Sales Rep Training
In your company, is the marketing group perceived as a source of high quality leads? In many companies there is often a rift between marketing and sales.
This can occur when marketing clings to the idea that they know the customer better than sales, and they know better than sales the ways to most effectively reach prospects. Sales, on the other hand, often views marketing not as a valued equal partner, but from the perspective of an "older brother" patting marketing on the head and telling them to step aside when the real business is to be done.
There is also dissatisfaction from sales when marketing consistently delivers too great of a percentage of what sales considers to be poor quality leads, or leads that are not sales ready.
There is much to be said about this mis-alignment present in so many companies, but part of the solution is definitely the establishment of an agreed upon "lead score," or readiness threshold that a "response" must achieve before it considered a "lead" that can be handed over from marketing to sales.
It is useful for marketing and sales to work shoulder-to-shoulder to create the definition of what makes a lead "sales ready." As a third party, Trendara can assist in creating quantifiable, mutually agreed upon lead scoring definitions — based on real-world data — beyond the often arbitrary "A, B, C, D" or "Hot, Warm, Cold" labels that can vary from rep to rep.
Accurate scoring of opportunities allows better executive view into pipelines and forecasts.
Trendara will help your marketing group demonstrate to sales the value they add to the sales cycle. When sales realizes that marketing is implementing systems and strategies to show real-time prospect "buying signals" right in CRM — or as automated SMS texts right to their phones — many barriers fall.
For sales reps, Trendara provides training on:
- How to get the most power and sales utility out of CRM
- Understanding online content interaction metrics and how these indicate which prospects are most likely to be ready to buy
- Specific word-for-word sales scripts to use to reach out to a prospect when certain triggers have taken place
- Understanding the steps that were taken by marketing to qualify a lead before it
was released to sales - How to personalize mass emails to prospects in different industries and different territories
- And much more. Even your top producers can benefit from better prospect intelligence.
We are a marketing agency that executes from a sales perspective
