Best of PowerViews: Are You Tenacious About Sales Follow Up?

Pointclear

There are a few topics that come up regularly. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Each interview is available on our blog and YouTube channel. LinkedIn is more buttoned up. Lori Richardson, Score More Sales, Are You Tenacious About Sales Follow Up? Click to start video at this point —Lori regularly encounters issues with sales follow up.

Don’t Be a Trade Show Vulture! Here’s 10 Steps for Event Follow Up Success

Sales Hacker

In this article I’m going to explain how to PROPERLY execute an effective trade show follow up campaign without being a blood sucking lead vulture. 10 Steps for Effectively Following Up with Leads After a Trade Show or Event.

Trending Sources

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. If his stamina alone isn't enough to inspire you, his YouTube channel -- "Success Channel" -- will.

Direct Mail: The Forgotten Outbound Channel That STILL Works In Sales Today

Sales Hacker

When tailored correctly to your target audience and followed up with consistent communication, the results can be impressive. I won’t go as far as saying email is dead as a sales communication channel, it’s not.

Nancy’s Sales App of the Week: @ChannelRocket

Smart Selling Tools

This week, Nancy profiles Channel Rocket, a sales acceleration tool that lets all your sellers deliver pitches tailored to any audience, in any vertical, any time. ChannelRocket is a mobile sales enablement platform designed for both direct and indirect channels.

How High-Growth Companies Buy Leads

Velocify

Naturally, companies only want to invest in lead generation channels that yield higher returns. Here are five tips for getting the most out of your purchased leads: 1) Follow up ASAP. Leads are expensive!

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

Pointclear

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. tried calling a few times, got no response and gave up) are not.

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11 Actions Sales Management Must Take Now!

Your Sales Management Guru

The following tactical program features 11 key sales and marketing management actions that will help your sales management approach take advantage of the opportunity of a lifetime during the lifetime of this opportunity : . Muscle up your sales team.

How to Avoid Wasting 75% of Your Marketing Spend

Pointclear

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. With so little follow-up, they’re reaching, on average, only 25% of available buyers. If your company is average, you are only following up 10-25% of the leads you give your salespeople which means you are wasting 75% of your lead generation budget!”. But what if we have a world where: Sales follows up 100% of the inquiries (all inquiries, not just leads).

Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

In fact, as much as 50 to 80 percent of material can be lost as soon as the day after initial exposure, and up to 98 percent within 30 days. Flying reps in, loading them up with information they may never use again, and sending them off without any reinforcement is a waste of time and money.

6 Steps to Improve ROI of your Mortgage Email Marketing

Velocify

” According to VentureBeat, email is the channel generating the highest ROI for marketers. Did you know that lenders can be fined up to $16,000 for a single email in violation of the CAN-SPAM Act? Email is a powerful sales and marketing tool.

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Sales Process – Help or Hindrance?

Jonathan Farrington

Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. They end up dancing around with prospects, in the hope that eventually they will get to their chosen point on the dance-floor i.e. -the sale. 44% of salespeople give up after the first “No”?.

7 Ways to Re-purpose Your Most Effective Customer Messages.

Fill the Funnel

Once you have this converted to video, upload it to your company YouTube channel that has been customized to reflect the message you want to convey and compliment your website and other online presence. Here is a Jump-Start Guide to creating your YouTube Channel if you need some help.

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How to Fix Your Lead Problem

Sales Benchmark Index

What distribution channels will be used? If so, the Content Marketing Manager should be paying attention and following-up. Follow @cdieckmeyer. Follow @MakingTheNumber. As a Marketing Leader, you are expected to contribute to the revenue goal.

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How to Fix Your Lead Problem

Sales Benchmark Index

What distribution channels will be used? If so, the Content Marketing Manager should be paying attention and following-up. Follow @cdieckmeyer. Follow @MakingTheNumber. As a Marketing Leader, you are expected to contribute to the revenue goal.

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Five ways to make your reps more productive

InsightSquared

Here are the top five tips we discussed: 1.Get Your Champions Lined Up. The Visionary: The sales leader, such as a vice president, structures weekly 1-on-1s with managers based on reporting and analysis, and the managers follow the exact same structure for their 1-on-1s with reps.

How to save the life of a tradeshow sales lead

Sales and Marketing

Those tasked with this job, have no interest or time for lead follow-up or ROI; they've already moved on to producing the next show. email and web meetings), tradeshows are one of the only channels to connect with customers and prospects face to face. The same is often true when you visit an exhibitor’s booth and although you might have a meaningful conversation with one of the company representatives, your actual request for follow-up never happens.

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How To Be Social In Sales – Relationship Building

Score More Sales

If you are not good at relationship building and follow-up, consider two ideas: Find someone who is great at it and they can do a lot of it for you. What will you do this week to connect through social channels to those who can refer you, advocate for you, or collaborate with you?

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If You Follow the Lead Cow, You Will Step in the Mess That’s Left Behind

Pointclear

As we plan for the New Year, it’s time to stop following and start leading. Sales Management: Create a 100% sales lead follow-up policy for the salespeople. Initiate a locked-down, rock-solid, no-exceptions lead follow-up policy. Sales Management: If you can’t execute a 100% sales lead follow-up policy by your own sales channel, hire someone to do it. Be your own man or woman; stop following and start leading

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Whether or not you’ll be attending, you’ll want to keep up on the latest and to help you with that mission, we’re naming the top 20 Twitter handles to follow at Dreamforce. Avention gives you the most up-to-date, most accessible, and most comprehensive information.

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Forget Social Selling—Try Social Engagement

No More Cold Calling

reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., They’re expecting someone to pick up the phone and actually listen. A new research study unlocks the key to using social media for sales. Social engagement.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

Pointclear

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? If you are a devout follower of ABM, your concern isn’t with lead generation at all.

20 Questions that Turn Cold Prospects Into Loyal Customers

Keith Rosen

Proposal submitted, follow up done but no response from the prospect. The typical strategy to counteract this situation would be to continue to follow up with them, move them down the list of priority prospects, or remove them from your database of leads and opportunities.

Prospecting is Your Job

No More Cold Calling

Following up on poor leads is a waste of your sales time. Matt Heinz , president of Heinz Marketing, suggests the following solution: “Start with a common definition of a good lead between sales and marketing.

Is Anyone Leading Lead Management?

Pointclear

International Channel Management. Sales Channel Management. The rules should cover the definition of a sales lead , follow-up rules, timing for lead distribution (how soon leads are given to a rep), ROI reporting, etc. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around.

How to make sales calls [The Ultimate Guide] – Part 2

OnePageCRM

Jump ahead to: Part 1 – Before the call – Catch up here. It’s likely that somebody else will pick up the phone – a receptionist, a PA, or an intern. Your mission lines up with their personal goals and motivations. I’d like to get something set up for you.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

Pointclear

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Up to a point, I agree with Megan.

The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% focused on target accounts

DiscoverOrg Sales

How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter? Sprinkle of follow-up meetings. AEs must clearly understand how traditional sales and marketing wastes their time and focus : The traditional approach would have Sales following up with leads that aren’t likely to convert and meeting with companies that don’t fit the Ideal Customer Profile and aren’t good candidates for your product.

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The 4 People in Your Sales Pipeline You Must Know

Score More Sales

note: clean up your pipeline by removing long stalled deals. Channel partners, strategic partners and referral partners all can affect revenue in your pipeline. slow follow-up. talking up the deal before it has come to closure.

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9 Funny, Unconventional, and Highly Effective Sales Email Templates Real Salespeople Use

Hubspot Sales

That being said, no gimmick can make up for a bad sales process. To immediately differentiate yourself from other salespeople -- and hopefully, make the buyer laugh -- send them a tongue-in-cheek sales email as a follow-up to the compelling event.

An Agency Presentation that Surprised Me

Pointclear

What is the revenue target, and what are quotas for the sales channels by month? What is the follow-up rate on the leads we will generate?”. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

The 33 Best Slack Integrations and Apps for Sales & Marketing Productivity

Sales Hacker

Dozens of useful features such as group chat, file sharing, exclusive B2B channels, automation, and apps. Get daily updates on all the metrics you follow on Google Analytics. Need to brush up on product knowledge? Slack. Everybody wants a little.

9 Steps to Boost Sales in 2014 Part 2 Planning

Score More Sales

I’ve put up enough consistent numbers that in the summer I work 4 days with three off during July and August. Consider breaking it up in two. This directly helps you set up new calls and contacts.

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The 23 Most Highly-Rated Sales Books of All Time

Hubspot Sales

To dramatically cut down on your learning curve, pick up some sales books. Review excerpt : “What a great follow-up to the Challenger Sale. (It) Successful prospecting incorporates multiple touches across multiple channels.

3 tips for leveraging SMS in the sales process

Velocify

New study reveals that texting messaging at the right point in the sales process can drive significant conversion gains of up to 328%. Some examples: Follow-up on a commitment made.

Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

Pointclear

It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it. If you don’t implement a nurture program, you’ll waste marketing dollars by giving salespeople more than they can handle, and irritate prospects because follow-up falls. Instead of getting 25 inquiries and not following up 15 of them, your salespeople will be fed 8-10 qualified leads.

Best of PowerViews: Exciting Future for Inside Sales Experts

Pointclear

Each interview is available on our blog and YouTube channel. It should be trending up if marketing is doing a better job of understanding what sales is looking for. Dan recommends defining specific days by routine actions, such as staging follow-up calls on one day each week, and field presentations on another. Salespeople often forget to follow up or follow through when they lack a tool that reminds them, Dan says.

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The 30+ Most Desirable Sales Skills & Traits You MUST Develop To Become An Unstoppable Rep

Sales Hacker

Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. Shut up and listen ! Sales teams follow a game plan that assigns different roles and require different outcomes from members.

Is Your Sales Process Cramping Your Style?

Jonathan Farrington

Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. They end up “dancing around” with prospects, in the hope that eventually they will get to their chosen point on the dance-floor i.e. -the sale.

7 Types of Sales Questions Reps Should Use in Every Conversation

Hubspot Sales

Prospects expect you to research their company and industry before you call or meet with them, so try to find an answer to your question through a different channel first. followed by, “Why did you pick that?”. Are you ready to move forward?” , followed by “Why not?”