We’re excited to announce a new podcast that’s all about sales acceleration. The “Sales...Read More
Tag: Demand Generation
by Admin | Oct 23, 2012 | Best Practices, Cool Ideas, Dialer, Dialers, How To's, Inside Sales, Inside Sales Best Practices, Inside Sales Tips, Inside Sales Training, InsideSales.com, Intelligent Communication, Intelligent Communications, Lead Generation, Lead Management, Lead Response, Prospecting, Research, Research Papers, ResponseAudit, Sales 2.0, Sales Life, Sales Management, Sales Tips, Selling Strategy | 0
I’m a marketer at insidesales.com and I’m hijacking the sales blog today. I’m writing on behalf of marketers everywhere, and I’m calling out sales professionals. The Goal of Inbound Marketers First, let me say that I like my job...Read More
Cloud-based hosted CRM and sales force automation (SFA) systems live fairly far downstream in the actual customer buying cycle. Beginning with broad-level marketing and demand generation, there are a number of elements that can...Read More
Tuesday evening at Dreamforce, I got into an interesting Twitter conversation with Left Brain Marketing’s Adam Needles (@abneedles on Twitter) discussing marketing’s relationship with sales. In Adam’s mind, he...Read More
Working for a strictly B2B sales company (caveat: many of our clients sell direct to consumers, but we ourselves really only target businesses), I’m constantly evaluating the differences between B2B and B2C selling —...Read More
Having just re-read sales and marketing blogger Adam Needle’s 4 part series on the “Unspoken ‘Real State’ of Modern B2B Demand Generation,” I once again cannot commend enough the value of the data...Read More
Yesterday we looked at how the communication medium of the telephone constrains the process and effectiveness of how we make contact on a sales call.
Today I thought we’d briefly follow-up and take a look at one of the other ubiquitous sales communication media—The Targeted Email. Understanding the “message” of the email medium can help reps write better email content, and reach more contacts.
In spite of the fact that hundreds of millions of them get sent every single day, we occasionally forget that an email is still, in its purest sense, a written document.
This is important, because a written medium carries a much different “sense” than other forms of media. It can be seen, referenced, re-scanned, reinterpreted at will, as long as it is front of the reader. Written text is generally perceived as more formal than other modes of communication. We naturally assume that it carries more weight—as long as it’s worth our time to begin with . . . .Read More
Can you lose a sale simply by having a bad Web offer?
I think we’ve all had the experience of following a link someone sent us on Twitter or Facebook only to discover that it’s just another poorly disguised attempt at hucksterism.
You land on the page and get bombarded by a long, endless page of marketing drivel, punctuated with flashing neon sign graphics, and a late-night infomercial vibe.
While most B2B Web marketers are much more professional in their approach than this, it doesn’t mean that the concept of “the Bad Offer” can’t apply.
No matter the context, a Bad Web Conversion Offer slows down the sale, gives potential buyers a bad taste, puts them off, or even sends a good buyer to a competitor.
So what makes a Bad Web Offer?
- It doesn’t provide any value to the visitor.
- The process to get the perceived value (the whitepaper, webinar, free trial) takes too long, or requires too much user input.
- There’s no compelling difference between your offer and what they could get elsewhere.
- The presentation is sub-par, unprofessional, difficult to navigate, or just plain boring . . . .
In yesterday’s blog post, we discussed the idea of considering a sales appointment as an extension of a regular corporate meeting. We looked at understanding the type of meeting you should engage in and the purpose for it, and the first of two critical components, having an agenda.
Today’s post will cover the need for a meeting to have an effective referee, and the culture you should establish for your sales appointments with your prospects.
1. Decide whether an appointment is about alignment or creation.
2.1. “A meeting has two critical components: [one of them is] an agenda.”
First, let’s be clear: the onus always falls on you, the sales rep, to be the referee of a meeting, because you control the flow of information . . . .Read More
An outstanding article by Propelling Brands’ Adam Needles discussed the fact that according to SirusDecisions, less than 10 percent of B2B businesses have successfully redefined the necessary role of high-impact lead...Read More
New Research Updates
- No More Sci-Fi Talk: 5 Things AI Can Do For Your Business Right Now
- Is CRM Dead?
- What Is Artificial Intelligence and How Can You Start Using It to Be Successful
- Essential Tools and Tips for Time Management in Sales
- Sales Development Statistics for 2017 – Infographic
- 10 Secrets of Successful Business Development Leaders
- 3 Keys to Unlock the Potential of Sales Structure for Enterprises
- 9 Essential B2B Marketing Trends That Will Pick Up Steam In 2018