Improving Lead Quality and QuantityDriving sales by addressing customer needs
Improving sales enablement often starts by developing a detailed understanding of your buyer’s persona and their buyer’s journey.
Problem: The CEO at a marketing services vendor to high-tech companies had very low web traffic and was struggling to grow their sales.
Approach: Upon initial investigation, we noticed that our client began all communications with discussion regarding their service offerings. As part of our persona and buyer’s journey development process, we helped our client’s team understand their target customers’ issues and needs. Subsequently, we refocused our client’s marketing and sales communications on how to help their customers solve key business problems.
Result: This change in focus resulted in a 3-fold website traffic increase for our client, with subsequent new leads and sales. Collectively, our client’s sales are up 30% over last year.