But that doesn't mean that we can automatically pass these contacts on to our sales team. We must first determine, also –probably– through their interactions, the degree of interest that the contact has in our solutions. This can be determined by the quality of the content they read: if they download a success story, look for someone we have worked with or simply dubai whatsapp number list fill out a query form, we can say without a doubt that our MQL has become a Qualified Lead for sale: an SQL.
Read more: Lead nurturing strategies in industrial marketing
Automation also in sales
Up to this point, the sales team has not had to do anything. Qualified leads, interested in learning about our solutions, appear in their Pipeline without them having to lift a finger. Automatically. So, from this point on, they must get going and explore the possibilities of converting that lead with good prospects into a client.
In B2B, this work is essentially manual. Nothing generates more confidence in a professional than personal contact with another professional who demonstrates knowledge and technical competence. However, during this process of interactions with the potential client, the salesperson can also benefit from tools that automatically carry out the most tedious work in the sales process.
Creating Tasks
Calendar update
The team's call-up
Sending follow-up emails
Using tools like Hubspot Sales, it is very easy to create automated workflows. These workflows are associated with the status changes of a potential client in the Pipeline, so that every time a deal is moved forward, we can even get rid of mechanical actions like writing a reminder to follow up with the contact.
Keep reading: Inbound Sales: The most effective way to sell
This level of automation is not complex. In fact, it can be set up in just a few days. And it allows, from the very beginning, to increase the profitability of sales teams. Why? Because it frees up unproductive management hours so that the company's salespeople can focus on where they provide the most value: helping the customer and consolidating a relationship of trust with them
