Understanding the impact that human interaction brings during a company’s sales cycle is crucial to its success. Forrester’s 2020 Survey states that companies that employ modern marketers have increased revenue by 10% over the previous year. Plus, they gained market share and leading market positions.

The Pandemic Effect

COVID-19 has forced most businesses to conduct their B2B sales online instead of the typical face to face interaction, which has thrown a wrench into their sales teams. And building relationships isn’t easy, especially if you follow the traditional model of marketing. Scheduling face to face meetings with potential B2B prospects can be costly. However, inside sales can cost 40-90% less, according to the Harvard Business Review, and can be incredibly effective.

Human Interaction

Nowadays, people are used to shopping for everything online. Auto dealerships are now offering car buying with the click of a button. Yet when it comes to B2B lead generation, marketing, or sales, human interaction is still a necessary tool for closing many deals.

Stages of the Sales Cycle:

• B2B sales support teams have shifted lead qualification and lead nurturing into two important sales cycle stages. Using human interaction to establish the relationship, build trust, and qualify the prospect’s needs.
• Combining human interactions with online automation can create strong lead nurturing campaigns that effectively guide prospects through each stage of the buyer’s journey to close.

In Conclusion

By utilizing personalized emails to perfectly timed sales calls, lead nurturing keeps B2B sales support teams top ahead of the competition. To learn more, please visit www.b2bleadexperts.com for more industry information.