Insights, Marketing
founder of Rocket SaaS
If you’re running cold email campaigns that are underperforming or if you’re not converting enough deals in the pipeline, I have some suggestions in this week’s blog newsletter that will help turn that around.
Last week, I read a couple of interesting stats in a Harvard Business Review article.
90% of B2B decision-makers never respond to cold outreach.
62% of B2B customers respond to salespeople who connect by sharing content and insights relevant to the buyer.
This highlights the need for a more integrated approach between sales and marketing.
The marketing team should be creating assets for the sales team to utilise in their outreach.
Sales teams must have the right tools and content to succeed in this challenging environment.
Here’s how marketing can support sales to increase their conversions:
Rather than asking a prospect to “jump on a call”, inviting them to a free value-packed webinar will yield higher conversions. With the right nurturing, it will result in more sales calls.
This is a classic sales tool. Marketing should be arming the sales team with as many case studies as possible. I recommend using well-designed PDFs rather than web pages, as these get more engagement.
Infographics outlining how your solution solves their problem is attention-grabbing cold email content or will help prospects in the pipeline get to that “a-ha!” moment.
Doesn’t this sound so much better than the average cold outreach email:
Hey [name], as [job title], I know you’re interested in solving [problem]. We’ve just released an eBook: [title]. I wanted to give it to you for free…
Explainer videos and video messages from the founder can support sales in building brand connection.
Marketing should share blog articles with sales, and sales should send them to prospects to hammer home their expertise on the subject matter.
When sales teams approach potential clients with valuable insights and relevant content rather than traditional cold pitches, the chances of conversion increase significantly.
This approach builds trust and positions your sales team as knowledgeable advisors rather than just vendors.
By arming your sales team with valuable content and insights, you can transform your outreach strategy and see a notable improvement in your conversion rates.
It’s about shifting from a hard-sell approach to prioritising the buyer’s needs and interests.
Schedule a meeting with sales and marketing. Then write down a list of assets that you want your marketing team to create for your sales team.
If you lack the resources to create these assets, book a call with me, and we’ll discuss how Rocket SaaS can become your marketing support team.
Receive actionable SaaS marketing ideas to implement in your business
Insights, Marketing
Insights, Marketing
Insights, Marketing
