What would you do if your best salespersonleft unexpectedly—and took their leads and relationships with them? Would you scramble to train less experienced sales staff? Would you try to hire a new sales expert? How would you handle the losses that would inevitably come during the time it would take to reinvigorate your sales department? Could your business handle those losses?
B2B Sales, Lead Generation and Marketing Blog
There’s no doubt that email marketing will remain one of the most cost-effective and useful tools for B2B marketers in 2013. In 2012, a dizzying number of new studies appeared on the Internet that proved the overall success of B2B email marketing campaigns. The most successful B2B email campaigns in 2012 appeared to be driven by two things: data/metrics analysis and strategic content.
E-mail or Web-based surveys and polls can be highly effective tools for introducing your existing customers or sales leads to a product or solution. To compel people to take part in your survey or poll, offer a free, small gift like a $5 gift card, or the chance to win a quality, high-end gift. You may even offer people more chances to win a high-end gift for every colleague that they refer to your survey or poll.
Things like testimonials and case studies can be great content marketing tools, but when you’re on the phone with a prospect or sales lead, it usually doesn’t make sense to recite a customer testimonial or attempt to tell a complicated story of your successful dealings with a similar customer. If you’ve ever tried reciting something from one of your company’s content marketing pieces while on the phone with lead, you probably know how ineffective it can be. It can be downright awkward. Worst-case scenario, it can make you seem absolutely nonsensical.
A major challenge that emerging and even established technology companies face when it comes to selling and marketing their products is developing messaging that speaks directly to purchasers without giving away too much or offering too little information.
It is one thing to present your sales representatives with an idea and ask for their feedback; it’s quite another to ask them to innovate.
Sales leaders often present their own ideas and ask for input on how to execute the ideas, but they don’t often present employees with a root problem and ask them to solve it. The problem with presenting your own ideas upfront is that it can cause employees to assume that they can’t argue with your ideas, or that your solution is the only solution. When you put a cap on the scope of what your employees can do for you, they naturally innovate and communicate less. They feel less valued and less committed, and as a result, your entire organization suffers.
The Social Hunger, a new study by Mass Relevance,a brand-building company based in Austin, Texas, reveals that 64% of 200 people surveyed admitted to purchasing a product as a result of social media. Out of the same 200, 76% of people 18-34 admitted to purchasing a product as a result of social media.
It can cost you six months or more in hourly wages to replace an hourly employee, and more than a year’s salary to adequately replace a salaried employee. If the reality of these costs bothers you, consider implementing regular employee surveys. By performing regular employee surveys, you can get the information you need to train and inform your employees properly, reduce employee turnover, and even help prevent costly legal scenarios.
Ever eavesdropped on a group of sales professionals standing around, bemoaning the fact that they haven’t hit their sales targets and blaming it on a lack of quality sales leads? Ever had the sneaking suspicion, however valid their complaints, that there were things that they could have done to get more leads that they just didn’t do?
Most B2B sales reps can agree that there is one thing a heck of a lot scarier than ghosts, goblins, and assorted monsters: moving into the holiday season without the new accounts you’d hoped to win long before October 31.