Set up a new business campaign in 7 steps
1. Scope
First of all, make sure everyone is on the business campaign same page. What do you mean by new business? Are old customers new business or not? Or another DMU at an existing customer?
Then determine the scope of your campaign. Which target group in which market are you going to focus on? With what goal?
2. Data
Which source of contacts will give you the most results within this scope with the least effort? Do you have this data in your own database? Does it need to be optimized? Do you have partners who have the right data? Whatever data you use, make sure you are GDPR-proof.
3. BANT criteria business campaign
To assess whether a lead is really a lead, define each BANT criterion for this campaign . In which phase of the decision-making process is the target group open to your message? Is there already Budget available in this phase? Which Authority do you want to reach? How big should the Need be and what Timeframe should there be, do you want to give it further time and attention? How cold or warm should a lead be for you?
4. Resources/Channels
Choose which means you are going to use to saudi arabia phone number library reach the target group. Take past experiences with you. What has worked and what has not. Calling, content, whitepaper, video? Which channels are you going to use to deploy it? Do you have email is absolutely fundamental in inbound marketing enough database records to call out directly and qualify leads?
5. KPIs
Determine your KPIs. Do you have historical figures? Use them. You can set KPIs at each step in the funnel:
- number of BANT qualified leads
- from qualified lead to appointment
- from appointment to quotation
- from quotation to customer
6. Who does what? business campaign
Make clear agreements in advance about the division of tasks. For example, who will provide content, a toolkit for Sales, the story, the quote, follow-up after qualification and after the appointment, a service call after becoming a customer?
7. Evaluation
At what times and with what frequency do the belgium numbers stakeholders come together to review, evaluate and adjust the results? Look at the KPIs and the feedback from Sales. If Sales loses to the competition, why? Does the story work? Does it need to be tightened? Implement the improvements immediately.
New business campaign checklist business campaign
We have put these 7 steps to set up a new business campaign in a handy overview. Download the checklist and you will always have this approach at hand.
