Well , your company's digital maturity is medium.
What does a typical outbound-marketing company look like?
Outbound-marketing companies mostly use digital marketing for promotion.
They send newsletters, marketing emails, and regularly organize webinars.
They are present on social media, and social management is under clear responsibility.
They generate leads with their website, but they do not capitalize on SEO and SEA to grow their traffic.
They have implemented a CRM , and both their sales and marketing teams use it to track activities.
However, lead management is a common struggle for these companies because their sales and marketing teams work in silos.
They do not score and qualify their leads which is the main reason for their conversion failures.
Inbound marketing is not a strategic priority, or not staffed enough to be effective.
Outbound-marketing companies do not exploit their data with marketing automation: lead scoring, nurturing...
Please note that this description is a composite of typical outbound-marketing companies based on SpecialChem experience. You may fully or partially recognize your company from this list.
How can you upgrade to the next level?
We recommend the following next-steps:
- Embrace inbound marketing. It is a medium to long-term marketing strategy to attract new buyers when they have a need. Create valuable content to address all the questions, pains and challenges of your prospective customers all along their buyer's journey, from the exploration of new solutions and materials to the screening of suppliers.
- Capitalize on SEO. Create content that your future buyers are actually searching for on search engines. This is the best way to cross their path at the most decisive moment.
- Invest in SEA. SEO can be a tough war to win on specific keywords. Instantaneously position your content and company with SEA (Search Engine Advertising).
- Be Multi-channel. Do not only rely on your website to cross the path of your future clients. They use material databases to explore new solutions and shortlist suppliers. They rely on social media, your website and reputation websites to assess your credibility. They read digital media to keep up with the latest trends and news. These channels are all playing a critical role in your buyers' decisions.
- Use marketing automation to score and nurture your leads. As you increase your number of leads, you won't be able to keep up if you screen and nurture your leads manually. Invest in a marketing automation tool like HubSpot to save time, save resources and maximize your lead conversion.
- Unite your sales and marketing teams and qualify your leads. Stop wasting your marketing leads by dispatching them to the sales teams. Stop exhausting your sales teams with unqualified marketing leads. This is, by far, the first reason why marketing and sales argue with each other. Instead, hire an inside sales person to screen and qualify all your leads to detect and dispatch only the viable business opportunities to sales.