In 15 years of inside sales, Lauren Bailey of Factor 8 has noticed that most reps struggle with their approach to managing their book of accounts. To find great opportunities in your accounts, you must be like a miner sifting through rocks looking for gold. Whether you have 300 or 3,000 leads in your book, chances are only a small percent will be gold, quite a few will be fool’s gold and most will just be rocks. In a new ZoomInsights article, Bailey writes that, unfortunately, most reps fit one of these four miner profiles:
- If I don’t see the gold on the surface, I throw away the rock
- I’m going to carry around all of the rocks in case one might have gold
- I’m going to methodically study each rock one at a time
- I don’t really have any strategy and I’m calling my book in alphabetical order (ouch!)
Fortunately, Bailey has some great tips for improving the account book mining process, including doing a quick sort, qualifying quickly and categorizing by potential. Read more in her article, “Mining your account book for gold.”
Have you ever applied for a position at a company only to never hear back? Or perhaps you get an interview, but weeks pass without any follow-up from the company. We’ve all been there!
Christian Forman, CEO of StartDateLabs, told ZoomInsights, “Job seekers feel poorly about the recruiting process at baseline, regardless of how well companies (treat them) because it’s a process that generates 99 no’s for every one yes.” Despite the inherently frustrating process, recruiters and HR professionals can make small changes to make the ordeal a bit more pleasant – even for candidates who ultimately get rejected.
A new article on ZoomInsights, “Treat job seekers like customers: It’s good business,” provides incentive for keeping applicants happy by explaining the damage disgruntled candidates can do to a business. It also provides valuable advice on procedures and processes that can make all applicants feel as respected as customers.
In Part one of ZoomInsights article “Don’t hide from your customers,” search engine optimization (SEO) expert Eric Evans explained the importance of and described the first two of five basic SEO principles that all marketers can apply to their websites. Part two of Evan’s article is now available. In it, he explains three more principles.
We’ve known for a long time that content is king. Evans explains how that is true even for SEO. Having relevant, targeted content will help search engines define what each of your pages is about. Whatever the words on your Web pages are about, they should contain your targeted keywords and should be informative and entertaining.
As it relates to SEO, your website is engaged in a 24/7 popularity contest. In the most simplistic sense, you need to drive your advocates, fans and customers to visit your website, spend time on it and talk about it in order to improve your SEO. Evans explains ways to do that.
Social media can be a very powerful marketing tool if you target your audience correctly and contribute relevant messages and content. But having a Facebook page or a Twitter account doesn’t mean you have SEO gold sitting in your lap. You need to utilize those channels effectively by providing an informative voice into your participating community. Evans describes best practices for social media SEO.
So, get “the rest of the story” on SEO, so your customers can find you when they need whatever it is you sell. Check out Part two of “Don’t hide from your customers.”
Ryan Patenaude had to build a sales organization from the ground up. When The Focus Group put him in charge of sales for Focus EduVation, the new spin-off had no customers, no prospects and no business! Patenaude needed to get the phone ringing, fast.
Patenaude needed to develop quickly a database of prospects in the publishing arena, where many companies have thousands of employees. He evaluated a number of B2B business information providers, but the options he found were too expensive and too outdated. They also lacked a critical piece of information for prospecting in the modern age: accurate email addresses. As he put it: “Who cold calls or sends direct mail anymore?”
Find out how Patenaude found a data source that met his needs and built a successful sales operation. It’s all in our ZoomInsights article, “From 0 to 5,000 qualified prospects in a year.”
If your days as a sales rep contain too much nerve-wracking uncertainty, unpredictability and unreliability, perhaps you need to “own” your sales cycle.
It’s all about asking the right questions early, developing relationships and maintaining them, even after a sale.
ZoomInsights interviewed two sales experts on the topic of owning the sales cycle. They offered great tips that can help you!
Check out our ZoomInsights article, “You can own the sales cycle.”
Feeling like you’re in the B2B sales “pressure cooker”? You’re not alone. With the dual demands from both the C-suite and your customers, it’s easy to let the stress build up and hurt your performance.
Michael Lopez, a sales manager at PGi, has been there and offers some suggestions to relieve the pressure in his new article on ZoomInsights, “Four instant ways to relieve sales pressure.”
Michael’s ideas include ways to:
- Stop wasting sales resources
- Cut costs without cutting results
- Improve inside sales output with technology
His article focuses on relying more on insides sales and on tactics to make insides sales as productive as possible. Check it out!
Putting up a website without search engine optimization (SEO) is like a shop owner hiding behind the counter when a customer walks in. If customers cant’ find you, they can’t buy from you! Fortunately, the first part of a new two-part article on ZoomInsights, “Don’t hide from your customers (Part one),” explains SEO, its importance and how to do it.
Part one is available now; stay tuned for part two.
In Part one, SEO expert Eric Evans from Merge discusses two of five basic SEO principles:
1. Tracking your success
2. Choosing the best keywords
The first basic principle isn’t just for SEO; it’s for your entire online digital strategy. If you don’t track and analyze your marketing efforts, how can you know if you’re converting users (or leads) into customers? Evans discusses various Web analytics options and makes a recommendation on which to choose.
In keyword research, your first step is to select keywords that fit with your business strategy and align with your company’s services. Evans uses the example of an exotic pet shop to demonstrate how to choose keywords and how to use them in Web pages.
Want to make sure your customers can find your website? Check out “Don’t hide from your customers (Part one).”
Sometimes, when a prospect asks you to send a brochure, it’s really not a put-off. Some people prefer to do significant research on their own before they spend time with sales reps. Our friend Jill Konrath, author of the Fresh Sales Strategies Blog, offers three ideas to maximize the opportunity:
• Jolt them out of complacency with the status quo
• Show them what’s possible
• Keep educating them
Read more in the ZoomInsights article, “When a prospect requests a brochure.”
Marketing executives across industries struggle with metrics and analytics for digital marketing programs, according to an article in ClickZ. Author Augustine Fou writes that digital marketing tactics are so new to many marketing executives that they’re unsure what metrics to use.
“What’s great about digital campaigns is that they do allow businesses to track a variety of new metrics. But they are not all created equal and the abundance of data can be overwhelming.” That’s the word from Demandbase CMO Greg Ott, who shared his thoughts for a ZoomInsights article, “How to measure digital campaigns.” Ott also shared five metrics that most business can start with, including overall visits and engagement by industry and company size and conversion rates by industry and company size.
And David Raab of Left Brain DGA pointed out that in a traditional channel like TV, marketers know that gross rating points correlate with revenue. But Raab told ZoomInsights that because digital channels are newer, the best you can do is find the metrics that are closest to the final result of increased revenue – metrics such as conversion rate.
If you’re not sure you’ve chosen the best metrics to monitor in your digital campaign, give our article a look.
How often have you been told, “It’s not in the budget”? That’s probably one of the most common sales objections that people give you. But the fact is, the budge objection is irrelevant!
As sales expert Jill Konrath explains in an article on ZoomInsights, businesses rarely budget for a purchase before they learn what value that purchase will bring to them.
Jill’s article offers an excellent suggestion on what to say when the budget objection comes up. And she writes about how to keep the sale moving forward.
Check it out!