When you’re managing a remote sales team, there’s no water cooler effect.
You can’t rely on the typical face-to-face experience of the 9-5 life, so managing a sales team requires more intentionality.
Cold calls are often answered with aversion.
Prospects zone into the yes/no script, itching for the moment they can hang up the phone. So how does a SDR break through?
Reps need to sell the meeting before they can sell their product.
Sales and marketing departments for B2B companies are spending $5.2 billion a year on creating and delivering content.
Shockingly, only 30% of that content is actually being used.
Content waste is costing companies, so how can marketers start producing content that both salespeople and customers can actually put to use?
The short answer: Content activation.
Why do we consume content?
Because we’re hungry to learn. We hope to read or hear some new chunk of knowledge that we can apply in our lives to make things faster, better, stronger.
In this episode, Will Barron, host of the Salesman Podcast, shares several tips on how content can turn you into an industry celebrity, how to get motivated for sales success, and the fastest way to improve your sales skills.
Sometimes, the existing market categories don’t fully encompass the meaning or purpose of your business.
In that case, you might have to branch out and create your own category. This method comes with a lot of additional hurdles to success, but when done correctly, it can be extremely rewarding.
If the general rule for sales managers is to have 10+ years experience, then Kevin Chiu is the exception.
Kevin joined his company as a 20-something sales manager with little experience and an insatiable hunger to learn.
An email from a company tells you about their great product, but a coworker tells you about a lousy experience with that same company and/or product.
Whose opinion do you trust? The company trying to make a sale or the person you actually know?
This reliance on human advice works with positive feedback, too. A glowing review from an independent speaker at a conference is far more likely to gain your attention than a company spokesperson.
If you have an account-based marketing strategy, you understand that it’s rooted customization.
In order for this tailored approach to be successful, you have to deliver customized content and a personalized experience to every account.
There is a new generation of startups pioneering into industries not yet ventured into before - no playbook included.
This is where account-based marketing offers up opportunities and nuances when your target buyer isn’t clearly defined.
First things first, you have to get over your fear of data.
Data is not as hard to consume as it might seem. And when it comes to account-based marketing, you’re really only after two metrics:
How do you increase sales productivity? What makes your marketing more effective?
With account-based sales development, the more specific and focused you can be for your client the better.
When you have a segmented and focused process, each team has specific functions, and it’s easy to boil down the core metrics to track. You’ll gain specific insights to see how well the process is working, what’s successful, and what needs to be adjusted.
In this episode, Jeremy Boudinet, Director of Marketing at Ambition, dives into four chapters from the Bridging The Gap, the ultimate guide to account based marketing & sales alignment for predictable growth.
Successful customer relationships are fueled by alignment within a company.
To be culturally aligned there needs to be common knowledge of the company’s ultimate objective, and how every person contributes to that goal.
Social media isn’t going anywhere.
If you are avoiding social media or have no idea how to use it, don’t get overwhelmed. Social media is rooted in the fundamentals of communication that have been around for decades.
Customer success teams are built to serve and sales teams are built to sell.
Instead of being at odds with one another, align them in a way to create a dream team. If people play to their strengths, your company will see exponential growth.
When people talk about your brand, what do they say?
From customers to competitors, open communication and a high quality of service are the common threads to igniting positive referrals.
In any sales conversation, there are two conversations happening: one between the seller and the buyer, and one between the buyer’s ears. Truth is, most salespeople are focusing on the wrong conversation.
Stop being salespeople, and start being humans. If your product isn’t going to help a prospect, be honest and do what’s in their best interest.
This level of authenticity will create a real human connection that is the root of any great brand.
Prospects are more informed than ever, and B2B sales reps often struggle to add value in sales conversations.
Executive buyers are tuning out… in fact, according to Forrester, 81% of sales conversations are a waste of time! Effective strategies for sales training and coaching can make sales reps better at engaging buyers, and help reps close more deals.
Being intimately connected with your product and sales process is a necessity, and CEOs are not excused from this truth.
In fact, being fully integrated in the product will reap big rewards.
The passion your team feels internally comes through to your buyer.
The more you tie your product to the ways you help people, the more you’ll foster genuine passion and excitement. From a leadership perspective, it’s important to constantly remind yourself why you do what you do, and then communicate that message to your team.
With the amount of personalization tools available, old school methods like “spray and pray” are a thing of the past.
There's a ton of software now that does everything from allowing you to connect with leads in the exact moment they open your email, to letting you see a prospect's personality type (based on the way they respond to your emails)...it's insane.
Free software is an incredible lead generator...who knew?!
This company has created a one-two punch by using their software as a lead generation tool and then utilizing that targeted audience to sell a secondary service.
You want your solution to be a priority for your prospects.
Ideally a prospect would move through the funnel at a good pace, you’d make the sale, and your customer would be happy. That’s all great, but there are a few tactics you need to follow to get a higher rank on the list.
Success boils down to understanding the needs and desires of your customer. Plain and simple.
You need to discover what resonates most with customers, share that information amongst your team, and activate the idea.
To get prospects emotionally connected to your business, you must understand two things: the questions prospects have throughout the buyer journey and what makes your business remarkable.
If you can tie these two together, you’ve got a content marketing strategy made for success.
Mike Lieberman, Co-Founder and President of Square 2 Marketing, explains this concept and dives into detail on how to fully understand the buyer journey, ways to identify things that make your business remarkable, an agile approach to content marketing, and how to measure strategy success.