Sales & Business Development

We do not hide behind digital campaign click statistics. Achieving huge audience impressions or clicks does not equate to sales success if the audience profile is wrong, or the correct sales process is not followed. Digital marketing when managed correctly can find ‘ready to buy’ customers far more cost effectively than any traditional cold calling new business sales team, but the correct sales approach is vital. We firmly believe that digital marketing has its place but conversation builds relationships. A prospect that has shown interest by downloading gated content does not magically accelerate to end end of the sales cycle, therefore any initial direct contact made should be equally informative and without any hard sales tactics. The Plexus Way model can provide Account Based Marketing services to ensure your digital campaign prospects are nurtured in the right way before any hand over to your internal sales teams. .

Taking the Hard Work out of New Business Development

Opportunity qualification is the non glamorous side to business development that many sales teams try to accelerate through high pressure techniques that can close down opportunities rather than convert them into sales. At Plexus we have a structured Account Based Marketing methodology which ensures that prospects are nurtured with valuable follow-up collateral and engagements designed to build further trust and brand alliance. We offer this as an optional service for our clients.

• Ensure digital campaign prospects are qualified and nurtured correctly
• Build a clearly tagged CRM of prospects with lead scoring
• Reserve your sales team for qualified lead engagements

Conversation Builds Relationships

• 01 Turning Digital Footprints into Prospects Unless you have a commodity product or service that can be purchased online without any customer engagement, then you probably cannot rely on digital marketing alone to convert sales. Higher value and enterprise level solutions generally require human interaction within the sales process. The internet has placed vast amounts of information into the hands of customers such that they do not need to engage until much later in the sales cycle. At Plexus we understand the implications of this so that our ABM follow-up actions are always appropriate to the type of digital footprint a prospect has left behind.
• 02 A Well Built CRM is a Vital Sales Tool Any digital campaign which leads to customer engagement should be underpinned by a CRM platform that is structured to allow opportunity tagging and lead scoring. The upkeep of a CRM is also important to ensure the accuracy of customer and sales pipeline data. The Plexus ABM team can recommend and configure a CRM platform to support your campaigns, or work with your existing platform if required.
• 03 Bridging the sales & marketing divide We hear it so often, "Sales complaining that Marketing are not providing leads" and "Marketing handing over leads that are not followed up by Sales". There are very few companies that have not experienced these claims at some point. The Plexus team can act as a conduit to help ensure that any leads passed to your sales team are followed with appropriate outcomes recorded. This will ensure that your sales pipeline and forecasts stay as heathy and accurate as possible.