This is part 6 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.
B2B sales cycles are getting longer and longer according to many reports. It is becoming more and more important to manage time-to-revenue by driving leads through the sales funnel at a faster rate. B2B email marketing can help you move those prospects through with swiftness.
Critical Need #6 – Accelerate deals through your sales pipeline
B2B email marketing allows your salespeople to be on the phone doing what they do best – closing deals and advancing qualified prospects – rather than hunting for funnel opportunities. The less time your salespeople have to fight “paper dragons” or waste their precious time on low-yield activities, the more likely they can advance qualified prospects through the pipeline.
A mature email prospecting campaign allows your sales reps to stay active with prospects that are lower in the funnel. By reducing the amount of time your high-performance, relationship-building sales reps spend hunting for leads, you increase, by default, the amount of time they can spend with true prospects. Simply, they have more time to respond to qualified prospects’ needs.