If you’re tired of calling on people who really want to work with you, but can’t seem to get anything approved, listen up! Spending one more day working with these really nice individuals is a total waste of your time – even though they love you and what you’re selling. You’ll never close deals that way.
If you want to get the business, you need to find those individuals in the company who are making things happen. CEB, a sales research group, calls these people the Mobilizers. They’re the ones who spearhead new projects in their organization. They can see into the future and know that change is imperative for the company – and for them personally.
They jump into action when they see problems that need solving or goals that can’t be achieved unless something is changed. They go online to research what’s out there. They talk to people both internally and externally to learn more. And, they catalyze people into action.
That’s who you’re looking for today. A mobilizer. They feel really different than those nice, but powerless people you’re talking to now. And, they’ll make you feel really uncomfortable too – because they’re asking you things that you don’t know the answer to. Or, they’re challenging what you say. If you’re squirming, it’s a good sign.
So get going – and find those movers-and-shakers who mobilize their organization to take action. You’ll close deals a whole lot faster!
One of the best ways to generate revenue from a site is to convert all of your incoming traffic into sales, or at the very least potential leads. Optimizing a site or blog for that very purpose can be quite the hassle, however. If you’re using WordPress to publish your content, you’ll be pleased to know that there are a number of plugins available that can help you generate some of those sales.
There are hundreds if not thousands of plugins available for use with the WordPress platform. Finding one or two plugins that will meet your needs can sometimes be like finding a needle in a haystack. That’s where we come in! We’ve compiled a list of the best WordPress plugins that are sure boost your lead generation.
Let’s get right to it, shall we?
Take Advantage of SEO
If you don’t already … Read More »
- Creating more opportunities
- Winning more deals
- Building a stronger brand within their market
But I heard something different, something that smacked me upside the head… RECRUITMENT of new sales reps.
You see, it’s extremely competitive right now to find great sales professionals. It’s also important to build new hire classes with smart college/university graduates. The challenge that many sales managers have been finding (especially with hiring Millennial from school) is that traditional sales techniques are not making it sexy for sales reps. Even senior sales reps are not getting excited to jump from one competitor to the next, knowing the sales process is no different.
Kevin Coppins was laser focused when saying “we will be training every Sales Executive, lead generator, sales manager and channel partner on Social Selling in 2014. Our approach will be that we’ll have a world-class recruitment process at the end of 2014, touting we are the future of the modern sales professional”. The Micro-Marketer meets the sales professional; where sales professionals are building personal brands online, and driving new relationships on LinkedIn & Twitter.
This revelation hit me! Sales leaders have an opportunity in 2014 to:
- Recruit Millennials with a sexy sales process that fits their current lifestyle (online)
- Recruit senior sales professionals that are keen to innovation, growth and evolving with their sales process
- Retain current sales professionals by giving them new tools to be more successful
So don’t just look at Social Selling as a means of getting sales reps on LinkedIn. Look at the big picture – look at your team as a coach and think about the skills that will bring in more talent, and grow the talent …read more
Auto dialer software is a great tool to improve outbound sales productivity. However, don’t confuse auto dialer software with predictive dialing software. These are two separate and very different things. Predictive dialing is a feature that can hinder productivity, while auto dialing can improve productivity.
Auto dialing is a great way to improve productivity for your inside sales team. If you’re not familiar with how auto dialing works, then here are some ways that auto dialing software works to improve outbound sales productivity.
Cuts Out the “Petty” Work – If your sales team is spending time researching time zones, lunch times, and other time sensitive issues before making their calls, then they are wasting valuable time that could be spent on the lead. Did you know that 80% of the average salesperson’s day is spent on non-revenue generating activities (Source: Telesmart.com)? VanillaSoft’s … Read More »
Chat has finally grown up, but is your company ready to handle it?
It’s a question few companies are prepared to answer, but with the right strategy, Chat 2.0 is a valuable tool. It can enable businesses to manage leads and existing customers in a far more powerful way than they have in the past.
Legacy chat has been around in much the same way for the past decade. You know the one; that text-based model that uses a call center and puts customers in a queue. The customer then types away with a faceless person they don’t know, who could be anywhere in the world. Most importantly, the customer doesn’t know if this person has the qualifications to help them. Many times, they don’t – and nothing makes a customer more frustrated than seeking help and not getting it.
Quite clearly this … Read More »
A company website is where visitors go to seek information about the products and services a business is offering. If the site does not make a favorable impression within a few seconds, especially in B2B sales, it could result in a lost sale and a weakened reputation. Technology and the Internet both move at a rapid pace. A site layout can become dated within a short period of time. Other reasons why a business website is turning potential customers away are outlined below.
Slow Loading Time
Slow loading is the number one reason why visitors will leave a website. With the majority of web surfers using broadband and blazing 4G mobile connections, a three-second load time is considered optimal. Anything over that not only drives visitors away, it can cause the site to be penalized by search engines. The best way to … Read More »
Today’s conventional wisdom is that business buyers are using online information to educate themselves and that they’re delaying conversations with sales reps until later in the buying process.
Research from several sources has been used to support the conventional wisdom. For example, SiriusDecisions says that business buyers are now performing 67% of their buying process online. CEB and Forrester Research go even further and say, respectively, that business buyers are 57% or 67% through the buying process before they engage with salespeople.
These research findings have led many marketing industry thought leaders to advocate a model of B2B demand generation in which marketing plays the dominant role in lead acquisition and lead nurturing. Supporters of this view argue that buyer independence has made lead generation by sales reps less effective and more inefficient than in the past. This model also seems to … Read More »
In a previous blog “Sharing Isn’t Caring” we covered the necessity for sales people to create their own content – releasing their thoughts and views into the business universe. This simple act will set you apart from your peers and allow you to connect with buyers in a way that is both meaningful and conversational. Buyers would rather talk to you once they know your views and you’ve established some level of knowledge about a particular subject matter. Let’s face it, doing this over a cold call or blind e-mail isn’t quite the same and just can’t compare.
Listen up sales professionals; here are some practical tips on how you can start creating your own content.
Write a Blog
It’s such a great medium to express your thoughts. Now, I know some of your companies may not allow sales reps to write blogs on the corporate site, but have you considered starting your own?
Free Blogging Resources
There are a myriad of free blogging platforms out there, like:
- And of course, the crowd favorite, WordPress.
Build your Own Customized Blog
Something to consider: do you plan on taking your own personal brand as a sales professional with you if you ever leave your company? Chances are you’ve answered “yes”. Then have you considered building a legacy and digital trail of your thoughts? A custom blog can allow you to do just that.
Register Your Own Domain
By custom blog I mean having your own domain name. It’s really easy. Head over to www.namecheap.com (sorry, GoDaddy fans) and register your own domain name. It costs about $10/year and if you search on …read more
SEO is a type of marketing strategy that is designed to help business websites show up in search engine rankings. If no one sees the website that your company has worked so hard on, your efforts will be wasted. A lot of different men and women find the products and the services that they are looking for through various search engines. This is why it is important for you to make sure that all of the main search engines include your website in related search results. Maximizing search engine optimization through the use of an SEO company New York is a great way for you to improve the search engine ranking of your website.
How Search Engines Work
The search engine ranking of your website will be based on how well your website’s content will match up with each visitor’s interests. In … Read More »
The Pipeline Guest Post – Dick Beedon
Although brand advocacy has always been important, it is critical today. The path to purchase has changed forever. Because there is so much data available, and because communication is so easy, today’s buyer almost always seeks advice from a trusted friend or consumer source before making a purchase. Brands are now starting to realize that what others say and write about them defines who they are.
Smart brands know they must build strategies and systems to generate, track and manage brand advocacy. They know they must encourage and enable the people that know and trust them – their customers, employees and 3rd party influencers – to advocate on behalf of the brand.
And it works. By encouraging and empowering these customers, employees and influencers, they will drive peer-to-peer referrals, forward content, share information about new products and promotions, and write testimonials. And they can do it at scale and more efficiently than traditional channels.
The Benefits of New Channels are Compelling (examples)
- They Build Brand Awareness – when a customer shares something about the brand with a friend, there is no better way of building the brand.
- They Generate Leads – those friends that respond and go to the brand for more information become the best leads a brand can get. There are few people on earth who will argue that leads generated from referrals are the best leads.
- They Drive New Customer Acquisition – Leads from referrals close faster, they buy more and they stay longer.
Other reasons customers, employees and influencers make good sales and marketing channels;
1. Identify Brand Advocates and Build a Rich “Social” Data Set
Brand Advocates are identified when they register for or engage with your programs. By using technology systems, brands know who “opts-in” and advocates, how often they do it, what their …read more