Category Archives: Best Practices

improve-conversion-rates

How Shorter Lead Forms Improve Conversion Rates

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Name, email address, company. What else do you really need? If your goal is to improve conversion rates, don’t ask for too much information. As a marketer, you want to learn about your prospects so you can create targeted campaigns. However, you can still collect important demographic and firmographic information without asking for it. Continue reading

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social-selling

Social Selling: What is it and Why is it Important?

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Social selling is more than just a buzzword – it’s a strategy that your sales team can use to increase productivity and generate more qualified leads. In fact, when sales people utilize social media, they can educate and interact with their prospects at different stages of the buying process.

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sales-process

The Data Behind an Effective Sales Process [infographic]

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An effective sales process is the key to increasing revenue and growing your company. But what makes the sales process effective?

  • Lead response time: You’re 7x more likely to have a meaningful conversation within the first hour of responding to a lead
  • Lead nurturing: Companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost per lead (CPL), however 65% of companies still haven’t established lead nurturing programs
  • The best sales people: The best sales reps are 205% better at qualifying leads and are able to reach decision makers faster
  • Sales and marketing alignment: Companies where sales and marketing are aligned achieve 25% more revenue
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    sales-tips

    Sales Tips: 5 Things You Should Never Say to Prospects [infographic]

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    Sales reps are tasked with establishing relationships with prospects and proving the worth of their product or solution to eventually close the deal. The job of a sales rep requires a lot of communication through phone calls, emails, and demos. Regardless of how long you’ve been working in sales, you can still accidentally say the wrong thing, which can cause a big problem.

    In today’s world, prospects expect sales reps to know about their background and company starting from the first conversation. As a sales rep, you should never start a conversation mispronouncing a prospect’s name or send an email spelling it wrong. Asking what their company does is also a huge no-no. Before you pick up the phone or hit send on an email, do your research. You need to know who these people are, what they do, if they’re a decision maker, and as much information about their company that you can gather. Knowing specifics about your prospects allows you to further target your message and sales pitch to their exact needs.

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    healthy-database

    6 Types of Email Addresses to Remove From Your CRM

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    healthy-databaseWhen was the last time you cleansed and scrubbed your database? If it’s been a while or you don’t actually know, you could be in trouble. The health of your database is not something to ignore. By emailing unengaged, unverified contacts, you’re putting your organization’s Sender Score at risk, which could lead to your IP address being blacklisted.

    Check out the types of email addresses you should remove from your CRM immediately:

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    improve-sales

    5 Ways to Improve Your Sales Performance

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    improve-sales-performanceAs a sales rep, hearing, “I don’t have time right now,” “Contact me later,” and “I’m not interested,” isn’t uncommon. There are many possible reasons your contacts don’t want to have a conversation with you.

    Check out some of the possibilities below to find out how you can keep your leads on the phone and improve your sales performance:

    You’re talking to the wrong person at the company

     

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    5 Deadly Marketing Data Mistakes (and How to Avoid Them)

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    ZoomInfo and Webmarketing123 recently held a webinar, “5 Deadly Marketing Data Mistakes (and How to Avoid Them).”

    Check out the webinar and learn how to:

    • Deliver accurate reporting with a foolproof data hygiene system
    • Drive more leads with progressive profiling and smart data segmentation
    • Finally tie marketing performance to revenue

    You can view the webinar slides below or listen to the recording here.

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    Cold Calling: What You Need to Know Before Picking up the Phone

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    As a B2B sales person, you know how difficult cold calling can be. Everyone calls you a telemarketer. They think you’re trying to trap them in a contract, right? Wrong! The truth is if you’re calling the right people with a message that’s relevant to them they’ll see value in what you offer and will even be glad that you called.

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