It’s not just about filling your sales pipeline, it’s about filling your pipeline with prospects who you can help, and who want your help urgently. But if your marketing team can’t qualify your prospects correctly you’ll wind up with a pipeline full of lousy leads. There’s a way to do this right.
Spend some time finding out what your customers care about urgently.
Make sure you really understand what they care about now, not yesterday. Find out what they would say are their biggest, most urgent problems in their own words.
Now articulate what you do best in terms of solving these urgent problems.
Do this and your marketing team will be able to earn the attention of highly qualified prospects based on what your customers care about, not what your teams wish for.
Do this right and you can have a pipeline full of customers who will pick up the phone when your sales team calls. Because they’re interested in what you can do for them, they’ll want you to close the sale.