E87: How Strong Sales Leadership Nurtures Leads and Accelerates Trade Sales Growth

In this episode of Stronger Sales Teams, host Ben Wright explores the complexities of lead nurturing, a crucial element of effective B2B sales management. Ben highlights the essential process of nurturing leads from initial contact to meaningful engagement with prospective customers. He presents a comprehensive list of 15 actionable strategies designed to empower sales managers in enhancing team productivity and cultivating enduring customer relationships.

Key Takeaways:

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2. The personalised thank you - this can significantly enhance relationship building with prospective clients.
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5. Personalised videos - providing valuable content can strengthen connections and keep potential clients engaged.
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8. Social Media - connecting with prospects via their preferred channel is a great way to stay connected.
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11. Content Generation - putting enough content out there so that prospects can get to know who and what you're about.
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14. Recommendations - provide opportunities for prospects to broaden their knowledge and skills.
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17. Structured follow ups - ask your prospects when and how they want you to engage and re-engage.
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20. Help them solve a problem - find ways to share knowledge and/or resource that might be easy for you, but really helps them.
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23. Sponsorships - these will generally allow for multiple opportunities to get in front of your prospects.
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26. Webinars (and podcasts) - an opportunity for you and your team to share your expertise, showcase your product or service in an engaging way.
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29. Case Studies - show prospects how your service or product can improve their lives.
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32. Get products in hands - there's nothing quite as simple, yet powerful, as being able to test drive before you buy.
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35. Product demonstrations or training sessions - an extension of #11 - where a physical product isn't available consider how else you might showcase your product or service. Think video, 3D renders, VR, etc.
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38. Snail mail - might sound "old school" but with the decline in volume of physical mail sometimes receiving something in the mail can be quite a pleasant surprise.
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41. Drip Campaigns - often with the support of marketing or comms teams, setting up a sequence of follow up communications that will be sent to prospects post that initial meeting can be a great way of nurturing them over time.
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44. Cross-threading - seek out others across the business you're working with as this can accelerate moving leads through the sales funnel.
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Time Stamps:

0:00 Intro

2:12 Top 15 Recommendations In Nurturing Leads

4:34 Personalised Thank You

5:30 Personalised Videos

6:15 Social Media

6:53 Content Generation

7:53 Providing Recommendations

8:35 Structured Follow Up

9:25 Problem Solving

10:23 Sponsorships

10:57 Webinars

11:30 Case Studies and Site Visits

12:18 Getting Physical Products In Hands

12:55 Product Demonstrations

13:32 Physical Mail

14:00 Drip Campaigns

14:45 Cross Threading

15:30 Recap

18:08 Health and Fitness Tip

18:56 Outro

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