For data centers to generate more highly qualified leads and opportunities, they must attract the right strangers as early as possible in the decision-making process. Early discovery grants the opportunity to:
- Be a guru or teacher
- Frame how prospects evaluate different alternatives
- Influence their buyer’s journey as a whole
Stop assuming your website visitors are ready to buy; this is a huge ultra common mistake often made in data center industry as well as mid-market enterprises and tech in general. Marketers in these industries have the habit of assuming everyone is ready to buy the first time on their first visit; that is not the case.
In fact, in nearly all cases, it is considered a buying process that spans anywhere from weeks to months at times—even if it is a really good enterprise sale. The sales cycle can be even longer than that, so make sure you have a deep understanding of product/market fit and your funnel.
It is naïve to assume you can treat all of your website visitors the same and actually attract attention. The CFO, CIO, CEO, and compliance officer all care about vastly different issues, so make sure you are not talking to them all the same way.
Conversion Paths and Content
You need premium content and conversion paths for:
- Each buyer persona
- Each stage of the buyer’s journey
Accelerate sales cycles from leads to opportunities and close revenue by using:
- The content and context of where leads are with workflow automation
- Lead nurturing
Does your data center need more highly-qualified leads? Let us know in the Comments below.
To learn more about data center sales acceleration, download the webinar recording Data Center Sales Funnel Acceleration Q&A Webinar.