How quickly does your sales team respond to highly-engaged buying behavior?
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?
These internet lead response best practices will help you close more deals at a higher velocity without putting another CENT into marketing!Read More
Your cold calling scripts are failing you, but not for the reasons you might think...
For the last umpteenth years, sales has been all about getting down the right pitch, then identifying opportunities to pitch, and pivoting to the right product or service as quickly as possible.
You probably have a script, so your sales people don't screw it up - and rather, generate results using a system you know works...
You may have several scripts.
But they're not generating the same results as they used to, so you're here trying to update your messaging in order to generate better outcomes on the sales floor.
The problem is that new cold calling scripts isn't the answer... People have evolved... and in their minds they are no longer dependent on your sales pitches to know whether they need your products or services.
Replace your cold calling scripts with these steps, and take control of your sales outcomes like never before.Read More
Looking for leads?
Are you looking for better ways to feed your sales teams, so they can bring in more deals over the next year? Are you looking to automate marketing and certain aspects of sales to improve sales outcomes, and accelerate the velocity of new closed business?
If so, a lead generation agency may have the solutions you're looking for, but with so many different methodologies and philosophies out there, how do you find the right one for your b2b?Read More
These leads are #*(&$# TERRIBLE!!!
Are you tired of hearing your salespeople give you excuses for not hitting their goals? Here are some simple tips for generating awesome b2b sales leads, so you don't have to hear it any more..
Better yet - they'll provide pipeline predictability...Read More
You may have heard or thought this before - worry about what to do with the juju created by your lead generation investment after they are coming through the door. By then, you'll have intel on their behaviors, and can make better bets on how to distribute them into the sales pipeline.
But if you go this route, you're going spend a LOT of $ in a short amount of time, with little to no chance of success.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, especially for those engaging in lead generation marketing or "inbound lead generation" (what's that?). 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. (source)
Here's a perfect example of how and why that works.Read More
Sell more, at a faster pace with Hubspot Sales
I have used many CRMs. In 2005, the business I was working for was using AS400 (This is an MSDOS-based program, people!... which I had also used as an ERP in one of my prior jobs), and over the years, I've tried JDEdwards, Oracle, SAP, Zoho, and, of course, the ever-so-popular Salesforce.
When it comes to how you take in this Hubspot CRM review, the real question you should be asking is, "will this help me close more deals at a faster pace?"
In short, the answer is yes. Absolutely. But only if you are willing to make some changes...Read More
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
Achieving scalable growth is the kind of thing most of us business owners dream of.
We want a formula... we want to be able to objectively determine our next move, and do so with confidence... it's not a difficult thing to understand.
What is difficult to understand is how to actually accomplish it. After all, most of your growth to date has been accomplished through gut instinct and hustle... which is impossible to repeat as you grow and delegate.
These 5 sales enablement best practices will get you off on the right foot for controlling positive sales outcomes: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
Don't let your salespeople feel like they're on an island of one.
At the highest level, the definition of sales sales enablement simply means that we're improving sales' ability to close more deals by taking advantage of advanced technologies that focus on data, automation, and objective reasoning.
The short answer to the question, "what is sales enablement," is that it's the sales version of "growth hacking."Read More