As a marketing professional, you already know that sales and marketing go hand in hand. Aligning your marketing efforts with sales is crucial for a higher success rate.
So, let’s make it easy on sales! By accurately defining your targets and segmenting your database, you will obtain a clean and organized structure that will optimize your lead handover process. This allows your sales team to focus on the unique needs and preferences of each segment, rather than sifting through a mixed database of varied profiles.
With the right marketing tools and strategies in place, the conversion process is already halfway complete. Once the handover process is done, the sales team can focus on understanding the leads they are working with and engage in a personalized manner.
If you’re still figuring out how to achieve marketing and sales alignment, check out the crucial aspects involved:
Try out the predictive engagement level from thalox to help you handover a significantly higher number SQLs to sales!
The following example demonstrates how to set up a workflow to ensure that only highly engaged leads reach your sales team, based on pre-established criteria.
Lead scoring is a process to score your leads in HubSpot based on their activity. It’s important to keep in mind that the criteria for this scoring system has to be set up manually. For instance, if a contact submits a form, they can be given a positive score (you set the score you consider) or if they unsubscribe from an email subscription they can be given a negative score.
This traditional lead scoring model has some limitations: accuracy, manual updates, etc. Discuss with your sales team about adding the thalox engagement score as the main parameter for implicit data.
For more info, read our whitepaper on two-dimensional lead scoring.
It’s crucial to manage your marketing contacts in HubSpot to stay under the limit of your HubSpot subscription. What’s more, you’ll more effectively manage the status of your database contacts and only communicate with those most interesting. We’ll show you how!
For more about how to identify and automate the setting of non-marketing contacts in HubSpot, watch this video.
Keep in mind that effectively managing your inactive contacts in HubSpot will save you money! Whether you set them as non-marketing contacts or eliminate them from your database, you’ll ensure that you don’t go over your HubSpot subscription fees. Better safe than sorry!
You may think this is the last step, but there’s still more to be done. Data and insights cannot be overlooked in your marketing strategy and when working with the thalox tool.