At OneIMS, we preach and practice full-funnel marketing. When you engage us for your marketing need, we will help you define your Ideal Customer Profile (ICP) and design your optimal buyers’ journey through the entire sales process. Our objective is to help you systematize and automate the routine steps in your sales process so you have predictable pipeline of qualified opportunities optimized for sales. We can not only help you fill the top of the funnel with marketing qualified leads, but we employ systematic process to qualify, nurture and move the leads through the entire buyers’ journey to accelerate sales and fuel the growth of your company.
The expert marketing team at OneIMS will help you identify the shortage and blockage in your sales funnel and implement proven methodology to optimize your customer acquisition efforts.
It is imperative that salespeople use their time on revenue producing activities. Their time is best spent engaging with qualified prospects who have the authority, need, urgency and money (ANUM) to make a purchase decision on products or services you offer. They should not be spending their valuable time prospecting nor should they be expected to speak with every possible lead that raises their hands. Salespeople need to be presented with leads that have been rigorously qualified based on their implicit and explicit lead scoring data collected about the prospect with every touch point the brand had with them.
In addition to generating leads, special attention should be fixated on moving the prospects through the sales funnel and making them sales-ready so when they do interact with sales team they are much more ready to make the decision, thus accelerating the sales process.
At OneIMS we understand that it’s not enough just to generate leads, but those leads need to be properly and effectively nurtured through the sales pipeline. We also hold the belief that in the B2B world, marketing should carry a sales quota, just like sales team. Thus, we have instituted systematic process to collaborate with you to develop a Service Level Agreement (SLA) to define what a Marketing Qualified Lead (MQL) and Sales Qualified Lead (SQL) would be. We will determine together what is the most effective way to nurture those leads based on whether they are marketing qualified or sales qualified as well as where they are in the sales process. We will define what constitutes a lead’s readiness to buy and what behaviors display that it’s time to pass them on to sales team, thus making sure the sales people are focused on the most qualified of leads. Most importantly, we will employ our proven strategies and incorporate owned, earned and paid media channels to capture, nurture, score and grade each lead until they are ready for sales, making sure you meet your revenue targets.
Learn how our results-driven campaigns can help you achieve your business goals. Request your confidential marketing assessment call with our digital marketing strategists today!