MARKETING AND SALES ALIGNMENT

CTCM

A process of aligning your sales and marketing efforts to reduce your cost per acquisition and increasing customer life cycle.

The Types of Engagement

Email

Database

Website

Reporting

Workflow

Workshop

Whatever business you’re in, getting your sales and marketing teams truly aligned will have a huge impact on your bottom line. Ultimately, driving down your cost of customer acquisition by using efficient and optimised processes while driving up your customer lifetime value by understanding where sales and marketing can have the biggest impact will help you achieve scalable and predictable revenue growth in the long term.

DEFINING MQL VS SQL

A marketing qualified lead (MQL) is a lead who has been deemed more likely to become a customer compared to other leads. This qualification is based on what web pages a person has visited, what they’ve downloaded, and similar engagement with the business’s content.

A sales qualified lead (SQL) is a lead which has triggered specific interactions with your website communication to create an agreed score. The higher a lead’s score, the closer they are to becoming an SQL, which is only a step away from becoming a customer.

BUILDING A LIFECYCLE

Automating the day-to-day decision process by putting hidden fields into the forms and setting the lifecycle stage means as we scale, you would no longer be required to manually review every lead

Lifecycle stages are typically defined:

  1. Other
  2. Subscriber
  3. Lead
  4. Marketing-qualified lead (MQL)
  5. Sales-qualified lead (SQL)
  6. Opportunity

THE PROCESS

Automating the handover process from marketing to sales with customer acquisition. Whilst automating the process from sales to marketing for customer nurturing.

Creating alerts for when new MQL’s are entered into the database for transparency and urgency for a follow up. Whilst alerts are created for when an SQL becomes a customer for marketing to integrate them in to an automated nurturing process.

Be more inbound

Be more inbound with your marketing and use your existing database to move existing candidates and up sell your existing clients.

Not sure if this is right for you?

Ok, so you have clients in your database. You are on the PSL. The hard work is done. But you just don’t know when they are hiring, and your recruitment consultants are spending time with emails and calls.

But, what if we could create a process that automatically identifies when a client is likely to be looking. Deliver specific comms, generate the interest, and send it direct to your consultants inbox?

It’s time to schedule a consultancy call on the right.

You have a substantial database of candidates. But you don’t know much about them and you aren’t aware if and when they will be looking for a new role.

You need a way of communicating with this database to ensure these candidates arrive in your Recruitment Consultants inbox.

You need your CRM tool to have automated trigger points which your consultants can access to have instant access to candidates.

I find we spend most of our time talking about who we are and what we do. Our authority and reputation currently makes it hard to start conversations.

You have a database of clients and candidates. However, you are struggling to attract more candidates ad clients. A large part of your Recruitment Consultants time is spent business developing and not moving people to new jobs or being places on new PSL’s.

You want to free up your Recruitment Consultants time to focus on on placing candidates into new roles.