At this stage in the sales and marketing funnel, buyers are trying to solve a problem but may not be very motivated. They’re at the beginning stages of the decision-making process and educating themselves.
Strategies for this stage focus on information that will educate prospects and bring more awareness to your company.
- Brand awareness
- CRM systems training
- Lead generation
- Lead enrichment
- Multi-touch campaigns
- Social selling
- LinkedIn training and consulting
- PPC Campaigns
At this stage in the sales and marketing funnel, buyers know they have a problem and they’re determined to solve it. They’re in the middle of the decision-making process and this is a key stage to differentiate between prospects just kicking tires and the ones who may become serious about a purchase. At this stage, prospects are looking for information specific to your products or services and how they will solve their problem.
Strategies for this stage focus on information that will help connect your solutions to the buyer’s needs.
- Lead scoring
- Event/webinar promotion
- White papers and Case Studies
- Development of sales enablement tools: sell sheets, product brochures, presentations, etc.
- Social Media Outreach and Engagement
At this stage in the sales and marketing funnel, prospects are ready to buy and are simply looking for the right vendor. They may have short-listed their favorite vendors based on information they found in the previous two stages.
Strategies for this stage focus on information that will help persuade the prospect to choose you because of your superior product or service and all of your touchpoint up until this stage.
- Appointment setting
- Case studies and customer testimonials
- Sales support and training
- Proposal Development
- CRM Reporting and Documentation
At this stage, your new customer needs information related to onboarding, support and products. After the onboarding period, you want to create an atmosphere that will help you retain your new customers.
Strategies for this stage focus on information that will strengthen your relationship and build brand loyalty.
- Post sales follow up
- Upsell/cross-sell development/implementation
- Account management
- Collection of case studies and testimonials
- Customer conferences
- Loyalty programs
- Referral programs