Sunday, June 30, 2013

Interrupt Marketing: A Provocative B2B Methodology That Makes A Compelling First Impression

Field Marketing Specialists Earn Their Stripes By Nurturing Leads To Sales Ready Status

I recently presented marketing assisted selling as an effective way to optimize the ROI from a B2B company's sales assets. Interrupt marketing, a component of marketing assisted selling, is a necessary, but challenging lead generation methodology.  It requires discrete, knowledge-based persistence.  It meshes with a prospect's buying cycle and can initiate your selling cycle.  It is best implemented as part of the field marketing process - not by field sales reps.

Begin a campaign by "approaching" a well defined targeted suspect list. Use sequentially scripted 1to1 "approach" emails that are generated through the CRM system based on campaign criteria and timed according to workflow rules - let's say every three-to-five work days. The goal is to gain permission from contacts who want to receive timely and concise information about your campaign subject.  A bonus occurs if they become an early stage lead ready for nurturing.  For those suspects who don't reply by the third email, the field marketing specialist will make a scripted telephone call after reviewing LinkedIn and other sources and updating the CRM record.  The goal is for them to opt-in or opt-out and for you to move on accordingly.

Email marketing tools provide a more aesthetically pleasing [compared to CRM generated emails] means for staying in touch with those who opt-in.  They offer the versatility to embed surveys and manage event marketing campaigns.

Through sign up forms on websites, social networks and email signatures, new subscribers may specify their areas of interest for receiving timely, concise information.  Use the field marketing process to approach these new subscribers and to correctly categorize them in the CRM system for future campaigns.

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