This week Elevate CEO Aakash Patel moderated a panel at the annual Synapse Summit with Eric Baum CEO of Tampa-based inbound marketing firm Bluleadz titled “Aligning Your In-Person Network With Your Digital Sales Process to Acquire New Customers”. This presentation was designed to assist businesses in building an in-person network and closing those connections into customers to create sustainable revenue growth for your company. They also shared how to align your networking efforts with your digital sales efforts to deliver value while nurturing connections into customers.

During the panel Eric covered what his digital follow up process looked like after connecting with someone noting he first sets up a connection’s contact record in his customer relationship management (CRM) software. He then attributes buyer personas to each contact based on their pain points and further segments his connections into the right lists within his CRM. Using these targeted lists, he enrolls contacts into sales sequences that deliver helpful content addressing the contact’s pain points and aligns content to their specific buyer’s journey stage.

Aakash went on to ask Eric what some of the common missteps people make when they implement this digital sales process are. Eric identified that lack of personalization in sales sequences is a common mistake noting that a one-size-fits-all approach does not work. Catering your sales strategy to the client is crucial to your success. He also indicated the importance of delivering value at each touchpoint in a way that addresses the contact’s specific needs and pain points.

Aakash and Eric further discussed what the most common mistakes companies make in the post-sale process are as well, noting the second sale should come as soon as the first sale is made. The example Eric gave in the software industry was looking for add-ons like software training or additional software tools at a discounted price. For existing customers, you can find upsell and cross-sell opportunities and position them strategically based on customer feedback. Utilizing net promoter scores can show how customers feel about your product or service. Eric suggested setting up triggers on your NPS for specific responses. For a low NPS, Eric advised to create a sequence highlighting training options to help them make the most of their product. Another example of this is HubSpot users who have Salesforce that could benefit from importing contacts into the HubSpot CRM.

Eric continued by identifying what his sales teams do when a contact is fully engaged and responsive to sales touchpoints emphasizing the importance of having a documented sales process and the role of Business Development reps (BDRs). BDRs make initial contact, reaching out to gauge interest and qualify each connection before booking discovery calls with sales reps. Eric gave the example that the software sales process includes a connecting call, demo, proposal and pricing review, and any last minute questions your contact may have. This addresses concerns on the front end while providing a solidified repeatable process to your team.

We are proud of the continued support Eric and the Bluleadz team continues to provide to Tampa’s business community. If you haven’t had a chance to watch Eric’s presentation at the Synapse Summit be sure to watch it here: insert link

For more information about Bluleadz and the excellent work they are doing in Tampa, visit their website here: https://www.bluleadz.com/