Defining the ideal customer profile (ICP)
Define the decision-maker profile ( Buyer persona ) and members of the purchasing center
Map the customer journey from the moment their presence is detected on the corporate website until they finally decide to fill out a form or contact us by phone.
Define a process that allows you to qualify the incoming lead by assessing its suitability to the ideal customer profile and their purchasing motivations.
Define routines that allow you to continue nurturing the lead .
Life cycle of a sales opportunity
Document the buyer's journey from when a marketing-qualified lead becomes the "property" of sales. The sales funnel should not start with the making of an offer; sales begin when you start working on a lead (or set of leads) that fit the ideal customer profile and it has beenunited states of america phone number library validated that they have the intention to buy.
Agree with marketing when a lead should be referred to the sales department.
Define the reasons why a lead should return to the marketing area to continue being nurtured.
Define work guides (Playbook) and produce digital assets that sales managers must use to guide potential customers in their purchasing decision.
At Aeroplano B2B we have specialized in designing market strategies that allow marketing and sales teams to align themselves to successfully achieve business objectives. Shall we talk?