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.
B2B Sales, Lead Generation and Marketing Blog
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.
Paying attention to dollars and cents is important, but concentrating on revenue alone won’t help you improve your sales team’s performance. To improve performance, in addition to monitoring the bottom line, you have to measure and analyze what your sales reps aren’t doing.
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?
All sales professionals know that nurturing leads is critical if you want to achieve long-term success. What not all sales professionals consider is the quality of their lead nurturing efforts.
It is one thing to see the name of a prospect or lead pop up in your customer response management system and make a perfunctory call or send a reminder e-mail; it’s quite another to see a lead’s name pop up and make a call or send an e-mail that prompts the lead to take action.
If you’ve ever had an unskilled or out-of-touch sales manager, you know what it’s like to try and perform a job with only a clue or two as to what is expected of you. You know what it’s like to have no meaningful incentive to perform your job well—much less to get better at it.
In short, you know what it’s like to hate your job. It’s no fun, and worse, it turns you into the kind of cog in the wheel that you promised yourself you’d never become.
Any decent builder will tell you that if you build a house with shoddy materials, the end result will be a shoddy house. Similarly, if you don’t hire salespeople who have the right experience, skill sets, levels of intelligence, communication skills, and attitudes, the end result will be a less than desirable number of sales.
You may be in desperate need of sales management consulting services and not even know it. Below are six tongue-in-cheek clues that hiring a sales management consultant might be in your company’s best interest.
Sales managers like to say that they want to hire people who can “hit the ground running,” but the reality is that even highly experienced salespeople need to be fully integrated into a company in order for their managers to achieve impressive returns on their investments in them.