Stacking Growth | The B2B Marketing Podcast
Snacks 22: Inbound Buying Experience - Process, People, Technology
Jul 24, 2024
Sidney Waterfall joins the host to discuss optimizing inbound buying experience and funnel conversions. They emphasize capturing and qualifying information effectively, simplifying forms, leveraging technology for data enrichment, and passing qualified leads to the right sales team for improved conversion rates.
12:16
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Quick takeaways
- Capturing lead information effectively post-interaction is vital for sales team qualification.
- Automating meeting scheduling and follow-ups can accelerate sales processes and enhance customer experience.
Deep dives
Optimizing Conversion and Qualification Phase
During the conversion and qualification phase, the aim is to capture information effectively after a form fill or chat interaction on the website to identify potential leads for the sales team. Qualification involves assessing criteria like company size, job titles, and deal profile to determine if the lead is a viable opportunity. Recommendations include minimizing form fields on the website to ease the customer's experience and using technology for data enrichment.
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