Marketing automations can be a powerful tool for attracting prospects, nurturing leads, and converting customers. However, they need to be deployed with intent. In other words, they need to be mapped to the different stages of your sales funnel. What your particular "map" looks like will depend on the nature of your business, the makeup of your customer base, and a range of other factors. The key factor is to make an effort in the first place — and if you need to tweak the positioning of a few marketing tactics later, that's okay. Let's look at an example of what automation mapping may look like in practice: Automation Mapping Case Study Here's an example of B2B marketing. Let's say that the sales funnel for our fictional manufacturing company begins when Bill from ABC Corp visits the Plastics Inc. website. Top of Funnel Bill reads interesting content and a case study he likes on the website. As a result, he subscribes to the Plastics, Inc. newsletter. Greg from sales sees that Bill visited the website, and assigns him a lead score based on his activity. Within a day (or perhaps hours or minutes), Bill gets an automated email thanking him for subscribing, along with a PDF of a bonus case study. In the following weeks, Bill received additional emails that introduced him to the Plastics Inc. brand. Middle of Funnel Two weeks later, the latest company newsletter mentions a new certification for Plastic Inc.'s manufacturing plant. This piques Bill's interest since he must use suppliers with this certification to abide by the terms of his customer contracts. He visits the website again and registers for an upcoming webinar. Greg receives an alert that Bill has visited five pages, and spent 10 minutes total on the website. Since Bill is in the lead scoring threshold for a direct follow-up email after the webinar, Greg makes a note to send that ASAP, along with a personal phone call. In the meantime, Bill hasn't taken any additional actions after attending the webinar. However, an automated sequence of post-webinar emails keeps the information fresh in his mind. Moreover, Plastics Inc. has turned off the other automated email sequences Bill was receiving, so there's less "noise" for the post-webinar sequence to overcome. Bottom of Funnel After several email exchanges, Bill and Greg meet for a video conference. At this point, Bill already knows quite a bit about Plastics Inc., and Greg has personally emailed him additional resources to address his specific concerns. With this background, their meeting goes very well; so well, in fact, that after the video call, Greg prepares a proposal and soon closes a new customer. As you can see, there's great power in well-mapped automations when they meet the needs of customers at each stage in their buying journey. But how can you successfully map automation to your company's sales funnel? Important Points to Remember Regarding Marketing Automation
Good People + Good Technology = Success It's no secret that there are some things only a human being can do. That includes anything that requires flexibility and adaptability in the sales process. Sales reps need to constantly shuffle priorities, make on-the-fly decisions, and navigate their messaging as they interact with leads and customers. Automations, when designed and utilized effectively, can take a lot of the mindless, repetitive tasks off your sales reps' plates. Of course, as with all things in life and business, there's an important balance to strike here. Too little automation could mean your sales team is overworked, and can't get around to warm leads as quickly as they need to; too much automation could take the human factor out of the equation, and drive away leads with unique concerns and "one-off" situations. It's vital to keep in mind that when the best-coordinated marketing campaigns — the ones with the most detailed and painstakingly crafted automations — fall flat, you can always lean into your most important resource for help: the people on your marketing and sales teams. Even something as simple as personal calls to leads, instead of automated messages, can work wonders for conversion and retention rates. In summary, make good use of the automation tools at your disposal. Map the right automations to the right stage of the sales funnel; it will help your reps be more effective at nurturing leads and closing deals. Just remember that automation is only one aspect of a well-rounded sales and marketing strategy. Never ignore the power of the "human touch." Implement your technological solutions as extensions of your well-founded and time-tested processes. If you take that approach, you'll almost definitely be able to improve your company's sales performance. Learn More A healthy relationship between sales and marketing is vital to an organization’s success. Dive deep into this effective strategy in a new book called Sales & Marketing Alignment. If you'd like more insights on how you can improve your sales leadership, contact us. Or sign up for our newsletter for more valuable resources. Automation is a powerful tool for increasing the effectiveness of your marketing efforts and driving sales. But for most companies, automation can't be based on numbers alone. Think for a moment about the work your sales reps do: most deals they close are ultimately attributable to their relationship with the customer. They are "on the front lines" with leads and prospects, answering questions they have and addressing concerns that arise. Probably more than anyone else in your business, your sales reps have a finger on the pulse of your customer base.
With that in mind, gathering not just numerical data but also anecdotal evidence when developing an automation strategy is vital. Effective data gathering will make a lead's transition from interacting with marketing content to speaking with a live salesperson much smoother and more effective. Interviewing Your Sales Team One of the best ways your marketing department can come up with great ideas for content is to periodically interview your sales team. These meetings should be very structured and should take place regularly (perhaps once a month). Marketing leaders can use targeted questions that will help them clearly understand and define what problems leads are facing, and which solutions they are especially interested in. On the other side of the table, sales reps can come prepared with stories of their experiences with leads over the past month, and pertinent details of their interactions. Here are some examples of targeted questions that sales and marketing team members can explore together:
The objective of these questions, from Marketing's perspective, is to develop content that would generate leads who are more primed, more prepared, and more interested in conversations about buying your company's solution. You can see how powerful such interview sessions could be! Just imagine: if marketing can use the input from your sales team to create an automated strategy that ensures the right content gets to the right leads, it can be a win-win for everyone involved. Add a well-designed lead-scoring system into the mix. It will make it that much easier to keep low-quality leads exposed to marketing materials while allowing your sales reps to focus more of their attention on high-quality leads —i.e., leads who are more likely to buy. It's true this type of alignment doesn't happen overnight; but once your sales and marketing teams are on the same page and experience wins together, it will build momentum and act as a force multiplier for your company's success. Shaping Automations is an Ongoing Process It's no secret that customer behavior can change for all sorts of external reasons — the time of year, the state of the economy, etc. In addition, most businesses don't have completely static offerings. Products and services may evolve. For these and other reasons, it's vital that shaping automations through data analysis become (or remain) an ongoing process. Over time, your company will likely develop a variety of sales funnels and campaigns around several central themes. They may revolve around a certain season, event, product launch, or discount. Whatever the case may be, tracking engagement and conversion metrics via your CRM and other automation tools will give you a glimpse into the effectiveness of your content. Then you can decide whether to double down on your current approach or make adjustments for future campaigns. Also, don't be afraid to test out new ideas! For example, one private jet chartering company wanted to get higher conversions on their marketing spend. By experimenting with highly specific Google search queries, the company was able to achieve up to a 10% conversion rate based on their targeted landing pages. Develop Nurture Strategies Every company wants to effectively nurture their leads until they are ready to make a purchase decision — and the type of content your leads interact with says a lot about the type of information they need to finally make that decision. One powerful, data-based automation strategy you can lean into is sending email content to your leads based on the pages of the websites they visit. For example, one company leveraged its ambassador program to drive conversion rates. But more than that, they developed an automation around that program which was triggered when a lead clicked through a certain number of testimonials and case studies on their website. The data showed that the interest was there; the automated email sequence struck while the iron was hot. Of course, it's also important to offer the right thing at the right time in the buyer's journey. Lead nurturing strategies can become counterproductive if they result in a lot of wasted time and effort on low-quality leads. For instance, be careful when and to whom you offer free consultations. If that offer is mainly focused on middle-of-funnel prospects, they may only want free information without any serious intent to purchase. The end result may be a lot of free consultations and zero purchases. The point is, that it's important to adequately qualify leads before transitioning them to direct interactions with your sales team. Automation strategies that take this important factor into account will be most effective for your business. At the end of the day, you need hard data to successfully automate your processes; but you also need to keep a finger on the pulse of your customer base. Conduct regular interviews with your salespeople. Experiment with different automations. Develop realistic nurture strategies. If you do all these things, you're that much closer to optimizing your sales performance and maximizing profitability. Learn More A healthy relationship between sales and marketing is vital to an organization’s success. Dive deep into this effective strategy in a new book called Sales & Marketing Alignment. If you'd like more insights on how you can improve your sales leadership, contact us. Or sign up for our newsletter for more valuable resources. When some marketing professionals hear the term "sales funnel," it can be a bit of a turn-off. They may think that the company's sales funnel has nothing to do with them; that they're busy managing the brand, while sales reps are doing the unrelated work of closing deals.
The reality is that the sales funnel really encompasses all aspects of a business — especially the sales and marketing teams. Marketing tasks shouldn't just float on the surface of that funnel, inviting leads to come in. Rather, impactful marketing should work with sales to create concrete projections and deliver tangible results. Of course, sales should also collaborate with marketing to provide the information they need to craft the company's messaging. Simply put, sharing truly is caring when it comes to sales and marketing alignment. When both teams buy into a unified approach, then the entire brand will flourish. The key is for each team to have a broader mindset than what would usually be expected. How Marketing Can Operate With a Sales-Oriented Mindset Marketing pros need to be focused on traditional measures of marketing success: numbers, analytics, branding, content engagement, etc. However, the best marketers are also customer advocates. They can put themselves in the shoes of the consumer, and understand their interests, goals, and pain points. This is where your sales team comes into the picture. Sales reps have a direct line of communication with end users and thus possess a uniquely valuable perspective on what truly resonates with customers. When your sales team keeps marketing informed about which messages are most effective for closing deals — and when marketing is open to those insights — then your company's top-of-funnel strategy will become ever stronger, and conversion rates will increase throughout the sales funnel. Avoiding Waste with Sales-Centric Marketing Another key benefit of approaching marketing with a sales-centered mindset is the avoidance of unnecessary waste — in particular, financial waste that affects the company's bottom line. Marketers who approach the top of the funnel with a purely quantity-based mindset may succeed in attracting a lot of leads, but they often don't consider how likely or unlikely those leads are to make a purchase. In contrast, a sales-centric approach can inform top-of-funnel marketing activities, so that even if the number of leads coming into the sales pipeline is slightly reduced, their quality is increased. This will result in a tighter, more focused approach from your sales team — and less wasted effort chasing low-value leads. (At the same time, using even basic targeting tools will help your marketing team focus on high-value marketing leads, which will also help the sales team in the end.) Valuing Your Sales Team's Time and Skills Some marketing teams fall into the trap of approaching the sales funnel with an "if we build it, they will come" mentality. In other words, they believe that if the product is awesome enough, and the company's marketing infrastructure is powerful enough (e.g., a great website, a strong social media presence), customers will buy based on those merits alone — salespeople not required. The reality is, many customers won't even consider buying from a brand unless they're first encouraged to do so by a skilled sales rep. Your company's sales team is full of individuals with a unique talent, and the ability to effectively nurture leads into paying customers. When your marketing team has genuine respect for your sales team (and vice versa), each team will be more willing to set the other up for success. How Sales Can Operate With a Marketing-Oriented Mindset We've talked about how marketing can be more effective when they think in terms of sales — but does it also work the other way around? Will your sales team perform better if they introduce a "marketing mindset" into their process? The simple answer is: Absolutely! When your sales team has a firm grasp of the work marketing does, and how it relates to their success, then they'll be able to put themselves in the best possible position to close deals. Understanding the Nature of Online Research Your sales team needs to understand which type of lead they may encounter in any given transaction. The key here is becoming familiar with your company's marketing materials — on your website, on social media, and so forth. Sometimes a lead will show up ready to buy because of what they've already found within your marketing content; other times, leads are still making their decision, and need clarification on something they've read or seen. When your sales team can anticipate different scenarios based on the various customer journeys that marketing facilitates, they'll be able to fill the gaps in customer needs and close the sale. Considering How Leads Want To Be Contacted Another way that a marketing-oriented mindset can help your sales reps is the matter of contact methods. Some customers like to be contacted via email; others prefer a phone call; still others prefer texting. Those preferences can be recorded and cataloged by marketing software that lets customers decide how they want to be contacted... and wise sales reps will take those preferences into account when reaching out to leads. Valuing Customer-Focused Content While marketing team members must understand the value of touting benefits over features, salespeople must also be aware of and subscribe to this focus. The average customer doesn't care about all the features built into your product; rather, they want to know how your product will benefit them in tangible ways. It can be easy for your sales reps to fall into a pattern of explaining features during customer interactions when they should take a marketing approach and focus on benefits. Make sure they're asking leads the right questions, and then describing how your product can address concerns, solve problems, and fill needs. (Getting quantitative data on which web pages and lead magnets get the highest traffic volume can be a good starting point.) At the end of the day, when your marketing and sales teams are willing to share, and even think like each other to some extent, they'll end up winning together — and your entire organization will benefit. Learn More A healthy relationship between sales and marketing is vital to an organization’s success. Dive deep into this effective strategy in a new book called Sales & Marketing Alignment. If you'd like more insights on how you can improve your sales leadership, contact us. Or sign up for our newsletter for more valuable resources. The top of the sales funnel offers a clear objective for marketers: make prospects aware of the brand, and convince them they should learn more about it. The bottom of the funnel is equally clear-cut: close the deal with an interested lead.
But what about the middle of the funnel (MOFU)? For many sales and marketing teams, the middle-of-the-funnel stage is a nebulous "gray area" where the division of responsibilities between the two departments becomes murky. As a result, leads get stuck in no-man's-land. In fact, of all three of the core stages in the sales funnel, the middle may be the most challenging to navigate. The good news is, with some careful planning and good communication, the middle of the funnel can be a powerful driver of sales, instead of a frustrating bottleneck. And at the end of the day, a lot of MOFU success comes down to effective collaboration. Key Collaboration Items For Middle-of-Funnel Content Let's talk about some key MOFU items your sales and marketing teams should collaborate on — items that can move the needle on your metrics in the bottom part of the funnel. These include:
The bottom line is, marketers are responsible for creating great content and automation, and salespeople can provide insights as to how leads decide whether to buy. Sales and marketing should have a "symbiotic relationship" when it comes to the middle of the funnel stage. When marketers focus on their role of communicating benefits to leads — from the first moment they make contact via a social post, ad, or landing page — and sales reps focus on closing deals with messaging aligned to marketing materials, the overall result will be more leads in the pipeline and more sales being made. All Leads Are Not Created Equal It's also important to keep in mind that not all leads are created equal when it comes to the middle of the funnel. It's important for your sales and marketing teams to be in alignment about what constitutes a valuable lead, and how sales should approach different touch points with leads. What motivates one client to buy from your brand may be totally different from what motivates another. For example, one lead may be in the early stages of researching solutions to a problem. They may interact with your middle-of-funnel content, but not be anywhere close to actually purchasing from your brand. On the other hand, a second lead may have already researched solutions for some time and is re-engaging with your content with the intent of eventually making a purchase. Obviously, the second type of lead will be more immediately valuable to your company. With that in mind, it's important that your sales and marketing teams work together to identify which leads are higher-value, and how to most effectively approach them after an interaction. At the same time, they should develop strategies to nurture marketing-qualified leads, and eventually nudge them into becoming sales-qualified. Designing diverse MOFU content is often the best way to cover all your bases. You want content that will convince eager leads to take the next step (maybe data-driven content like white papers and e-books), as well as easily digestible content to keep your brand top of mind for leads who are still on the fence (infographics, blog posts, and so forth). It's Not Just About Numbers, It's About Purpose Having well-defined lead segments and value scores will help make the entire lead generation process more purposeful during the middle-of-funnel stage. Having a large volume of leads is great... unless most of those leads are unlikely to become paying customers. It's much better to have 50 leads in your pipeline that are likely to buy vs. having 500 leads who will almost certainly not do business with you. The middle of the funnel is where you can start weeding out leads with low value and focus on the leads that are most likely to go somewhere. CTAs in your content can become great "lead filters." For instance, a financial services company may publish a blog post with a CTA to sign up for their free newsletter. When leads do so, they may be classified as sales-qualified leads, which will trigger outreach from one of your sales reps. It's true that the middle of the sales funnel can pose some challenges in terms of which department should take action, and which actions they should take. But with a purposeful, deliberate approach, and a lot of good collaboration, you can create a framework for success in terms of your content and customer interactions. And when it's all said and done, you'll be in prime position to enjoy the benefits of improved sales performance. Learn More A healthy relationship between sales and marketing is vital to an organization’s success. Dive deep into this effective strategy in a new book called Sales & Marketing Alignment. If you'd like more insights on how you can improve your sales leadership, contact us. Or sign up for our newsletter for more valuable resources. Moving customers through each stage of the sales funnel is an important function of your sales and marketing teams. Of course, they need to be in alignment with each other if this process is going to be as smooth and seamless as possible. They also need to deploy the right activities at the right time for best results.
What are some of the activities your team should be doing at each stage of the sales funnel? Let's discuss five for each phase: top (awareness), middle (evaluation), and bottom (decision). Top of Funnel Activities 1. Newsletters These are a great way to provide information that leads need to know about their situation. Highlight the benefits that your product or service offers, and how you can make their lives better, or solve a particular problem. 2. Social media posts Social media is an excellent channel for connecting with prospects and increasing brand awareness. Make sure your team is providing a steady stream of relevant content for users who may be unfamiliar with your company. 3. Marketing email sequences Automated email sequencing is a great "set it and forget it" technique that can help move leads from the top of the funnel to the middle stage. Use those templates to provide educational content, and capture data points that measure each lead's level of interest. 4. Invitations Invite top-of-funnel leads to events where they can learn more about your company and your offerings. These events could include on-demand videos, webinars, panel discussions, product demonstrations, and workshops, to name just a few. 5. Thought leadership Building trust is crucial at each stage of the funnel, especially when interacting with leads who are unfamiliar with your brand. When your team develops high-quality educational content that delivers real value to prospects — and even creates an "a-ha moment" for them — then they'll be much more likely to progress to the middle stage of the funnel and evaluate your company further. Middle of Funnel Activities 1. Presentations and webinars Now that your leads are actively evaluating your solutions, it's important to provide them with meatier data to chew on. Presentations like panel discussions, webinars, and workshops are among the many educational opportunities that can help leads understand the value you provide more clearly. Your prospects will also be able to "mentally experience" what it would be like to partner with your brand. 2. Appointments After every presentation, don't forget to include a next step that invites leads to learn more. This often involves a one-on-one appointment with a member of your sales team. 3. Post-presentation outreach Not every single person who attends a presentation will automatically want to schedule an appointment with your team. However, that doesn't necessarily mean they're not interested in learning more or making a purchase with your company. You may just need to follow up with them in the form of emails, texts, and/or phone calls. Sometimes, a gentle "nudge" from a sales professional is all a person needs to progress to the decision stage of the sales funnel. 4. Data-driven outreach One of the most valuable things about digital marketing is the ability to dynamically track activities like email opens and clicks — both at a group and individual level. The resulting performance data can provide a list of middle-of-funnel leads who have, in one way or another, shown interest through their digital actions. With that data in hand, your sales team can reach out to them via email, phone call, or text to further gauge their interest (and hopefully motivate them to take further action). 5. Sales email sequences Sales email sequences at this stage of the funnel should focus on your solutions, as well as case studies and client success stories. This segues nicely into our next funnel stage... Bottom of Funnel Activities 1. Case studies or success stories These are not just helpful for middle funnel leads, but can also help seal the deal for prospects in the decision-making phase of their journey. Use these resources to increase confidence by painting a picture of a common problem, and then describing how your solution created a satisfying outcome. 2. Ambassadors or reference accounts Leads who are on the edge of buying often want one final confidence check before making a purchase. This is where pre-screened customer ambassadors or reference accounts can prove to be an invaluable asset. They can offer an objective take on your solution, and provide that extra assurance to your prospect about the benefits your company provides. (Just make sure your ambassadors are happy with your company and up-to-date on your offerings!) 3. Guarantees Having some form of guarantee built into your offer directly reduces a buyer's risk and increases their confidence. You can structure your guarantee in many different ways, but some of the most common forms include money-back guarantees (the prospect will get a refund if not satisfied with your offering) and outcome-specific guarantees (you promise a positive outcome for the prospect, no matter the cost to your company). Remember that the clearer and simpler your guarantee, the more effective it will be at moving sales forward. 4. Samples, test drives, and trial periods Offering trial runs for your leads is a great way to provide them with a no-risk experience of your product or service and allow them to explore your offering more fully. Of course, this type of strategy requires intentional design as to how it will work, how it will be managed, and how it will help your sales team close more deals. Collaboration among your sales, support, and delivery teams is vital to ensure that trial runs lead to a higher close rate. 5. Ride along This strategy lets bottom-funnel leads experience your solution firsthand through a demo or the eyes of a current customer. This is another excellent way to help them more clearly understand the benefits that your solution can provide. If your sales and marketing teams work together to implement the activities discussed above, at each appropriate stage of the sales funnel, then you'll be in a prime position to achieve increased revenue and a more robust customer pipeline. Learn More A healthy relationship between sales and marketing is vital to an organization’s success. Dive deep into this effective strategy in a new book called Sales & Marketing Alignment. If you'd like more insights on how you can improve your sales leadership, contact us. Or sign up for our newsletter for more valuable resources. Too often, the concepts of sales funnel and marketing funnel are used interchangeably. The truth, though, is much more complex than that. Each are unique concepts. However, both also have to be integrated with each other for a truly successful sales and marketing operation. That doesn't always happen. We've often worked with clients who have had to close a gap between marketing and sales. Or, they treat the two departments as identical. So, in this post, we'll explain the differences and unique aspects of sales and marketing funnels. And we'll dig into how to make sure both work together for maximum sales and revenue performance. Just the Basics: The Marketing Funnel The marketing funnel drives audiences from the first time they become aware of your brand. They are pushed through whatever process or system marketing has developed to prepare and prime these leads for a transfer to sales. This involves all the steps and stages from bringing the lead into your CRM until they are ready to consider purchasing your product or service. Within that basic definition, the marketing funnel usually includes a few crucial steps as the audience narrows down from your entire potential customer base to marketing and sales-qualified leads:
Just the Basics: The Sales Funnel The sales funnel takes sales-ready leads in the CRM, and drives towards a customer conversion (i.e. a sales transaction). That includes a few important steps to narrow down the audience over time:
Where Sales and Marketing Funnels Intersect Based on the unique processes and differences between marketing and sales funnels, it's tempting to keep the two separate. Unfortunately, that can cause some significant issues. Bridging the gap between marketing and sales is absolutely necessary for a consistent, integrated customer experience. That's especially true because, as clearly distinct as the definitions for each might be, they also clearly intersect. In fact, the bottom of the marketing funnel is typically synonymous with the top of the sales funnel. Marketing often ends with lead generation. But this should not be the case. These leads immediately need to be nurtured, starting with the first email they receive to thank them for their contact information. Interest naturally flows into the more conversion-oriented process. In turn, the sales team looks to engage these leads when they either raise their hand or demonstrate activities that indicate they are primed and ready to interact with the sales team. While the emphasis might be different, it pays to think of the marketing and sales funnels as an integrated whole. They both benefit from one another to maximize opportunity. The whole, in this case, truly does become bigger than the sum of its parts. 5 Opportunities To Integrate Your Sales and Marketing Funnels Fortunately, once the marketing and sales funnels are viewed as a larger whole, integration possibilities become more visible. These five opportunities are especially easy to implement as you look to build a better customer journey for your audience. 1. Sales Insights for Marketing Strategy What does your sales team know about prospects as they move through the funnel? What types of prospects are most likely to convert to customers? Marketing can use this information to better target its efforts, from different demographic targeting to the channels chosen for promotion. 2. Lead Generation and Nurturing Overlaps The traditional marketing funnel ends with lead generation. Conversely, the traditional sales funnel begins with lead nurturing. In reality, though, the two concepts are almost necessarily connected. For audiences, they're likely seen as a single process. Thus, a mutual planning effort to make sure that any lead generation messaging and channel strategy matches with its lead nurturing equivalent is vital for a more consistent, successful strategy. For example, sales teams can call prospects that might not be hand-raised leads yet, introducing themselves and setting the stage for later nurturing efforts. 3. Marketing Content To Improve Sales Efforts The job of the marketing team is not necessarily done when a new lead is generated. Lead nurturing, and even the pitching process, can often benefit from additional resources that marketing can provide to support the velocity of leads moving into and through the sales funnel. For example, blog posts, short videos, or even private LinkedIn groups can all help sales in their efforts to convert new customers. 4. Integrated Messaging Throughout Both Sales and Marketing Integration is the name of the game. And that's especially true for messaging throughout both funnels. Experienced marketers already know that the language and selling points of awareness-based ads have to match up with landing pages, conversion messaging, and more to truly make an audience impact. It's only natural to conclude, then, that this consistency can't stop at the marketing-sales hand-off. The more one core message drives the strategy from awareness to customer conversion, the more convincing that message will become. 5. Comprehensive, Action-Based Insights Finally, sharing analytics and reports can be a significant boon to both marketing and sales in improving their efforts. Insights from sales can help marketing adjust their efforts, while marketing insights can provide a crucial background for sales to optimize theirs. Knowing whether a lead came from social media or a Google search can help to optimize the sales pitch, and vice versa. In short, the natural gap between marketing and sales needs to be as non-obvious as possible for audiences. That's only possible with a direct integration between marketing and sales funnels, all working towards the shared goal of optimizing customer conversions and revenue. If you'd like more insights on how you can improve your sales leadership, contact us. Or sign up for our newsletter for more valuable resources. |
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