Agency team will answer the following question: How do you contribute to generating sales opportunities? Doing inbound is thinking big Manuel is the one in charge of understanding in depth the most viable way for our clients to grow. He is a specialist in inbound marketing, inbound sales, digital transformation; diagnoses, writes articles, gives workshops on growth and sales strategies, is the CEO of GrowX Agency. signature-Manuel“For me, Inbound is the most fascinating business growth strategy. It is a philosophy, a methodology and at GrowX Agency we accompany it with tools. The result is constant growth and providing competitive advantages to the organization.
However, it is not for all companies. If in an initial process, we analyze that the product or service you sell is very transactional or that the culture of growth, we prefer to be honest and recommend other growth paths. Another important factor for the success of the inbound growth strategy is the deep commitment of the management team. They must lead by example, since it is a process of transformation of the company and it begins with the people. We integrate our clients into an immersed learning process.
The Organization Is Not Prepared For Constant
Generate business opportunities we must know our ideal clients Why define the profile of buyers? To generate more and better sales opportunities we have to know who we are directing all our efforts and resources to, buyer personas are the key to buy business lists the success of the inbound strategy. “ If we want to attract good prospects and convert them into customers. We must first deeply understand what a good client is.” Manuel Echeverria I tell you about the definition of our most recent buyer personas. To do so, we carried out workshops in which our client’s vendors participated, surveys of customers and partners, why?
Being a B2B company, sales are closed with people : Purchasing Managers, General Directors, Commercial Managers, Department Heads, etc. We must be able to understand them in order to provide them with the ideal solution that meets their needs and helps them achieve their goals . For example: in the same company, two people could make the purchase decision, the Commercial Manager and the General Director, they are two buyer profiles with the same objective, but with different identifiers, therefore, the tactics that I implement are different for one and other. Even according to studies in B2B purchasing processes, 5 to 8 people are involved in the purchase decision.
We Understand That Although It Companies
Although your sales team probably only has access to the purchasing manager and the person who technically reviews your solution. The workshops allowed us to know the perspective they have of the companies to which they are directed and of the clients, likewise it allowed the sellers to be aware of the decision makers with whom they have contact until the closing of the sale. To develop the buyer’s profile it is not enough to know the perspective of the sellers, we also have to know first-hand information, for this we conducted customer surveys. Due to the nature of the company, we also conduct interviews with partners.
After collecting all the information we did the analysis . The end result is part of the buyer profiles. Of course it is easier to write than to do. The elaboration of buyer personas demands time, personnel and resources to carry it out. Inbound marketing demands a comprehensive strategy The analysis does not end with buyer profiles. To establish an actionable plan, we must also assess competitors, sales process and forecast metrics, as well as the specific situation of the customer’s marketing, sales, customer service, and operations capabilities. Tactics are of little use if a strategy is lacking.