"})}),\" in your product. They have determined there is a need in their company, and your brand is on their list of solutions.\"]}),/*#__PURE__*/e(\"p\",{children:\"Your team should have determined trigger points for this stage. For example, if a customer visits your product page a certain amount of times in a week, requests a demo, or downloads a promotional offer.\"}),/*#__PURE__*/e(\"h3\",{children:\"Sales Qualified Lead\"}),/*#__PURE__*/e(\"p\",{children:\"Once a prospect has become an MQL, the next stage will be determining if they are a Sales Qualified Lead (SQL). These are the leads your sales team has decided are ready for direct follow-ups about your product.\"}),/*#__PURE__*/e(\"p\",{children:\"When a prospect is in the MQL stage, your marketing team should be directly introducing your product as a viable solution. Once the lead is handed to your sales team, it should be ready for warm contact from a salesperson.\"}),/*#__PURE__*/e(\"h3\",{children:\"Customer\"}),/*#__PURE__*/n(\"p\",{children:[\"After an SQL has been identified, the lead becomes a customer once the product has been purchased. The goal of your sales life cycle is to have high conversion rates from traffic to customer. Not every lead will make it to the customer stage, but this will help you determine which old prospects in your pipeline can be recycled and potentially revived.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"Determining the Status of a Lead\"}),/*#__PURE__*/e(\"p\",{children:\"Accurately deciding where a lead falls in your pipeline is crucial to a successful sales cycle. The status of a lead plays a huge role in your sales and marketing efforts. To ensure time and resources aren\u2019t being wasted, you\u2019ll want a smooth process for qualifying leads.\"}),/*#__PURE__*/n(\"p\",{children:[\"Known commonly as \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/lead-qualification/#How%20to%20Qualify%20a%20Sales%20Leads%20Using%20Lead%20Scoring\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead scoring\"})}),\", the beginning of this process will help your team decide which prospects are sales-ready. With this strategy, points are assigned based on a list of factors. These include the buyer profile, company information, and online behavior.\"]}),/*#__PURE__*/n(\"p\",{children:[\"By using these traits to score your leads, your team will have an accurate understanding of each prospect. This helps to gauge interest in your brand, so your sales team knows where their efforts are best directed.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"Teleprospecting Old Leads\"}),/*#__PURE__*/n(\"p\",{children:[\"Before jumping into the importance of this strategy, let\u2019s \",/*#__PURE__*/e(t,{href:\"https://www.business2community.com/marketing/whats-the-difference-between-teleprospecting-and-telemarketing-0524239#:~:text=Teleprospecting%20is%20a%20complex%20function,right%20fit%20for%20their%20product.\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"define the role of teleprospecting \"})}),\"in the sales cycle. Typically done by an inside sales rep, teleprospecting engages with leads through cold and \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/understanding-warm-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"warm contact\"})}),\" to determine their status in your pipeline.\"]}),/*#__PURE__*/e(\"p\",{children:\"As discussed earlier, not every lead will complete your sales cycle. This means your company may have a list of old leads with the potential to be revisited. Your team won\u2019t want to waste their resources on leads that cannot benefit from your product, so this is where teleprospecting can help.\"}),/*#__PURE__*/e(\"p\",{children:\"If a prospect has gone cold but is already aware of your brand, the relationship may be revived when the time is right. Businesses are constantly changing, and telepropsectors can help determine when a lead is ready for contact again.\"}),/*#__PURE__*/e(\"p\",{children:\"Teleprospecting should be done when an old lead goes through major changes as a company, or if they have requested you reach out at a later date. Your teleprospecting efforts should keep track of any leads that mention future interest, so you can circle back at the right time.\"}),/*#__PURE__*/n(\"p\",{children:[\"When employing this strategy, it is important to \",/*#__PURE__*/e(t,{href:\"https://sherpablog.marketingsherpa.com/online-marketing/b2b-tele-prospecting-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"avoid overwhelming a potential customer\"})}),\". Your teleprospectors should approach each conversation as a check-in, rather than a sales opportunity. This will help accurately determine where the customer is in dealing with their issue without seeming too pushy.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"The Importance of Lead Recycling\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"the importance of lead recycling\",className:\"framer-image\",src:\"https://framerusercontent.com/images/EUofNWLjnT6P0aG0KYC1BzKgU.png\",srcSet:\"https://framerusercontent.com/images/EUofNWLjnT6P0aG0KYC1BzKgU.png?scale-down-to=512 512w,https://framerusercontent.com/images/EUofNWLjnT6P0aG0KYC1BzKgU.png 1000w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(t,{href:\"https://www.moiravandenakker.com/blog/b2b-lead-lifecycle-101\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"Ideally, your sales team will want to have the highest conversion rate possible, with very little leakage from the pipeline. However, every salesperson knows how much effort goes into the early stages of the cycle just for the leads to drop off throughout the cycle.\"}),/*#__PURE__*/n(\"p\",{children:[\"Rather than casting aside and giving up on leads gone cold, your business can reuse leads to optimize the pipeline and increase the conversion numbers. \",/*#__PURE__*/e(t,{href:\"https://www.g2msolutions.com.au/blog/bid/105214/The-Green-B2B-Marketing-Solution-Lead-Recycling\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Recycling leads\"})}),\" can play a huge role in the success of your sales team.\"]}),/*#__PURE__*/e(\"p\",{children:\"The best way to start the recycling process is to continue to send relevant content to passive leads. Avoid filling their inbox with useless clutter, but make sure to share occasional emails about your product. The lead was originally in your pipeline because they had a problem and your product offered a solution, so continued communication can help nurture the relationship.\"}),/*#__PURE__*/e(\"p\",{children:\"Pay attention to engagement from these leads. Are they opening your emails, engaging with your website, or filling out website forms? If so, try to use teleprospecting efforts to determine their interest.\"}),/*#__PURE__*/n(\"p\",{children:[\"Once your team identifies whether a lead is ready to re-engage, add them back into your pipeline and continue with them through the sales process. By recycling these leads, your sales conversion rate may increase and you will begin to see a higher return on investment (ROI) on your pipeline.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"Reviving Old Sales Leads\"}),/*#__PURE__*/e(\"p\",{children:\"One way to approach initiating outreach to old leads is following company trigger events. These occur when a potential customer goes through big changes, which means they may be ready to utilize your product now.\"}),/*#__PURE__*/n(\"p\",{children:[\"Timing is crucial when it comes to completing a sale, so understanding what your leads are experiencing can help your sales team maximize their efforts. A \",/*#__PURE__*/e(t,{href:\"https://www.axongarside.com/blog/24-trigger-events-for-b2b-lead-generation\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"trigger event\"})}),\" is an event that provides an opening for a sales opportunity.\"]}),/*#__PURE__*/e(\"p\",{children:\"The key to reviving old sales leads after a trigger event is knowing when the event occurred and reaching out during the right timeline. Tracking major trigger events in potential customers can help you restart the conversation around your product.\"}),/*#__PURE__*/e(\"p\",{children:\"For example, pay attention to when new executives get added to your old leads. Typically, new leadership will want to maximize efficiency without concern for company tradition, so discovering new solutions will be on the table. You can keep tabs on these types of changes through LinkedIn or press releases.\"}),/*#__PURE__*/n(\"p\",{children:[\"Another trigger event could be company expansion or a merger. If a prospect is growing, problems may become more apparent within their workflow, so you\u2019ll want to reach out with the solution.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"Additional Strategies For Re-engaging Leads\"}),/*#__PURE__*/n(\"p\",{children:[\"In addition to trigger events, there are many other \",/*#__PURE__*/e(t,{href:\"https://www.saleshacker.com/re-engage-old-sales-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"strategies for reconnecting with past leads.\"})}),\" As the business world continues to dive deeper into the digital realm, social media has become an invaluable tool for sales teams.\"]}),/*#__PURE__*/e(\"p\",{children:\"Utilizing LinkedIn and other social media can help your teams reviving old sales leads, as well as provide the opportunity to reignite the conversation. If you see major changes happening within a prospect on LinkedIn, use it to your advantage and reach out. Use the conversation as an opportunity to provide a solution to problems the business may be facing.\"}),/*#__PURE__*/n(\"p\",{children:[\"Rekindle \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/warm-leads-better-than-cold-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"warm leads\"})}),\" through your content. If you feel like your product may be a good fit for a lead, send them a guide or invite them to a webinar. This helps your team demonstrate the value of your product without seeming overly pushy.\"]}),/*#__PURE__*/e(\"p\",{children:\"Make sure to keep past conversations in mind. One mistake to avoid is approaching re-engagement as a new lead. These prospects are familiar with your brand, and you should treat the conversation as such. Remind them of your past interactions, and if needed, show the ways your product has improved.\"})]});export const richText11=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Learn how to properly identify the different lead types and determine your sales lead temperature in this ultimate guide.\"}),/*#__PURE__*/e(\"p\",{children:\"Have you ever played a game where you hide something and give clues like \u201Cgetting hotter\u201D or \u201Cgetting colder\u201D until the person eventually finds it? Working with and nurturing leads is kind of like that.\"}),/*#__PURE__*/n(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The warmer a lead, the closer they are to buying.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"If a prospect is cold, it means you need to keep providing the lead with information until they are ready to buy.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"It isn\u2019t always easy to recognize the signs indicating which lead type you\u2019re dealing with, which is why we created this guide.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Keep reading to learn how to rate each sales lead temperature and how the right lead scoring system helps you correctly categorize all of your leads.\"}),/*#__PURE__*/e(\"p\",{children:\"You can also choose to \u201Cjump ahead\u201D to the following subtopics:\"})]});export const richText12=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"What Are the Different Sales Lead Temperature?\"}),/*#__PURE__*/n(\"p\",{children:[\"A \",/*#__PURE__*/e(t,{href:\"/blog/definition-of-a-sales-lead/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"sales lead\"})}),\" is someone who is in the market for your service or product. This person fits your criteria for \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/lead-generation-versus-prospecting/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"being an ideal client\"})}),\" and would benefit from what your company offers.\"]}),/*#__PURE__*/e(\"p\",{children:\"These lead types are segmented into three major categories:\"}),/*#__PURE__*/n(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Cold lead\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"/blog/warm-leads-better-than-cold-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Warm lead\"})})})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Hot Lead\"})})]}),/*#__PURE__*/e(\"img\",{alt:\"cold, warm and hot leads\",className:\"framer-image\",src:\"https://framerusercontent.com/images/DQmMCocDHQgXbd7sGtSnAQ8B0.png\",srcSet:\"https://framerusercontent.com/images/DQmMCocDHQgXbd7sGtSnAQ8B0.png?scale-down-to=512 512w,https://framerusercontent.com/images/DQmMCocDHQgXbd7sGtSnAQ8B0.png 760w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/understanding-warm-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"p\",{children:\"The ability to recognize sales lead temperature is essential for establishing where leads are in the funnel. This information aids in finding the sweet sales spot to ensure successful conversions.\"}),/*#__PURE__*/e(\"h3\",{children:\"Cold Lead Definition\"}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"https://www.business.com/articles/prevent-warm-leads-turning-cold/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Cold leads\"})}),\" are those who ft your target audience but haven't yet interacted with your company or brand. These leads are the farthest from converting and need to be educated about your company\u2019s mission, exactly what you offer, and why your product/service is the right solution for meeting their specific needs.\"]}),/*#__PURE__*/e(\"p\",{children:\"This lead is not ready to buy in any capacity. If you try to make the sale at this stage, you may alienate and lose them altogether. Instead, focus on warming the potential client up through high-level, informational content.\"}),/*#__PURE__*/e(\"h3\",{children:\"Warm Lead Definition \"}),/*#__PURE__*/n(\"p\",{children:[/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/warm-leads-better-than-cold-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Warm leads\"})}),\" are closer to converting because they have shown some interest in your product or service. They may have searched a business on Google that offers a comparable product or service or even visited your website. A warm lead may have also engaged with one of your social media posts or clicked a link in an email.\"]}),/*#__PURE__*/e(\"p\",{children:\"These types of leads are categorized as warm because they\u2019ve already had some interaction with your product or service so they are at least acquainted with what your business offers. This means they are actively researching solutions and are looking to buy in the near future.\"}),/*#__PURE__*/e(\"h3\",{children:\"Hot Lead Definition \"}),/*#__PURE__*/n(\"p\",{children:[\"A \",/*#__PURE__*/e(t,{href:\"https://www.business2community.com/sales-management/classification-sales-leads-hot-warm-cold-01336258\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"hot lead\"})}),\" often referred to as a qualified lead, is a lead that is very interested in what your company does and is ready to buy. This person has been to multiple sites, talked to people about their solutions, and has likely eliminated the competition.\"]}),/*#__PURE__*/n(\"p\",{children:[\"It\u2019s essential to recognize the buying signals for each lead type, so you\u2019re prepared to move them along the \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/customer-journey-map/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer journey\"})}),\".\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"Buying Signals for Lead Types\"}),/*#__PURE__*/n(\"p\",{children:[\"There are surefire \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/buying-signals/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"buying signals\"})}),\" you need to be keenly aware of to be an effective salesperson. Typically cold leads aren\u2019t going to emit any buying signs, but there are ways to identify when a lead is cold.\"]}),/*#__PURE__*/e(\"h3\",{children:\"How to Tell if You Have a Cold Lead \"}),/*#__PURE__*/e(\"p\",{children:\"If you see a new lead on your dashboard and have nothing more than a name or an email, that\u2019s a cold lead. These leads haven\u2019t interacted with your company and don\u2019t know about you or your service/product.\"}),/*#__PURE__*/e(\"h3\",{children:\"How to Tell if Your Lead Is Warming Up \"}),/*#__PURE__*/e(\"p\",{children:\"You\u2019ll start to notice a lead is warming up when you see them interact with your brand more. Maybe they fill out a form to download a PDF, or they sign up for a free trial of your software. At this point, they\u2019re familiarizing themselves with your brand and deciding if you\u2019re the right solution for them.\"}),/*#__PURE__*/e(\"p\",{children:\"If you\u2019re going to reach out to this person, it shouldn\u2019t be to convince them to buy, but rather, to offer additional support if needed. As a sales representative, you need to show them that your company cares about how they use your services and wants to be the helping hand they need when they have questions.\"}),/*#__PURE__*/n(\"p\",{children:[\"At this point in the sales cycle, you still may not be sure whether the lead is qualified or not. Thankfully, there are \",/*#__PURE__*/e(t,{href:\"https://www.thebalancecareers.com/powerful-qualifying-questions-2917083\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"questions you can ask\"})}),\" to help determine where they are in the buying process.\"]}),/*#__PURE__*/e(\"h3\",{children:\"How to Tell If My Lead Is Hot? \"}),/*#__PURE__*/e(\"p\",{children:\"Only when a lead comes to you and asks about pricing, signing a contract, or getting started should you try and close them. You can nudge them in the right direction by asking them how their free trial went once it\u2019s over,\\xa0 but a lead isn\u2019t truly a hot lead until they ask for concrete steps to move forward.\"}),/*#__PURE__*/n(\"p\",{children:[\"If you think you have a hot lead but aren\u2019t sure, try a \",/*#__PURE__*/e(t,{href:\"https://www.lucidchart.com/blog/sales-closing-techniques\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"soft close\"})}),\". An example of this would be letting them know you have a deal going on but not asking them to purchase. Let them tell you they want to buy.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"The Importance of Sales Lead Management\"}),/*#__PURE__*/n(\"p\",{children:[\"Sales \",/*#__PURE__*/e(t,{href:\"https://technologyadvice.com/blog/sales/what-is-lead-management/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead management\"})}),\" is the overall lead qualification process for a business. The flow a lead generally goes through is:\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/n(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Identified: A lead is recognized.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Educated: A lead learns about your brand.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Engaged: The lead has performed an action with your company.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Qualified: The lead is qualified and is ready to purchase.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Passed On To Sales: Sales has the lead and is closing it.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"As a sales manager, you need to be clear about the sales process and determine the parameters for a lead\u2019s temperature. Without setting clear guidelines and expectations, your sales team won\u2019t know how to move a prospect through the temperatures and turn them into a hot lead.\"}),/*#__PURE__*/n(\"p\",{children:[\"By creating a \",/*#__PURE__*/e(t,{href:\"/blog/creating-a-top-lead-strategy-in-2021/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"winning lead strategy\"})}),\", you can expect to see your team more confident in their sales. They will also be more capable of closing deals and building long-lasting relationships with your new clients.\"]}),/*#__PURE__*/n(\"p\",{children:[\"It is tough to look at those five stages and manually move leads around to serve them best. That\u2019s why lead management software is a great choice to help classify a sales lead temperature.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"Why You Should Use a Lead Management Software to Determine Sales Lead Temperature\"}),/*#__PURE__*/n(\"p\",{children:[\"A CRM can boost your sales by up to 29% and has proven to increase \",/*#__PURE__*/e(t,{href:\"https://spotio.com/blog/sales-statistics/#leadqual\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"productivity by 34%\"})}),\". Getting the right lead management software helps you to warm leads up and increases the amount of time your sales team is selling rather than prospecting.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"automatic lead tagging\",className:\"framer-image\",src:\"https://framerusercontent.com/images/eXLqinlPKOlYjFZYAYNmEcEKj3c.png\",srcSet:\"https://framerusercontent.com/images/eXLqinlPKOlYjFZYAYNmEcEKj3c.png?scale-down-to=512 512w,https://framerusercontent.com/images/eXLqinlPKOlYjFZYAYNmEcEKj3c.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/eXLqinlPKOlYjFZYAYNmEcEKj3c.png 1600w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://docs.leadboxer.com/article/96-lead-tags\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"h3\",{children:\"Automatic Lead Tagging \"}),/*#__PURE__*/e(\"p\",{children:\"A lead management software will automatically tag and filter your leads to show you the ones that need interaction with you. After setting up the parameters for a cold, warm, and hot lead, your sales team will save time by only focusing on the closest to-converting prospects.\"}),/*#__PURE__*/e(\"h3\",{children:\"Built-in Integrations\"}),/*#__PURE__*/n(\"p\",{children:[\"Lead management software is typically built with\",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/integrations/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" numerous integrations\"})}),\" to make your daily life easier. These integrations can help warm up your leads by sending them relevant emails to inform and encourage them to keep interacting with your brand.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"built-in integrations\",className:\"framer-image\",src:\"https://framerusercontent.com/images/lWoSA2Z4taIJ5gILSFE5i9vu95o.png\",srcSet:\"https://framerusercontent.com/images/lWoSA2Z4taIJ5gILSFE5i9vu95o.png?scale-down-to=512 512w,https://framerusercontent.com/images/lWoSA2Z4taIJ5gILSFE5i9vu95o.png 947w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/features/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"h3\",{children:\"Superior Tracking Abilities \"}),/*#__PURE__*/e(\"p\",{children:\"When it comes to understanding a lead\u2019s temperature, don\u2019t underestimate the importance of tracking your prospect\u2019s actions. IP tracking will tell you when a prospect comes to your site, opens your emails, and what they end up doing with that information.\"}),/*#__PURE__*/e(\"p\",{children:\"Knowing what they interact with and what they ignore will help you tailor your sales pitch to meet their unique needs.\"}),/*#__PURE__*/e(\"h3\",{children:\"Advanced Segmenting \"}),/*#__PURE__*/e(\"p\",{children:\"Using filters helps to remove clutter in your dashboard. Filters and segments enable you to focus your efforts on leads that are inside your target audience.\"}),/*#__PURE__*/e(\"p\",{children:\"You can filter data such as a company\u2019s name, the business\u2019s size, where their head office is, and how they initially found your business. From there, your lead management software will be able to automatically send targeted messages to help move prospects through the funnel.\"}),/*#__PURE__*/e(\"h3\",{children:\"Lead Qualification \"}),/*#__PURE__*/n(\"p\",{children:[\"Good \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/7-reasons-for-the-growing-demand-for-lead-management-software/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead management software\"})}),\" helps you segment your leads and enables you to qualify leads. Knowing how to \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/blog/lead-qualification/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"qualify a lead\"})}),\" is a skill that all salespeople and marketers are constantly working to perfect. Don\u2019t try to do it all yourself; allow the software to help make the process easier and more efficient.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Notifications \"}),/*#__PURE__*/n(\"p\",{children:[\"When you use the \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/about/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"right lead system\"})}),\", you\u2019ll automatically be notified when someone interacts with your site, indicating they are ready to buy. You no longer have to rely solely on identifying the signals yourself. You can trust your software to alert you of critical actions your prospects are taking.\"]}),/*#__PURE__*/n(\"p\",{children:[\"To begin using an automated lead generating and nurturing system, request your \",/*#__PURE__*/e(t,{href:\"https://www.leadboxer.com/start/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"free LeadBoxer trial\"})}),\" today!\"]})]});export const richText13=/*#__PURE__*/n(a.Fragment,{children:[/*#__PURE__*/n(\"p\",{children:[\"You\u2019ve generated a new lead, now what? Conversions happen when your pipeline is filled with quality prospects that are in the market for your product. Determining which leads will turn into active accounts is an important first step in the sales cycle. 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