by SmarkLabs | Jan 28, 2015 | Sales Enablement
Sales + Marketing = Smarketing.
This equation is the future of business. It drives virtually every activity of a business today, from sales calls and prospect emails to social media posts and eBooks.
The Smarketing relationship is complicated, however. Lack of communication between these two teams is what drives the wedge between them. To combat that challenge, both sides must establish communication guidelines for each interaction. Here’s how they can do it.
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by SmarkLabs | Jan 27, 2015 | Sales Enablement
There are over 182 million emails written daily. Just like the “do not call lists,” prospects are getting better and better at blocking sales emails out. Prospects are more risk adverse than ever before. Modern sales leaders need to adjust how they communicate with prospects to have a better chance of gaining their trust and winning their business.
Sales is more than a science of numbers, it’s an art that requires stellar communication. We’ve come up with some sales email tips for writing high performance emails that convert.
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by SmarkLabs | Jan 23, 2015 | Sales Enablement
Often times we judge the success of something based on its’ outcome. This makes sense. The outcome is our goal. But what about how we get to the desired outcome? How can we measure the success of the actions we take to achieve our goals?
In sales, we judge salespeople on how many deals they close in a quarter, whether or not they hit their quota, and how many leads they have in their pipeline. These are tangible measurements of success based on outcomes. But something else you should be measuring is how your sales team operates. What actions do they take to achieve these goals? How do they prepare themselves to be better sales leaders? (more…)
by SmarkLabs | Jan 21, 2015 | Sales Enablement
Does this sound familiar? You strike up a great rapport with a prospect. You have qualified them to the point to know what their pain points are and how your solutions can help them. Then, as soon as you follow up again, nothing. No response. Your warm sales lead has gone cold.
We’ve all been there. But what do you do when this happens to you? Do you keep pestering them until you’ve ruined the relationship you worked so hard to create? Or do you employ sales strategies that nurture and reengage your cold sales leads? (more…)
by SmarkLabs | Jan 14, 2015 | Sales Enablement
True sales hunters love finding new deals almost as much as they love closing them. The problem is the journey to find enough potential deals to keep the pipeline heavy requires a very different skill set not to mention a different mindset. Beyond referrals (that’s great!), the process takes time and resources when it comes to creating sales opportunities. We’ve come up with a few reasons why creating a Business Development role is critical to your growth efforts.
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by SmarkLabs | Jan 12, 2015 | Sales Enablement
Sales leaders today have it so easy. Sales prospecting has never been easier. There are hundreds of tools and technologies available to the modern sales leader. They can track calls, log conversions, and even detect what piece of marketing content was responsible for generating a lead. They don’t even have to meet a prospect face to face anymore!
A lot has changed since the days of our fathers and grandfathers. Try explaining how technology impacts the sales process today and they sit there, mouths agape, with a puzzling look on their face. You know what they’re thinking: “Back in my day, we traveled all over the country to meet our prospects…” blah, blah, blah. Well Gramps, those days have changed. (Thankfully!) But while the methods we use to connect with prospects may have changed, the importance of nurturing relationships has not.
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