Social Selling – The Bitter Business. If I were to ask you who your ideal customer is, what would you say?
When I ask most new founders this question, I usually get an answer like, “Any technology company between 2-200 employees.” I appreciate the optimism, but I have some bad news: When you try and sell to everyone, you end up selling to no one. New businesses especially need a more focused, specific market than “any technology company.”
The problem is, they don’t know how to accurately define their ideal customers, so they just guess. But guessing doesn’t cut it. If you already have one, read on anyway. What is an ideal customer profile, and what does it do? An ideal customer profile describes the fictitious individual or organisation that gets the most value out of your product, and provides the most value back to you. This profile helps you find qualified prospects and protects you from selling to the wrong customers. Creating your ideal customer profile in 3 steps 1. Once you have your 10 customers, move on to step two. 2. » Social Selling Training Programs.
Today’s buyer is digitally-driven, mobile, socially-connected, empowered with unlimited access to real-time information about business problems, products, companies, competitors — about all sorts of things.
Also, buyers don’t have to rely on brands, interruption marketing or companies or salespeople for information, because they can find that freely on the web. Prospects can compare your product or service and buy from the competition without you even knowing they exist. The buyer’s journey has changed so business owners, sales leaders, managers, marketing and sales professionals need to understand how they can connect to and leverage these habits. The DSI courses covering “Social Selling”, “Content Marketing”, “Social Media Marketing” and “Account Development Using Social Networks” have been developed in conjunction with sales coaches, digital marketing lecturers, business schools and over 5000 hours of research.
Connecting Content Marketing to Sales – The Bitter Business. 6 Important Sales Enablement Criteria – Lead Generation and Social Selling Articles and News. It might be time to revise your sales enablement framework and practices since, as Bob Dylan sang, “Times, they are a changin” and the sales team is changing with it.
Here’s how leading analyst firm SiriusDecisions defines the term: “Sales enablement’s goal is to ensure that every seller has the required knowledge, skills, processes and behaviors to optimize every interaction with buyers.” In other words, how can I make all the stars align in order to give me the best chance of closing a deal? Let me share with you the 6 criteria for a modern sales enablement framework: #1) Target the Right Prospects Let’s be frank here, modern sales enablement requires a fair bit of work and patience. Sales people want to be sure that all their efforts are focused on those who are most likely to buy from them. If this is a concern in your sales department then it may be worthwhile to outsource your lead generation. . #2) Align your Sales and Marketing Team’s Activities.
B2B Sales Techniques for a Digital World – The Bitter Business. The buyer’s journey is changing sales models and how B2B sales teams sell.
Sales 2.0 as a sales technique has been around nearly ten years now but still many companies struggle to embrace it. If you are in B2B sales then Forester projects that over the next four years, 1 million B2B sales people will be replaced by self-service e-commerce. Those that want to have a long term career in sales will have to up-skill and move away from transactional selling while companies will have to embrace a sales model along with sales processes that adds value to the buyer’s journey. The reality is (and numerous research proves it) that increasingly B2B buyers prefer to research solutions online plus then conclude the cycle by buying the products and services via the web. How many companies still insist buyers to engage with their sales teams as part of the buying process? So are B2B sales dying? It just does not work like that any more. Finally, one last thought.
Lead Generation and Social Selling Articles and News. Sales intelligence software helps sales professionals to close more deals, faster.
In todays multi-channel digital world a sales person’s job is far from simple. They are often lost in a sea of social media data, Google search results, and online directories, trying desperately to find the names and email addresses of appropriate prospects. Social Selling – The Bitter Business. When implementing a digital sales or social selling program, the biggest single point of failure can be writing LinkedIn messages to buyers.
Or to put it in simpler language, the ability to craft well thought out messages that convert into offline conversations between seller and buyer. Every sales strategy most likely has a multi activity approach which may include phoning, emailing and social interaction. However, sales people who use social selling as their primary customer acquisition channel are now getting the majority of their leads via well crafted and well timed messages via social media platforms such as LinkedIn. So here are some tips on writing LinkedIn messages (or indeed for any social media platform) to potential buyers so sales people can generate sales pipeline quicker.
Lead Generation and Social Selling Articles and News. Value Based Selling is the process of understanding and reinforcing the reasons why your product or service is of value to the buyer.
It’s an unfortunate fact that many of today’s B2B sales people are still far more comfortable talking about their products than they are discussing business issues. However the average B2B buyer regards a sales person’s relevant business knowledge as being a lot more valuable than their ability to regurgitate product features, functions and benefits. The Bitter Business. Social Selling Training – The Bitter Business. As someone is involved with social selling training I am often asked about best practices including how to engage with a prospect for the first time.
Let me start by introducing The 5 C’s of social selling. Credibility, Connecting, Content, Conversations and Conversions. Next it is important to understand that social selling is a process not an event. There are more networks than LinkedIn to target plus there are rarely short cuts to building value and trust with potential customers. True engagement via social media networks is like building the pieces of a jigsaw, the customer see’s the picture being built (with content sharing and participation) and then once they see the full picture (lead nurturing) you are now in a position to commence the sales phase, also known as customer consideration and decision. Here are a few tips I would like to share. To me, the most important thing is always provide VALUE to your potential customers and social network. 2.
How to Use Content Marketing the ACD way. – The Bitter Business. Many companies struggle in how to use content marketing to drive their sales or business upwards.
No big surprise as today’s buyer is more educated and savvy than ever. Smart marketing leaders know that traditional marketing methods are becoming less and less effective by the day, so turning to social media and content marketing as a means to drive traffic and leads makes sense . In fact social media/online advertising will overtake traditional advertising this year, posing opportunities and challenges for many companies.
Lead Generation and Social Selling Articles and News. Did you know that 79% of marketing qualified leads (MQL’s) never convert into sales due to a lack of lead nurturing?
Given this fact, it may be time to revise your lead nurturing strategy to optimize your selling success, especially since companies that excel at lead nurturing were found to generate 50% more sales (source: Social Media Today). Relying on just email campaigns to lead nurture is like fishing: cast the net wide and pray you catch something. But true sales and marketing professionals understand that successful selling in today’s world is actually about connecting, nurturing and building a relationship that in time may yield a sale. Here’s some proof! Lead Generation and Social Selling Articles and News. Social media has changed everything about selling. Social selling is now one of the most effective ways to promote a brand. According to the nearly 64% of people using social media to sell “they experienced a significant growth in their business sales”. This is in contrast to the near 42% of sales teams not using social selling as part of their customer interaction.
Selling is going through a transitional period since the emergence of the internet. Despite social selling being on the lips of almost every sales leader, many companies haven’t come around to actually making the leap. Lead Generation and Social Selling Articles and News. A real lead genius knows that selling is a game of metrics and ratios. Basically, more leads when added to sales training = more sales. Lead generation is one of the most important activities that any business can undertake. Because without leads there are no sales. Therefore, a lead genius is, by extension, also a sales genius! But if you were to ask a… read more. Cold calling – two words that sales people usually dread. If you are feeling the pressure to generate a greater volume of relevant sales leads and achieve more valuable, in-depth knowledge about your prospects with less time and money, don’t worry because so are most sales leaders and marketers.
The increased focus on ‘Lead Generation’ has resulted in companies plugging tools and software which claim to automate the Lead Gen process. Lead Generation and Social Selling Articles and News. The way in which B2B buyers research and buy today demands changes to the sales process. Strategies must adapt to the current ‘online generation’. Sales people can no longer focus on just their actions. Today, the sales process needs to be a collaboration.
Lead Generation and Social Selling Articles and News. Social selling and your “social selling index” is a hot topic at the moment. If you’re in sales, then you can’t avoid it. Given the proven benefits that social selling can bring about for business revenue, many companies are now implementing it into their sales strategy. So can your Social Selling Index help you do this more effectively? Research from LinkedIn reveals that 90% of decision makers won’t answer a cold call, (plus it takes 8 attempts to get a cold sales conversation going) making the process an increasingly ineffective use of sales resources. The flipside is that 75% of today’s B2B buyers use social media in their decision making process – making it a prime platform for interacting with potential customers. Lead Generation and Social Selling Articles and News.
These are five important tips for prospect engagement that will improve attracting your target audience, forge trusting relationships with them and make it more likely that they will buy from you. All buyers look for outcomes and your prospects have important decisions to make before they buy. These decisions are dependent on the solutions you can offer for their business problems, how familiar and comfortable they are with your company, how much trust and confidence they have in you, and whether or not having a business relationship will be beneficial.
Therefore, your prospect engagement efforts should always be geared towards creating these outcomes, because establishing this type of relationship will inevitably lead to more sales. Tip 1) Reach Out to Quality Prospects. Lead Generation and Social Selling Articles and News. One of the latest buzzwords in sales is “sales intelligence“, so what exactly is it?. Well Peter Coffee (VP and Head of Platform research of Salesforce) describes sales intelligence using this metaphor: “Without sales intelligence, you’re driving with dirty windows. With it? GPS with real-time traffic/weather feed”. This statement refers to if your sales team is consistently making cold calls with low returns, having a hard time finding the right decision makers, or only have enough time to find out the most basic information about potential buyers, that probably means you need better sales intelligence. Lead Generation and Social Selling Articles and News.
One of the latest buzzwords in sales is “sales intelligence”, so what exactly is it?. Lead Generation and Social Selling Articles and News. A real lead genius knows that selling is a game of metrics and ratios. Basically, more leads when added to sales training = more sales. Lead generation is one of the most important activities that any business can undertake. Because without leads there are no sales. Therefore, a lead genius is, by extension, also a sales genius! Powerful Sales Techniques You Probably Haven’t Tried Before. If you are finding it tough to think of new ways to sell or prospect, let me share some powerful sales techniques you probably haven’t tried before.
Social Selling using Data. Lead Generation and Social Selling Articles and News. Inbound Marketing Guide. There is allot of talk around “inbound marketing” and as a guide to what it means to a business. Social media marketing agencies and practitioners seem to have developed a language of their own as digital marketing has become the dominant channel. Terms such as marketing automation, marketing qualified leads, social selling and lead nurturing are now common place words in the quest for business to find more customers.
Lead Generation and Social Selling Articles and News. Lead Generation and Social Selling Articles and News. Let me share some helpful tips with you on how to get an inside view on sales teams who are office based. Lead Generation and Social Selling Articles and News. Lead Generation and Social Selling Articles and News. Lead Generation Software from Connectors Marketplace. When it comes to using lead generation software in the quest for to speed up customer acquisition, we understand that every company has different needs. That is why, when it comes to sales prospecting, Connectors Marketplace offers you two options: Customer Acquisition Strategy. Social media marketing strategy. Lead Generation and Social Selling Articles and News. Online sales lead generation.
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Get the sales team selling with social media.