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.
Account based marketing (ABM) is the focus of aligning sales and marketing efforts on the accounts most likely to generate revenue or meet other strategic goals. The process is an approach to qualifying and targeting leads before you market to them.
Use these 3 steps to build an account based marketing strategy:
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.
The importance of a sales voicemail
You found a highly qualified lead, pick up the phone and dial their phone number, but get their voicemail. Should you hang up the phone and try back later? No. What you should do is leave a voicemail. A voicemail is a great way to introduce yourself and your company and create curiosity around your product or service.
Use the steps below to leave the perfect first sales voicemail
As 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
ZoomInfo had the opportunity to attend Hubspot’s INBOUND 2014 conference in Boston, MA. The team listened to many educational and inspirational sessions throughout the conference and look forward to sharing key takeaways with you over the next few weeks.
Check out a few takeaways for marketing professionals from #INBOUND14:
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.
B2B salespeople are pressed for time. They have a limited number of hours during the workweek to reach prospects and close deals. With that kind of pressure, it’s no wonder salespeople have trouble staying on top of everything they have to do! Here are four tips to help the busy salesperson be more productive and drive more revenue:
Salespeople are in a tough spot. They have to inform leads about their products and services, how they will benefit from them, and get them to sign the check. They only get a few minutes to hit each of these points. No matter what you’re selling, your sales pitch can make or break a deal. Here are a few tips to get the conversation started on the right foot: