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The 7-step process for aligning marketing and sales
WOWorks™ emerged back in 2008 when we started seeing the Heads of Marketing that we were working with struggling to get quality leads to sales. The game of B2B marketing had changed; the pressures were more intense to deliver results than ever before. The economic times were tough, which caused downsizing and budget cuts. They were expected to do more with less. It was a time in marketing that was not for the faint of heart.
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This is when we introduced our clients to WOWorks, our proprietary, 7-step process that creates demand among our clients’ most sought-after leads. It’s the critical process between creating your list of leads and closing your list of leads. It creates response rates from 30-40%. That’s a far cry from the 2-5% response rate American business has been stick-trained to accept as a good response.
WOWorks helps you develop an outbound demand generation strategy that gets to C-level decision makers, positions you as a thought leader, develops a sense of being a valued partner versus just being a vendor, creates a huge response of one-on-one, thought-provoking conversations with your ideal prospects and provides your sales team with highly-qualified opportunities that are ready to close. A fascinating by-product of WOWorks is that it aligns marketing and sales like never before.
WOWorks is equally effective for sales as it is for marketing. Over the years, we have yet to meet a sales force that hasn’t collectively said, “Get us in front of prospects and we’ll sell them.” So the ultimate goal is creating a substantial interest in your product/service that “makes” your leads want a face-to-face with your salespeople. That’s what WOWorks does. It creates a scenario that allows sales to be focused on only the leads that are leaning forward. However, for many sales folks, it requires a new approach to selling. No longer can sales play it safe and sell the way they had for decades. The world of B2B complex selling requires a consultative approach. The last two steps of WOWorks were developed for sales to enter into a consultative conversation with their prospects–allowing them to differentiate themselves from all their competitors.