Lead Nurturing Drives Sales Ready Buyers Success Video

In this short video Collective Goods’ SVP of Sales, Tony Gilio, discusses how lead nurturing drives Sales Ready Leads.  He explains how Digital Demand Center allowed him to increase his flow of sales ready buyers, doubled his closing rate and reduce his Sales Development Rep headcounts cost by over 50%.

(Watch Time – 3:00 Minutes)

Conversation with Collective Goods SVP of Sales, Tony Gilio

Collective Goods was struggling to deliver a full funnel of new business and qualified opportunities to their team of over 150 outside sales reps.  Tony explains how he had Gabriel Sales and Digital Demand Center increase the efficiency of his inside sales team by implementing a digitized pre-sales process supported by a marketing automation technology stack.   In this short video Tony explains:

• How Digital Demand Center doubled his volume of Sales Ready Leads by 50%
• How “Sales Ready” leads reduced his telemarketing team from eight to four reps reducing his cost by 50%
• Why his New Business closing rate went from 10% to 50%
• How this lead nurturing and demand generation solution provided his closer the volume they needed for success

Excerpts from Lead Nurturing Drives Sales Ready Buyers

“The, the reason why I believe that Digital Demand Center had so much success with us was because they’ve done it from all angles. They are sales professionals, they are marketing experts.  The understand and see the whole business cycle. And, well I guess now they are the whole business cycle for us, right. And they’ve just digitized it and made it more efficient for us to be able to succeed. Their expertise allowed us to be more efficient in our process.”

“So the first step that we had with Gabriel Sales and Digital Demand Center was just streamlining that Sales Development Process.  The reason why we had so much more success is that the buyers we started calling were warmed up. They had already watched videos, they had already seen the content. They had basically told us that they wanted us to call them.”

“I was skeptical that digitizing this would be able to replace, um, all our portion of our telemarketing team. And the reality is really that’s how people want to transact nowadays. They, they are more digitally focused. They are less apt to pick up a call, especially because so many people are on their cell phones. They don’t want to listen to a telemarketer. So they’re transacting on a digital format through video. They’re watching as much as they want to watch. The buyer is learning about us and we are  watching and we’re learning, about their behaviors.   And then we can follow up accordingly”

Learn about the 300% Sales Impact Gabriel Sales’ Turnkey Demand Generation Engine drove for a Mobile App and Software Company

In this short video Digital Demand Center’s client – Entrepreneur and Founder Bryan Banks shares his software sales demand generation and lead nurturing success story.

(Watch Time – 5:00 Minutes)

Software Sales Lead Nurturing Success Conversation with Bryan Banks, Founder KipTraq

Bryan Banks is an entrepreneur that is focused on growing his mobile application and software business with no outside investors.  Bryan was committed to fueling that growth with sales and smart marketing decisions. In this short conversation Bryan discusses how Digital Demand Center:

• Allowed Bryan to to focus on closing business and product development
• Kept his funnel full with sales opportunities for his existing sales team
• Educated his buyers so they were excited to talk to sales 

Excerpts – Software Sales Lead Nurturing Success Highlights

 “I didn’t really to focus on the sales side. I have sales reps for that, and they were doing a pretty good job, but I wanted to give them the tools that they needed to be successful. We wanted to be able to be able to scale this business in such a way that, that we could bring in leads digitally instead of having to go out sniffing for them.  And Demand Center filled that niche for us. We were able to really keep that funnel full.”

“Whenever I go buy something, whether it’s a car or a, a new microphone or, you know, from my computer or whatever it is, I do my research online. I think everybody does that these days.  I wouldn’t go to a,car dealership and, and talk to the salesperson and, and cold and say, – Hey, tell me about, you know, the, the pros and cons of these two vehicles, right? I want to come in as an educated buyer. So the thing that really stuck with me after working with Digital Demand Center is that that’s their goal as well. They want to create Educated buyers.”

“So there are three reasons that I would recommend Digital Demand Center. Number one is they’ve got a great technology stack. They helped us move it from an Excel type process into something where we could, we could scale. Number two is that their staff really work well with our team…, they know what it is, what we do, and they’re able to make recommendations in terms of how we should market this product to our potential customers…the third reason I would recommend them is because they’re really focused on educating our potential buyers. So by the time somebody is actually talking to one of our sales reps, they’ve probably seen a couple and read a couple of our blogs. They’ve watched some videos. And so when we are bringing leads in from the outside and moving them through a funnel where they’re educated, they learn what it is that we offer, they get excited about it. So by the time they actually come and are talking with us, our sales reps and myself, they know what it is they want, and they know that KipTraq is something that they need.”