Sales Archives - Page 2 of 12
6 Strategies on the Best Time to Nurture Leads

6 Strategies on the Best Time to Nurture Leads

Summer is a great time to develop your garden. Delicate seeds require a lot of attention to grow into strong flowers. Just like your garden, the best way to ensure successful sales is to nurture your leads. Surprisingly, 80% of leads need 5 follow-up calls after the initial meeting to become a sale, but 44% of salespeople give up after only 1 follow-up, leaving a lot of room for improvement. Nurturing leads by making them feel important with a follow up improves the potential for present and future sales. Often a lead requires more than just a sales pitch to be convinced to buy or continue using a product. Knowing the best time to follow up with leads can be a difficult skill to master. Through trial and error you can determine the best times to contact your leads. To help you get started, here are some techniques we found: 1. Respond NOW The best time to follow up with a potential client is immediately. The longer you wait the less likely you are to qualify the lead. The odds of qualifying a lead decreases 6 times over the first hour.  Waiting more than five minutes before contacting your lead causes the chances of closing a sale to decrease 4 times, and 21 times if you wait 30 minutes.   After speaking with a potential client, they know your sales pitch. Increase your product’s value by feeding them important information through testimonials and a mockup of your product. This helps them better understand your product how your product can help them. You can also include answers to FAQs so the customer feels satisfied with their knowledge...
[INFOGRAPHIC] Modern Selling in 2015: Nurturing Leads in the Digital Era

[INFOGRAPHIC] Modern Selling in 2015: Nurturing Leads in the Digital Era

As a society, we have achieved many amazing things through innovation and technology. Our world is more interconnected than ever before. You would think that limitless connection would allow the sales process to become as streamlined and stress-free as possible, yet studies show that the sales cycle is longer than ever. How do you reach the ever-hesitant customer of the digital age? And how do you effectively market to them, and start nurturing leads as they come in? In our infographic below, you’ll discover the building blocks for the blueprint of sales in this modern world… [INFOGRAPHIC] Modern Selling in 2015: Nurturing Leads in the Digital Era Share this Infographic on Your Site! Please include attribution to blog.contactually.com with this...
5 Reasons You Should Track Your Leads (And How To Do It)

5 Reasons You Should Track Your Leads (And How To Do It)

We don’t think we need to convince you that the quality of your lead generation strategy is important for finding new customers. Or that effectively nurturing leads throughout the various stages of the sales pipeline is invaluable to building your business. But knowing how to best track leads can have a huge impact on your team’s productivity, as well as your bottom line. So, what’s the best method for sales lead tracking? Check out the advantages of automating this process and, we think you’ll agree that, if you’re not using sales tracking software, you’re missing out on some fantastic benefits! How to Best Track Your Leads 1. Better Organization  It’s spring and the top thing that has been on my mind has been to organize. It’s the essence of spring cleaning. However, one, year round thing that has always been a priority, at least for me as a marketer and I’m sure anyone on the revenue side of things, is to always keep our leads organized. When you use sales tracking software, organization will no longer be easier said than done. By having all of your lead information readily accessible and categorized by the different pipeline stages, your team will be able to better utilize their time on closing deals and providing excellent customer service. We’ve all been there though, from post it notes to a dry erase board, having a proper, scalable, and organized software or system to track your leads is essential. So what is the best way to organize your leads? How To: Some of these tips may be subjective and are dependent on the way your organization...
30 Effective Questions to Ask to Close More Deals

30 Effective Questions to Ask to Close More Deals

To fall in love with anyone, all you have to do is answer this set of 36 questions with each other. Recently, this was the topic of an article that I read on The New York Times’ website and how the writer tried this technique out. Ever since I’ve read it, I’ve seen these 36 questions everywhere and although I have yet to try it with my significant other (although, we’re past the beginning stages of using these questions ;) ), I understand the premise why they would work. There are psychological triggers behind asking questions and they create a connection with the questioner and answerer. They can compel someone to become more curious or interested. There are four different brainwave states that can be visited in the question and answer stage. All of these brainwave states will not happen at once, but they do outline why some questions would resonate with you more: Specifically, with the Beta and Theta waves. Most of the time, we are in the Beta state, which controls alertness, focus, and helps prepare us to answer questions. The Theta state allows for deep thinking, problem solving, and developing the answer. The Theta state, although mostly resides in the subconscious end, is something important to note because it is the gateway to learning and memory.  With the right questions, at the right time, the answers can open many doors and set off these brainwaves, especially in sales. Even though, as a sales person, you may not be trying to get someone to fall in love with you personally or intentionally set off these brainwaves, but...
One Page Best Practices for Getting to Know Your Prospects [Cheat Sheet]

One Page Best Practices for Getting to Know Your Prospects [Cheat Sheet]

I understand how small talk can be really uncomfortable; however, I may be one of the few people who actually enjoy it (probably because of my high levels of curiosity). I tend to use the general small talk questions, “How are you doing?” “Where do you work?” “What did you do this weekend?” etc, as ice breakers that could potentially lead to more explorative questions. In marketing the small talk comes in different forms and has to be interpreted by data at certain points; but, in sales it’s a little different. Conversations happen at many different points and it’s a sales person’s job to get to know their opportunities and prospects as soon as possible with the small talk and all. So, how do you get to know your prospects best? What questions should you ask? What data points should you keep track of? We have the answers for you in this one page cheat sheet. Here’s are some questions we’ll answer in this cheat sheet: How do you start getting to know your prospects? What are the best questions to ask? Are there best practices to keep in mind? What metrics should you measure? Download your copy of the Getting to Know Your Prospects Cheat Sheet...
Use Customer Testimonials to Drive Sales

Use Customer Testimonials to Drive Sales

We both know you’re great. Whatever you’re selling is great. You believe in the product and the value it adds to the lives of other people. Your marketing is on point. Your network is growing. And now you just sell to the right people. Right? Not quite. In an age where people are used to marketing at every turn, they’re not easily convinced they need you or your service. People are smarter about the way ads work and how companies use ads to sway you. They’re harder to fool and they don’t trust advertisers nearly as much as they used to. Unless you’re Apple, you’re brand probably doesn’t inspire blind loyalty. But how do you reach people turned off by traditional advertising? How do you convince them that you have what they need? Customer testimonials. Your potential customers are immune to your advertising, but not to the opinions of their peers. *Word-of-mouth marketing is the primary factor behind 20 to 50 percent of all purchasing decisions. In other words: if you want to sell to more people, use customer testimonials. Your potential customers trust your current customers to help them make buying decisions. Providing an easy route to positive customer testimonials will making the decision-making processes even simpler for your potential customers. Not sure if this type of advocate marketing is right for your business? Fun fact: *word-of-mouth marketing generates more than two times the sales of paid advertising. So think about whatever you’re spending on your Google Ads or your Geocities banners. Then think about the return you see on them. Then double that return and subtract the...