For all of you sales leaders trying to inspire performance improvements with your teams, you have some tough love to share... Maybe it should go something like this: "I'm sorry, sunshine, I think you're fantastic, but nobody you're selling to wants to hear about you."
"It's nothing personal. You're just not that interesting to them."Read More
Enabling sales for success has never been easier.
As a business leader, you're no doubt always looking for ways to influence the sale, but struggling to find any meaningful ways to do so.
But that's because you're relying too heavily on gut instinct and conversation. You're not letting DATA fill in the gaps or provide the narrative that dictates your most important decisions.
These sales enablement tools and processes will change all of that. They'll put objective reasoning at the helm, and allow marketing and upper management to enable better outcomes on the ground floor.Read More
Is coming up with your next growth plan frustrating the living crap out of you?
As a Sales Leader or Business Owner, you want the same things - more deals. How we get there... well, that's another story, and typically where the roads diverge.
The problem is that neither of you are right... or you're both right... or it's a combination of the two, plus something you hadn't considered yet.
I guess the real problem is that there is no way to validate or disprove anything, which brings to light the most glaring weakness plaguing your ability to grow - your data integrity.Read More
Do your sales teams "get it?" Or are they battling for every inch of their success? Are they following your b2b sales strategies best practices?
I was recently in contact with an individual trying to sell their services to my agency. To say the least, it. Was. Painful.
They broke some of the most important rules of sales almost right away, and it got me thinking about you. Well, it got me thinking about my favorite self-improvement book, "How to Win Friends & Influence People" by Dale Carnegie, whose entire message centers around alignment.
It got me thinking about you, the sales leaders of this world, because many of your salespeople are doing these things every single day, and your numbers are suffering from it - greatly.
Whatever you do, don't let them make THESE FIVE TERRIBLE mistakes that a recent prospective vendor did with me when trying to close the deal!Read More
How quickly does your sales team respond?
When somebody fills out the "contact us" form on your website, how quickly is that information in the hands of somebody who can do something about it? And, how quickly do they actually respond?
What about when somebody engages with your website content or marketing emails? How quickly does your sales team reach out to somebody visiting your pricing page, downloading bottom-of-funnel content offers, or opening important emails?
Did you know that your salespeople are 2,000%+ MORE LIKELY to make meaningful voice-to-voice contact with a prospect if they reach out within 5 minutes of engaging with your marketing?Read More
WHO is watching your prospects?
I was writing a blog post today about the value of lead response time, when an cold prospect came to life out of the blue, and my point was proven - live.
As you may know, lead response time can create quite a competitive advantage. Studies show that you're 21 times as likely to engage in meaningful contact with a prospect when you catch them within 5 minutes of engaging with your content.
Here's a perfect example of how and why that works.Read More
They're VERY different - but the same people...
If you haven't heard about what makes inbound leads different from everything else you're feeding your sales team, this is for you... especially if you're considering bringing in an agency to generate inbound leads or you already have the inbound machine in place, but aren't getting the desired results you initially anticipated.
I worked in b2b sales for about a decade prior to starting my agency, and I was good. In fact, I was a top performer everywhere I went, whether it was staffing, tax advisory services, or professional consulting... But when I made the transition to inbound, things didn't go as well, or as easily as I thought they would.
And that's because I didn't understand this incredibly important distinction...Read More
Are your sales people making potential customers angry with their (or YOUR) social media cluelessness?
I personally don't think selling on LinkedIn is a terribly difficult task for those willing to put the time in necessary to make it effective. I guess it depends on what you expect to get out of the time you spend there, and as your company's sales leader, this is an important distinction to make.
I was already thinking about the different ways people are using LinkedIn for sales, when I received the most obnoxious cold email immediately after accepting a new LinkedIn connection.
Feeling a little snarkier than usual, I fired back a response, and I haven't stopped laughing about it. Though, I would like to share it with you, because your sales teams are probably making this exact same mistake (or perhaps you are with the agendas you impose), and as the person responsible for their outcomes, this lands squarely on you.Read More
The inbound sales process changed everything.
It wasn't that long ago when I was still "pounding the pavement" and "dialing for dollars." I was grinding out every single day through mountains of rejection and countless hours of time wasted - all so I could find those tasty little nuggets - those sales gems that would hopefully choose me (or the company I worked for) over the competition.
Finding qualified leads was one thing. Finding interested and engaged qualified leads was something else entirely.
To say that it was a "grind" is putting it mildly, and, of course, you know exactly what I mean, don't you? B2B sales isn't for the faint of heart or the easily defeated, but what I've learned over the years is that it doesn't have to be as hard or expensive as it is for most businesses.
... not if you have an inbound sales process.
So, in reflecting on the last several years of my B2B sales & marketing career, and as we enter the time of year where we start to count our blessings, I must put the inbound sales process at the top of the list of things I am most thankful for, and here's why.Read More