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Marketing Blog tag: 'sales funnel' - Marketing Eye

Wednesday, 26 February 2020 07:51

Optimising the middle of the sales funnel

There’s a point in the sales funnel where the prospect is handed off to the next team member. Specifically, this is the point of the funnel where the marketing hands off prospects to sales and sales pass prospects to an account executive. The middle of the funnel is like a valve. At this point, you can expand lead quality definitions to pass a higher volume of leads to your sales team, or even tighten the definitions to give them a more specific segment of qualified leads. In the middle of the funnel, marketing facilitates the hand-off to sales. For this hand-off, content is created to engage and educate leads to identify who is interested in making a purchase. This part of the funnel has the biggest potential for marketing and sales to not completely align, so it requires the most attention. Below, we have some tips for how to prevent leads from going cold in the middle of the funnel.

 

Published in Marketing
Friday, 27 September 2019 00:08

Effective Types of Sales Enablement Content

Different types of content pull different types of weight. Every piece has its purpose, and it's important to understand how all your content works for you. For example, while blogs are great at educating and informing your customers about different aspects of your service and industry, a video can go to even greater lengths to show how your product works. If you are having trouble capturing your leads at later points in the sales funnel, consider amping up your content game with some solutions we have below.

Published in Marketing