Sales Archives
What to Do When Your Sales Leads Say ‘Not Now’

What to Do When Your Sales Leads Say ‘Not Now’

Sales is a tedious game of converting leads into paying customers, but, as you know, not all leads end up that way. Data shows that 80% of sales are made after the fifth call, but only 8% of salespeople keep up with leads until then. Regardless of persistent follow-ups,  some cold leads never heat up and some leads convert to customers instantly. However, there are times when a lead is developing well, seems interested, and just when you’re about to close the deal they say, “Not now.” This can be debilitating to hear; almost as much as when in high school you told your crush how you really felt about them and they replied “I like you as my friend!” As a professional you are now confused on what the best next steps are. Do you press them to make a decision? Do you persuade them into closing the deal? Do you ghost them… and never contact them again? First off, there still is hope, so don’t panic and leave them out to dry. Find out what the reasoning is behind their decision to hold off from the sale right now. A common sales qualification term is BANT, which stands for Budget, Authority, Need, and Timeframe. While BANT is not a perfect explanation for every industry, it is applicable and helpful in finding out what exactly is stopping the deal from closing at the moment. All the categories of BANT are broad, so most reasonings will be covered by at least one. If you identify that, you can adjust your approach and plan accordingly. 4 Tips for when your sales leads...
Personalization: The Key to Success in B2C Communications

Personalization: The Key to Success in B2C Communications

Marketers are increasingly investing in personalization. Personalization is a marketing strategy in which companies leverage data analysis and digital technology to deliver individualized messages and product offerings to current or prospective customers. This also implies that marketers anticipate consumers’ needs. The main key to success when it comes to personalization is understanding your leads’ preferences. I personally believe that the Janrain 2013 study on “Online Consumers Fed Up With Irrelevant Content on Favorite Websites” is still relevant today. In the study, they showed that 74% of leads become frustrated when they see content that has nothing to do with their interests. Knowing consumers’ preferences and tastes is essential to avoid frustration. 3 Tips for personalizing your communications: 1. Implementing a Marketing Automation Tool Avoiding customer frustration is a big deal. Good insights can come from big data technologies, which unite offline and online data. Thanks to this, you can determine the behavior profile, and from there it is possible to personalize marketing opportunities. Marketing automation tools can play an important role in supporting personalization. Thanks to these, prospects/leads receive dynamic content and real-time actions across channels (websites, social media, mobile, tablet and more). Depending on the size and needs of the company, you will probably select a fully automated tool such as Marketo, Eloqua, Pardot or A La Carte Solutions. For instance, you can use Autopilot for email automation, unbounce to create new landing pages, Google Adwords Retargeting for retargeting, and SalesWings to determine which leads are sales-ready. 2. Personal Sales Team All these technologies are fabulous, but at the end of the day, unless you are selling soup or are...
9 Sales & Marketing Buzzwords to Avoid

9 Sales & Marketing Buzzwords to Avoid

We’ve all fallen victim to a sales pitch or a marketing email chock-full of buzzwords. You don’t have to admit it, but you may have even been swayed to make a decision because of some cleverly used buzzwords, or in desperation used them yourself in a sales or marketing pitch. Don’t worry, we won’t fault you for it. You see, sometimes those buzzwords really do work! And a subject line that simply reads ‘FREE FREE FREE’ might just win over a potential customer or two.  But, there’s only so many times you can send out that catchy email before your network or customers gets smart to it and realizes what game you’re playing. And no one likes feeling like they’re being played by a salesperson or a service they’re paying for, right? So, in an effort to kill the use of buzzwords, we polled our sales and marketing team to ask what buzzwords they avoid in their pitches, or their emails, or their advertisements and why. Their answers may surprise you, but you’ll understand right why they picked it and you might just want to add it to your own Banned Phrases list in your sales and marketing efforts. The Worst Buzzwords: If you do a quick search for some of the bigger offenders in the world of buzzwords, you’ll find plenty of lists of offenders and why sales teams or marketers really dislike using them. And to be entirely honest, most of these buzzwords are fairly evergreen. Sure, new ones crop up every year and get added to the list, but the same ones tend to stick around,...
6 Ways to Generate Leads Without Picking Up the Phone

6 Ways to Generate Leads Without Picking Up the Phone

If you’ve ever worked in sales, you probably had to cold call prospects. And if you have ever had to cold call your prospects, you probably hated it. Those of us in sales are constantly looking for ways to work smarter instead of harder. With new technology emerging daily and a strategic focus on inbound techniques, outbound efforts have the potential to be reduced significantly without compromising growth or revenue. Can you imagine only having hot leads? Making dials down a random list of cold prospects can often be a massive waste of time. Ask any sales manager what type of leads they would prefer their team work with, and they will say inbound every single time. Ask any real estate professional the types of leads they would prefer and they will tell you “referrals.”  The quality of a lead matters. Every minute in a salesperson’s workday matters. Being mindful of where leads are coming from is the new form of smart outreach. With a strategic plan and a focus on relationships, inbound leads will be your entire dial list. Effective inbound marketing tactics create an influx of leads without requiring the outbound outreach that every sales person dreads. 6 Ways to get better leads and avoid cold calling: We know what you’re thinking. How can I grow my business without outbound efforts? Where do I turn for leads if not through cold calling? Below are a few techniques that are sure to land you or your team batches of hot, quality leads. Referrals Past sales and clients are your best referral sources. A referral is a hotter lead than...
3 Steps to A Faster Moving Sales Pipeline

3 Steps to A Faster Moving Sales Pipeline

Creating an efficient sales pipeline that allows you to both analyze who’s moving through your pipeline and what it looks like, as well as finding the best way for you to get those prospects moving through it in a way that makes sense to you and your process. A sales pipeline is systematic approach to understanding your sales process and where the ‘money’ currently is. Think of it as the journey your clients or customers take from becoming a prospect to following through on the sale with you. Some representations may show the pipeline as a funnel, others depict it as a forward moving, linear chart, but there’s no right or wrong here, it’s whatever makes the most sense to you and your business. So how can you activate your sales pipeline and start converting more prospects? We’ll walk you through that, and go over the best metrics for you to track to become more efficient. 3 Steps to A Faster Moving Sales Pipeline: The bottom line here is that the sales pipeline that works for you, may not always work for someone else in your field…let alone one of your co-workers. It’s a fairly personalized experience and at the end of the day, the pipeline is there for you to get a grasp on what’s coming up, or who you may need to spend some time with in order to activate them or get them moving. While some larger companies and corporations have a uniform sales pipeline across the whole team, as a solo practitioner, member of a small team, or a service professional, you may find yourself working to...
How to Qualify Contacts in Your Network in 5 Minutes

How to Qualify Contacts in Your Network in 5 Minutes

We all know the importance of turning to your network for referrals, and we especially know that the best businesses are built on relationships (after all, it’s what we built our business on!) But, how often do you consider your network of contacts as prospective leads? You may want to give them a shot because statistics have shown that only about 25% of leads convert to actual sales.  While we don’t recommend or suggest that all of your contacts could be considered as qualified sales leads, there’s a good chance that a few of them may be, but you’ll need to weed them out first. So before you sign your mom up as your latest customer, take a second…or at least 5 minutes to truly qualify your contacts and discover that a few new customers have been hiding in your contact list this whole time. Start qualifying your contacts… Sales Dating Qualifying leads is like the dating part of the sales process… before you get married to your client. While the final result is generally the same, whether a lead is considered qualified or not, the way people get there (that crucial dating process) can be very different across industries. Qualifying a lead shows sales that this person fits the profile of your ideal customer and will have a higher chance of closing. But before you go out and start analyzing your contacts, you need to understand what the differences are between qualified and cold leads…   For example, Realtors are looking for leads that want to buy a home, but don’t we all know someone who’s ‘looking to buy’...