Square 2 Marketing Inc.
1501 Main Street, Suite 210
Warrington, PA 18976
Phone: 215-491-0100
Fax: 215-491-0300
Web: www.square2marketing.com
Email: info@square2marketing.com
Invenio Solutions
Foundation Email #2
v.1 : 10.22.2014
[Subject:]
Capture More Sales With Scientific Precision
[H1:]
Harnessing The Science Of The Sales Process
[H2:]
For Warmer Leads, More Profits And A Shorter Sales Cycle
[Copy:]
By now, you already know that the sales process is no longer just an art – it’s a science.
Certainly, sales and marketing are still driven by relationships, but with modern technology
that tracks and measures every aspect of a prospect’s experience, you need a scientific
approach in order to capture more leads, generate more profit and save more time in your
sales cycle.
So, how do you turn the Science of Sales™ into a better bottom line for your business? Here
are five ways to put your knowledge of sales science into action:
» Master The Science Of Sales [Link to: Anchor text in full article]
[SIDEBAR #1: NRO]
Looking For Warmer Leads Or A Shortened Sales Cycle?
Everyone wishes to close more deals and at a faster rate – but now you have the tips and
tools to make it a reality for your business. Click below to download this tip sheet and start
selling more efficiently – from initial appointment to final signature.
» Enhance My Sales Cycle [Link to: http://www.inveniomarketing.com/6-sales-processtips-warmer-leads-shortened-sales-cycles/]
[SIDEBAR #2: DBO]
Ask An Inveniologist™: Improve Your Lead Generation ROI
It’s a lingering doubt: Your overall lead generation is fine, great even, but are you
maximizing your return on investment for those leads throughout your sales cycle? Contact
a Sales Scientist™ to get a free analysis of your qualified lead generation.
© 2014, Square 2 Marketing, Inc., All Rights Reserved.
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» Assess My Lead Generation ROI [Link to: http://www.inveniomarketing.com/leadgeneration-process-positioned-better-sales-cycle-roi/]
[SIDEBAR #3: Contact Us]
Bring The Power Of Science To Your Sales Process
The sales management process is a science – not just an art. Contact Invenio Solutions™
and benefit from the expertise and successful track record of the Sales Scientists.
» Partner With The Sales Scientists [Link to: http://www.inveniomarketing.com/hire-us/]
© 2014, Square 2 Marketing, Inc., All Rights Reserved.
2
[Full Article on Website:]
[Page Title:]
Sales Process Science: Warmer Leads & A Shorter Sales Cycle
[Keywords:]
sales process, sales cycle, sales and marketing, sales leads, qualified lead, lead nurturing,
sales team, warm lead, lead generation, appointment setting
[Meta Description:]
Reorient your sales process with this scientific approach in order to generate warmer
leads, realize higher profits and shorten your overall sales cycle.
[Image File Name:]
sales-process-science.jpg
[Image Alt Text:]
How To Harness The Science Of The Sales Process For A Shorter Sales Cycle
[H1:]
Harnessing The Science Of The Sales Process
[H2:]
For Warmer Leads, More Profits And A Shorter Sales Cycle
[Copy:]
By now, you already know that the sales process is no longer just an art – it’s a science.
Certainly, sales and marketing are still driven by relationships, but with modern
technology that tracks and measures every aspect of a prospect’s experience, you need a
scientific approach in order to capture more leads, generate more profit and save more time
in your sales cycle.
So, how do you turn the Science of Sales™ into a better bottom line for your business? Here
are five ways to put your knowledge of sales science into action:
[Anchor Text links here]
[H3:] 1. Focus On Quality, Not Just Leads
As we covered before, unqualified sales leads are worse than no leads at all [Link to:
www.inveniomarketing.com/unqualified-sales-leads-worse-leads/] so your scientific sales
process needs to refocus on generating quality leads before you increase the quantity of
those leads. Without qualified leads, your sales cycle takes longer and your business
grows less profitable as a result of chasing after the wrong opportunities.
Qualifying leads requires clear communication with a potential buyer so that you know if
they’re a good fit for your business. The most common way to qualify leads is to use the
© 2014, Square 2 Marketing, Inc., All Rights Reserved.
3
acronym BANT (Budget, Authority, Need and Timeline) to determine if a prospect is ready
to buy or needs more time in your lead nurturing cycle. [Link to:
http://www.inveniomarketing.com/services/lead-nurturing/]
During your conversation with each prospect, it’s important that you ask and get answers to
the following questions to establish the quality of the lead:
 Does this person have a real need for your product or service?
 Is this person likely to act on this need and strongly influence the buying
decision?
 Can this person afford your product or service?
 What motivated this prospect to inquire about you?
 Is this prospect interested in anyone else?
 How long has this prospect been interested in your product or service?
 What is holding this prospect back from a purchase?
 When does this prospect want to make a decision?
[H3:] 2. Focus On Value, Not Just The Pitch
Helping a customer evaluate the capability and fit of your solution is the minimum
requirement to complete a sale. But, to have maximum sales impact, you need to help
prospective buyers think differently about their companies instead. Your sales team needs
to stop pitching to prospects and to start helping prospects learn, grow, understand and
improve their business functions.
Start adding value to your sales conversations by giving your prospects the content,
resources and references they need [Link to: http://www.inveniomarketing.com/blog/] to
make the right buying decision. Then, as a trusted guide, look for opportunities to leverage
your own expertise and insight to help them in ways that goes well beyond your own
company’s products or services.
By adding value to the sales process and giving your prospects the tools they need for
better decision-making, you shorten your sales cycle because prospects don’t have to
spend as much time researching and weighing options.
[H3:] 3. Focus On Follow-Up, Not Just Closing
Warm lead generation is useless unless you follow up with those opportunities in a
timely manner. But follow up isn’t a task for your veteran salespeople to tackle –
experienced team members should be reserved for closing deals and finalizing sales.
Rather, you need a team of lead generation experts who focus solely on follow-up and
appointment setting. [Link to: http://www.inveniomarketing.com/hire-us/] Before
adding these lead generation specialists to your team, you need to evaluate the sales DNA
of each prospective hire. Then, you need to administer training that is specific to lead
generation (and not just about sales in general) in order to maximize your return on
investment.
© 2014, Square 2 Marketing, Inc., All Rights Reserved.
4
If you only focus on closing warm leads – and don’t invest in follow-up as well – then
many of your not-yet-ready leads are lost to your competition.
[H3:] 4. Focus On Feedback, Not Just Silos
While your sales and marketing teams perform distinct, specialized functions, they
shouldn’t work separately. Instead, you need a closed-loop sales cycle so that both
departments communicate with one another in a productive way. This collaboration
ensures that you capture the maximum ROI from your sales process and experience the
shortest sales cycle possible.
To keep your sales and marketing efforts aligned and in sync, hold regular
communication meetings between the two so that both teams communicate about what’s
working and what’s not. For example, your sales team should give the marketing team
feedback on which types of leads are more likely to close into customers. Likewise, your
marketing team should provide feedback to sales about how to better nurture sales leads
[Link to: http://www.inveniomarketing.com/services/marketing-automation-services/]
further on in the sales funnel.
[H3:] 5. Focus On Profit, Not Just Revenue
Many sales and marketing managers tend to focus on one single metric to measure their
success: revenue. After all, doesn’t your sales process exist to drive revenue and top-line
growth? Yes, but there’s more to it. While your sales team might close customers that
represent a large amount of revenue, their actions need to be time- and cost-effective so
that the investment in capturing that top-line growth doesn’t erode your bottom-line
earnings.
So while your sales and marketing teams need to be motivated by revenue, they also
must keep their eye on profit. In many cases, this means your sales team needs to only
pursue highly qualified opportunities. These targeted leads are more likely to close and
require less time in your sales cycle, [Link to: http://www.inveniomarketing.com/6-salesprocess-tips-warmer-leads-shortened-sales-cycles/] making them a more efficient use of
your time and budget.
By tapping into the Science of Sales, your business grows faster – and more profitably –
because your actions are more scientifically precise and informed by hard data. Focus on
these five areas of your sales process and the results will be scientifically undeniable.
Need to reinforce a weak link your sales revenue chain? Click below to
download a free tip sheet from Invenio Solutions to warm your leads more
efficiently and get your sales pipeline moving faster.
» [Graphic NRO Button: Fixing The Link In Your Revenue Chain] [Link to:
http://www.inveniomarketing.com/repairing-sales-revenue-chain/]
© 2014, Square 2 Marketing, Inc., All Rights Reserved.
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