Email is one of the primary tools available to B2B salespeople – and is a part of the triad for modern sellers along with a telephone and social media communication system. Let’s put it this way – if sales were a gladiator sport, email would be one of the primary weapons that would be selected by each participant. Therein lies the problem. Everybody is doing it. Decision makers are bombarded each day with hundreds or thousands of emails trying to solicit their attention and their budgets. Before looking any further, here are 4 key stats about the state of email:
A common challenge facing sales professionals today is measuring the ROI of Social Selling.
To be clear, Social Selling is defined as leveraging social media to generate revenue.
And while the best tool for tracking sales revenue is your CRM, many forward-thinking sales organizations still don’t measure their sales team’s Social Selling efforts there.
It’s not for a lack of trying.
Unfortunately, SMBs and enterprise companies alike spend countless hours creating custom Social Selling tracking methodologies right inside Salesforce.com or Microsoft Dynamics or SAP Cloud for Sales or whatever CRM Solution they use.
The downfall of these “customized” […]
I hope that everyone had a safe and enjoyable Christmas and New Year’s! I came across an article towards the end of 2015 that talked about the risk of personal information Bubbles created by Social Media. Since most New Year’s celebrations include bubbles, I thought this would be a playful and great way to start off 2016.
This article published by Kurzweil (http://www.kurzweilai.net/social-media-news-consumers-at-higher-risk-of-information-bubbles-iu-study-says) highlights an Indiana University Research Study. In essence, it talks about the personal risk of using Social Media as a news source because it can isolate your influence. I will concede that some points might be valid, but here are my quick points in clarification from a professional perspective and for companies on some action steps that reduce that risk.
Burst your personal Bubbles. Make sure establish more […]
One of the major reasons why innovation and first-to-market partnerships is to ensure that our clients and partners maintain a consistent unfair advantage over their competitors. Here are some tips that can help anyone using Twitter in their sales process an unfair advantage.
How Can Using Twitter Give Me an Unfair Advantage?
Complex sales involve a number of different people. You will find multiple decision makers, buyers, each having a completely different role and need than the next one. You have the task of winning over each one and proving unique value to each along the journey. That’s going to require segmentation of these folks into relevant lists and sharing the right content with them at the right time – it also gives you a chance to remove traditional dark periods out of […]
Along with your profile picture, your LinkedIn headline is the first thing a potential prospect or buyer sees when they come across your profile. We all know that first impressions are huge and your LinkedIn first impression is no different. You want to show your potential partners that you are valuable, credible, and somebody they want to do work with.
This 2 minute video will highlight how you can build a buyer centric headline that not only will help you to be found, but will captivate your prospects to connect and do business with you.
Highlights from this video include:
- Why a LinkedIn headline is important for sales reps
- Elements of a successful buyer centric headline
- How to create a hook using your LinkedIn headline
- Examples of how a good headline […]
Employee Advocacy in its inception is the idea of providing great products and services as well as a positive work environment to encourage employee to get on their “soapbox” and sing the praises of the brand. We have all seen the evolution of communication unfold before our very eyes. We have seen society turn to social media as the outlet to voice their opinion for any number of topics, one being their employer. Organizations have picked up on this and now see the opportunity to leverage their employees and those connected via social networks.
One of the most common questions I have heard is: “If we adopt an employee advocacy program, how do can we monetize it?” It’s simple, it all start […]
There will always be a pressing need to justify corporate spend on a new initiative. Simply put, companies want to know what return they are going to receive after investing money and other resources in a new program – as they should! However, in the social media industry, there have been countless discussions on the difficulty of proving social ROI. As a result, many have even said that social media initiatives should not be held to the same standards as other programs when it comes to correlating revenue and return. They then promote what I call “fuzzy” metrics (as opposed to hard metrics) as indicators of success such as likes and followers.
Don’t get me wrong, metrics such as reach […]
Miles Austin is one of the fortunate people who is already living his dream job. With more than three decades of experience in B2B sales and leadership roles, Miles spends his days helping sales leaders understand and implement the rapidly evolving technology that seemingly appears almost daily in the selling space.
Having earned the nickname, “The Web Tools Guy,” Miles freely shares his wealth of knowledge about sales strategies, tactics, and tools that are used by innovative leaders in sales organizations. His Fill the Funnel blog focuses on web tools for sales professionals, but not every blog post is about a tool, as we’ll discover in today’s conversation.
We asked Miles about the origin of his famous […]