January 8, 2014 at 7:00 AM
In 2013 our consultants attended 463 live sales calls. We always compare notes with each other, singling out especially successful or poor appointments. In October, we participated in the worst sales call of the year. Why was this call the winner of this dubious honor? The appointment was bad. But it was our pre-call interview with the sales rep that clinched it. All identifying details have been changed to protect the client. Here’s the story:
November 22, 2013 at 7:00 AM
October 26, 2013 at 7:00 AM
The correct implementation of Social Selling gets your team appointments inside target prospects. These meetings are net new sales opportunities you wouldn’t have otherwise had. This drives an increased number of qualified buyers of your product into the funnel. Your team sells more. Revenue increases.
The incorrect implementation of Social Selling drives no new revenue. Worse, your sales teams’ newly updated LinkedIn profiles attract recruiters. There’s no revenue lift, and your team is being recruited away. What went wrong?
September 29, 2013 at 7:00 AM
In my previous blog, I wrote about obtaining LinkedIn referrals. In the digital age of selling, LinkedIn referrals are like gold. But in order to find the gold, you need to know where (and how) to look. That’s where this blog comes in.
Social debt is one of the most powerful tools to obtaining new referrals. In this blog, I will cover 5 different ways that you can create social debt. Follow these tips and you’ll be swimming in referrals for 2014.
September 11, 2013 at 7:00 AM
Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Hands down. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Think investing in email blasts is better? Slightly better maybe, but still an unimpressive 4.4% open rate (Google, 2013). Still not convinced? Read the 3 Reasons why you aren’t getting enough quality referrals.
Instead, invest your time and energy into improving your LinkedIn game. It will pay dividends.
September 8, 2013 at 7:00 AM
As a Sales & Marketing Leader, you are responsible for driving lead generation. In 2013, leveraging social selling & prospecting has become mission critical. Your business development teams are using LinkedIn and you’ve equipped them with the best social selling tools. To be effective, carefully consider how you drive social media through the sales field. Sending a LinkedIn InMail without carefully choosing every word will lead to doom.
This article will give you the best practices to guide your team’s messaging. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. At no cost, an expert from SBI will present the full research findings. You will have access to guides, templates and tools to help your social selling efforts.
August 24, 2013 at 7:00 AM
Your Reach on LinkedIn will be one of your best sales assets in 2014. How do I know? Because numbers don’t lie. 84% of B2B decision makers begin their buying process with a referral. Contrast this with the 4.4% e-mail open rates. Furthermore, compare it to the 1-3% cold calling success rate.
These numbers leave little room for doubt: More referrals = more qualified opportunities = more sales.
August 21, 2013 at 7:00 AM
As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. Marketing leaders must challenge past assumptions of how to leverage social advertising opportunities. Facebook & Twitter ads deliver high volume but lack the high-level targeting options. The best B2B option until now has been LinkedIn ads. These ads show up on the top or right hand column on LinkedIn’s website. The biggest downfall was that mobile users were not getting these ads. In addition, there was no share-ability capability.
Now there is a new tool to satisfy this need. Introducing, LinkedIn Sponsored Updates. Marketing leaders can use this blog post as a blue print to guide your marketing team to success. At the end, I’ll provide a tool to help your team leverage LinkedIn sponsored updates.
What are LinkedIn Sponsored Updates?
August 20, 2013 at 7:00 AM
August 6, 2013 at 7:00 AM
Are you relying largely on Marketing to fill the funnel? If you are, you’re going to miss the number. Sure, today’s marketing machine produces new opportunities. However, the tremendous hype on what marketing can do for sales is falling short. Best in class marketing organizations contribute only 30% to the funnel.
Where is the other 70% coming from? The answer is your sales team.