At this point in the sales cycle, the opportunity has been deemed a good fit for your company
Posted: Sun Jan 05, 2025 9:17 am
Last is the decision stage, where buyers are classified as opportunities or customers. This stage of the buyer's journey signifies that the user has decided on a solution for their problem. They are ready to purchase and are actively considering a specific brand or solution provider.
Opportunity
An opportunity is a contact that is actively engaged in a sales conversation and represents potential revenue. At this point in the sales cycle, the opportunity has been deemed a good fit for your company and vice versa. From here, it’s just a matter of engaging with your opportunity to hash out details and hopefully close the deal.
Customer
Just because a contact has become a customer self employed database doesn't mean you shouldn't nurture them anymore. Afterall, the easiest deals to close are with your existing customers. Nurture your customers into becoming evangelists of your brand by providing them with relevant, timely content that fosters the opportunity for an upsell.
Nurture your decision stage contacts with offers like:
Free Trials
Consultation or Assessment
Estimate or Coupon
Live Demos
Considering that this is the highest-involvement stage of the buyer's journey, it makes sense that the form associated with this stage would be the most detailed. Make sure you are asking questions specific attached with bottom-of-funnel content offers. The answers to these questions should help your team better deliver on a trial, demo, consultation, etc. For example, at New Breed, we ask the lead what type of marketing automation they use. This information helps us better understand their problem and ensure that the lead is getting the most out of their consultation, assessment, etc.
By understanding how contact lifecycle stages align with the inbound buyer’s journey, you can optimize your lead nurturing strategy to drive conversion and ultimately boost revenue.
Interested in learning how to tailor your content marketing strategy to drive conversion at each stage of the buyer's journey? Register for our upcoming webinar to find out all you need to know to drive more sales.
Opportunity
An opportunity is a contact that is actively engaged in a sales conversation and represents potential revenue. At this point in the sales cycle, the opportunity has been deemed a good fit for your company and vice versa. From here, it’s just a matter of engaging with your opportunity to hash out details and hopefully close the deal.
Customer
Just because a contact has become a customer self employed database doesn't mean you shouldn't nurture them anymore. Afterall, the easiest deals to close are with your existing customers. Nurture your customers into becoming evangelists of your brand by providing them with relevant, timely content that fosters the opportunity for an upsell.
Nurture your decision stage contacts with offers like:
Free Trials
Consultation or Assessment
Estimate or Coupon
Live Demos
Considering that this is the highest-involvement stage of the buyer's journey, it makes sense that the form associated with this stage would be the most detailed. Make sure you are asking questions specific attached with bottom-of-funnel content offers. The answers to these questions should help your team better deliver on a trial, demo, consultation, etc. For example, at New Breed, we ask the lead what type of marketing automation they use. This information helps us better understand their problem and ensure that the lead is getting the most out of their consultation, assessment, etc.
By understanding how contact lifecycle stages align with the inbound buyer’s journey, you can optimize your lead nurturing strategy to drive conversion and ultimately boost revenue.
Interested in learning how to tailor your content marketing strategy to drive conversion at each stage of the buyer's journey? Register for our upcoming webinar to find out all you need to know to drive more sales.