For most companies, the classic role for Marketing to generate conversations with Inbound campaigns do not generate enough conversations, so Sales Reps hit the phones.
Marketing has three specific roles to help Sales Reps when they hit the phones. These three roles assist Sales Reps in different ways; all of which are focused on generating more conversations.
Email Blast and Scoring
Direct Mail Infused Prospecting
ContactScience® integrated email marketing provides scores to highlight to Sales which targets are opening emails and clicking on links.
When Sales Reps add new names to their weekly call list (cold call or warm call,) they can review
the scoring data and add targets who seem to be paying attention to the marketing email
From a prospecting point of view, Sales does not care about the actual score; any target with a score is more interesting to call than a target without a score.
Prospecting Drip is an email drip campaign to keep promising targets warm between the telephone pursuits.
ContactScience® Prospecting Drip is a series of personal emails sent automatically every two or three weeks to keep the Sales Rep in front of the target until the next conversation.
Prospecting Drip campaigns can be created for different market segments. Typically, they are informational and educations, not salsey.
When the Sales Rep places the target on their call list to begin the follow up calls, the Prospecting Drip is automatically paused so as not to interfere with the pursuit emails.