Marketers and sales teams should heed this advice. Some may wonder, how can I find out about these actions? Thanks to the Tracking that we can do on our website, we have a lot of easily accessible information about our customers' behavior right in our database. We can find out if they watch a video, download a PDF, open an email or visit our website.
Having the data in our database is a great first step, but we gambling data vietnam need to use that data to better understand our customers' preferences, offer them a personalized product/service, and improve our sales results.
Let's look at 3 ways we can use lead and customer behavioral data to align our marketing and sales departments :
1) Incorporate behavioral data into your Lead Scoring modelFree Ebook: What you need to do to not waste a single lead
Behavioral data will undoubtedly improve the accuracy of your Lead Scoring model , resulting in higher quality leads that Marketing sends to Sales. When we determine that a lead is qualified to be served by Sales based on “facts” in addition to demographic characteristics, we increase our chances of success.
2) Provide that behavioral information to your Sales team
Knowing the behavior of a lead or client will allow us to initiate contact with them in a warmer or closer way. A good way to start a conversation can be: “I saw that you downloaded our Ebook to improve your ROI . Can I help you calculate the return on your investment and make a comparison together?” For this to be as easy as it seems, you must ensure that this behavioral data is integrated with the CRM system that the salespeople work with.
3) Use behavioral data to improve Lead Nurturing campaigns
Marketing has to “push” leads along the Sales Funnel since most of those leads (there are statistics that point to a percentage between 54 and 80%) will rarely call us directly to have a salesperson assist them.
Starting out by sending periodic emails to leads who aren't ready to buy yet is fine, but we can get even more out of our Lead Nurturing campaigns by incorporating behavioral data into the automatic nurturing process . For example, if a lead doesn't open our last nurturing email, we can choose to resend that same email with a different subject line or make a different offer. Your messages can also incorporate dynamic content where text and/or images are personalized based on an individual contact's behavior. These techniques will make your communication more relevant than a mass message.
