Wasted Sales Opportunities Costing Business

Over the last few months, we have been seeing a number of clients with extremely good traditional and digital marketing activities wasting their sales conversion opportunities by not having a proactive sales team at the helm to close the deal.

Not that the salespeople are doing a bad job, it is more about communication and information flow within the different areas of the business.

Could it be that the sales team haven’t been informed of the marketing strategies or campaigns at hand? Are they trained in strategic ways of handling multiple leads? Do they have all the resources needed to close a sale? Do they know who your target markets are?

All these questions should be asked by the CEO/MD and Marketing team prior to kicking off any marketing campaign. Without a strong sales process, CRM (customer relationship management) system, call tracking, closing strategies and so forth, a firm runs the risk of wasting serious money on lead generation, time and growth opportunities through poor sales execution.

Prior to any campaign, make sure all your sales staff understand and know exactly what to do with “hot”, “warm” and “cold” leads that might come through. Ensure they understand what the key messages are of the campaign and who the target markets are so that they can adjust their pitches and presentations accordingly.

Finally, provide ongoing feedback during the campaign and sales cycles to ensure they are constantly improving. If the first 50 leads don’t come off, don’t sit on your hands hoping it will get better by itself with the next 50.

Contact Reload for any advice on sales and marketing strategies or process re-engineering of the sales team.

Llew Jury

Founder, Executive Director

As a leading Australian digital entrepreneur, Llew drives Reload Media’s ongoing innovation and strategy on our journey to become Australia’s leading digital marketing agency. Llew’s leadership has seen Reload Media’s growth accelerate from just himself and co-director Craig Somerville in 2008 to over 70 staff today. This growth and Llew’s vision has seen Reload Media attract and retain some of the very best talent and clients, demonstrated by Reload Media’s national award for Australia’s Best Customer Service in 2014. Llew personally has won numerous awards including the Brisbane Lord Mayor’s Young Business Person of the Year in 2012 and the Brisbane Business News Young Entrepreneur of the Year – Digital in 2014. Llew has widespread Australian and international business management and digital strategy experience in corporate, small business and government organisations. Llew also co- founded Queensland’s largest web design agency Alfresco, that he sold in 2006 to a consortium led by STW Group. As a Fellow of the Australian Institute of Management and a Member of the Australian Institute of Company Directors, Llew understands what it takes to own and manage a high profile and leading digital agency. He shares this insight as a guest author for Fairfax Media’s Brisbane Times, writing in the weekly digital and technology section. Llew is also passionate about sharing his wealth of knowledge and helping other businesses succeed. To do this, he sits on the ADMA Queensland executive team and is a mentor at QUT, iLab and River City Labs. Llew also plays an active role in charity events, including the CEO Sleepout. Follow Llew at LlewJury.com and Twitter.com/reloada