This is part 4 of a six-post series to address six of the most fundamental needs of the complex B2B sales cycle and how B2B email marketing can answer the challenge of each and every one of them.
An unpredictable revenue stream in business is a weakness. B2B sales managers need to be able to properly forecast what their haul will be every month, every quarter, and every year. B2B email marketing can help you to that end.
Critical Need #4 – Eliminate the uncertainty about meeting your sales objectives
With a well-constructed B2B email marketing campaign strategy, you’re regularly canvassing the marketplace, uncovering opportunities for your B2B sales team to pitch your solution. You are shaking out many of the B2B sales leads that are available to you.
You’ll start to develop metrics on opens, clicks, but more importantly, opportunities and wins generated by your B2B email marketing strategy. You’ll start to see trends and that will help contribute to your forecasts. You’ll be able to readily identify upticks or downturns in market demand for your solution with email marketing results as a rough go-by. You can even test proof of concept on new solutions.