Koud bellen behoort tot het verleden. De website pre-kwalificeert en nurtured leads en Sales volgt op met kwalificatie, maken van een verkoop propositie en closen van de deal.
Accountants direct mail, databases & offline marketing that works - sales f...Dan Richards
Many Accountants struggle to make their marketing work. Ingredients such as Direct Mail, Telemarketing, and other offline channels have caused frustration for many partners.
While others have reaped terrific rewards from their investments.
This short, free webinar from Insight Marketing will help firms to ensure that their investment of time and money into their practice growth has the best chance of success.
This presentation was given at a Markedu marketing web seminar presented to marketers from more than 20 countries.
The title Power Up Your Direct & Digital Marketing is also the name of a workshop/seminar which Markedu intend to bring to a number of cities in Europe and the Middle East in 2012.
The speaker is Michael Leander - an accomplished international marketing expert, trainer and speaker. He has presented current marketing topics to professionals in more than 35 countries.
The Power Up Your Direct & Digital Marketing event format is focused at bringing direction to focus on the many areas of marketing that are often neglected.
In this web seminar presentation Michael Leander covered only bits and pieces of what attendees at one of the workshops in the physical space will experience.
The Evolution of a Franchise Sales Lead.
*Transforming Franchise Recruitment.
*Strategies for Delivering Increased Lead Generation
*Closings and Recruiting Better Franchisees
"Service management for conversations" for FieldservicePolle de Maagt
The document discusses managing conversations as a way to improve customer service and drive business goals. It argues that companies should focus on "acts, not ads" by doing things worth paying for and sharing. It also emphasizes the importance of observing customer conversations, facilitating discussions, and actively engaging to build relationships. Finally, it stresses listening to customers, delivering more than expected, and recognizing unused potential as keys to managing expectations and driving positive conversations.
Home-Based Call Centers: Retail Survival Tool for 2009 and BeyondVIPdesk
Home-Based Call Centers: Retail Survival Tool for 2009 and Beyond
Sally Hurley President VIPdesk
Find out:
What retailers are successfully using home-based call centers today
What is the benefit of home-based vs. brick-and-mortar customer care to retailers
How do home-based call centers increase customer loyalty and customer spend
How can home-based customer contact centers increase flexibility in uncertain times
How does a transition to a home-based call center impact your financials
How has VIPdesk helped improve the performance of its retail clients
Ljubljana: Michael Leander at Lisac & Lisac Tom Schreiter eventMichael Leander
Michael Leander's email marketing presentation from the Tom Big Al Schreiter event in Ljubljana, Slovenia - organized by Lisac & Lisac on 14 April 2011.
Get more like this:
http://www.michaelleander.me
This document discusses strategies for managing marketing campaigns and sales leads at a company called Charleston Gas Light. It provides guidelines for setting up marketing campaigns with defined targets, costs, and metrics. It also describes processes for capturing leads from various sources, qualifying them, routing them to sales reps, and tracking their progress through the sales pipeline. Key performance metrics like conversion rates and cost per lead are discussed. The overall aim is to establish standards and visibility for marketing and sales activities and results.
Accountants direct mail, databases & offline marketing that works - sales f...Dan Richards
Many Accountants struggle to make their marketing work. Ingredients such as Direct Mail, Telemarketing, and other offline channels have caused frustration for many partners.
While others have reaped terrific rewards from their investments.
This short, free webinar from Insight Marketing will help firms to ensure that their investment of time and money into their practice growth has the best chance of success.
This presentation was given at a Markedu marketing web seminar presented to marketers from more than 20 countries.
The title Power Up Your Direct & Digital Marketing is also the name of a workshop/seminar which Markedu intend to bring to a number of cities in Europe and the Middle East in 2012.
The speaker is Michael Leander - an accomplished international marketing expert, trainer and speaker. He has presented current marketing topics to professionals in more than 35 countries.
The Power Up Your Direct & Digital Marketing event format is focused at bringing direction to focus on the many areas of marketing that are often neglected.
In this web seminar presentation Michael Leander covered only bits and pieces of what attendees at one of the workshops in the physical space will experience.
The Evolution of a Franchise Sales Lead.
*Transforming Franchise Recruitment.
*Strategies for Delivering Increased Lead Generation
*Closings and Recruiting Better Franchisees
"Service management for conversations" for FieldservicePolle de Maagt
The document discusses managing conversations as a way to improve customer service and drive business goals. It argues that companies should focus on "acts, not ads" by doing things worth paying for and sharing. It also emphasizes the importance of observing customer conversations, facilitating discussions, and actively engaging to build relationships. Finally, it stresses listening to customers, delivering more than expected, and recognizing unused potential as keys to managing expectations and driving positive conversations.
Home-Based Call Centers: Retail Survival Tool for 2009 and BeyondVIPdesk
Home-Based Call Centers: Retail Survival Tool for 2009 and Beyond
Sally Hurley President VIPdesk
Find out:
What retailers are successfully using home-based call centers today
What is the benefit of home-based vs. brick-and-mortar customer care to retailers
How do home-based call centers increase customer loyalty and customer spend
How can home-based customer contact centers increase flexibility in uncertain times
How does a transition to a home-based call center impact your financials
How has VIPdesk helped improve the performance of its retail clients
Ljubljana: Michael Leander at Lisac & Lisac Tom Schreiter eventMichael Leander
Michael Leander's email marketing presentation from the Tom Big Al Schreiter event in Ljubljana, Slovenia - organized by Lisac & Lisac on 14 April 2011.
Get more like this:
http://www.michaelleander.me
This document discusses strategies for managing marketing campaigns and sales leads at a company called Charleston Gas Light. It provides guidelines for setting up marketing campaigns with defined targets, costs, and metrics. It also describes processes for capturing leads from various sources, qualifying them, routing them to sales reps, and tracking their progress through the sales pipeline. Key performance metrics like conversion rates and cost per lead are discussed. The overall aim is to establish standards and visibility for marketing and sales activities and results.
Sales & Marketing alignment: Happy marriage or forced coexistence?B2B Marketing Forum
This document discusses best practices for aligning sales and marketing in B2B organizations. It begins with an overview of SiriusDecisions and describes the usual scenario of misalignment between sales and marketing versus the best-in-class scenario of strong alignment. The key aspects of achieving alignment are discussed as creating a common buyer's journey model, identifying aligned activities, establishing a common campaign structure, and implementing integrated planning and measurement. High-performing companies market across all stages of the buyer's journey to improve conversion rates at each stage.
[Webinar February 2012] Online Merchandising: Setting up Your Store for SuccessGroove Commerce
This webinar from Groove Commerce discusses online merchandising strategies for setting up an online store for success. It provides tips on organizing products, optimizing product pages, using upsells and cross-sells, running promotions, and leveraging third-party extensions to increase sales. The webinar aims to bridge the gap between marketing and technology to deliver high-converting online stores to clients.
Eleanor Cippel: Sales for online news publishersSally Duros
From The Patterson Foundation's BlockbyBlock 2012 indie online news summit. Eleanor Cippel runs sales at EW Scripps. Here Cippel shares how to close the deal. To see a video and read more visit www.blockbyblock.us .
This document discusses how to fix follow-up failure by creating an effective lead nurturing and customer retention program. It provides examples of common follow-up mistakes companies make and explains how automating follow-up through a marketing system can help convert more leads into sales, generate repeat business from existing customers, and grow a business without adding staff. A case study is presented of a company that was able to double its sales within months by fixing its follow-up processes and organizing customer data in a centralized system.
This document outlines Christine Barney's approach to building a civilized workplace. It discusses how reducing "jerks" leads to lower costs and higher productivity, loyalty and satisfaction. Barney advocates listening to employees, giving them control, focusing on positive behaviors through tools not policies, treating people with trust, and having one consistent culture. Her approach has led to strong retention, reputation and financial success at her own PR firm.
This document provides an overview of the Startup Boot Camp, a program designed to help entrepreneurs in California. The 3-day program will help participants test their business idea, understand basic business planning concepts, and develop an action plan. Attendees will be exposed to many entrepreneurship concepts and will be expected to complete all assignments. Upon completion, participants are encouraged to work with their local Small Business Development Center to refine their business plan. The document also summarizes the Kimco Entrepreneurs Year Start program, which provides up to 100 spaces in Kimco shopping centers for qualified startups to operate rent-free for their first year.
The document discusses incentive-driven performance and return on investment (ROI). It is a presentation by Bob Dawson from i-Myth Inc. about using data and design to improve ROI through incentive programs. The presentation covers topics like aligning objectives across an organization, budgeting for incentive programs based on projected ROI, and developing rules and rewards that create value for both the company and participants.
The document outlines tips for successfully executing a permission based email marketing program in 3 steps:
1) Decide on a program that provides value for both the marketer and their audience.
2) Acquire email permissions by offering a compelling reason for people to opt-in and respecting legislation around permission marketing.
3) Improve email marketing efforts through testing, differentiating content using profiling, and focusing on the target audience and their needs. Following these tips can help marketers get started on a successful permission based email marketing program.
99 ideas powerful marketing that sells nahbAvenue M Group
This document provides 99 marketing tactics for improving response rates through powerful marketing copy. It begins by outlining the importance of knowing your product, customers, competition, and what motivates people to buy. It provides tips in these areas, such as conducting needs assessments of customers and audits of products. The document then discusses how to establish credibility, create urgency, address objections, and make the purchase simple and easy for customers. The overall summary is that the document outlines 99 powerful marketing tactics with a focus on understanding your offering and customers to improve marketing response rates.
The document outlines a roadmap to transform a property and casualty insurer's direct marketing strategy from a mass mailing approach focused on call center volume to a more data-driven and targeted strategy. It details challenges around expertise, data access, and key performance indicators. The proposed strategy focuses on building analytics capabilities, testing creative concepts, and optimizing mailings based on customer value. Key metrics like response rates, revenue, and cost per acquisition are improved. The client is able to grow their direct business significantly while lowering marketing costs over a two year period.
This document provides information about attending three workshops on effectively using email marketing. The workshops will be held on February 4th, 5th, and 6th from 11:00 am - 12:15 pm and 8:30 am - 9:45 am in room N102. They will be presented by Peter Martin, an expert in email marketing and advertising from the automotive industry. The workshops will discuss how to effectively reach consumers via email, capture customer email addresses, and incorporate new email technologies into marketing.
Lisa Young, VP of Zing Consulting Group, gave a presentation on successfully selling and marketing a business. The presentation covered key aspects of value-added selling such as focusing on customer benefits rather than price and differentiating your product or service from competitors. It also provided tips on preparing for and handling sales objections, staying motivated through goal-setting and accountability, and leveraging word-of-mouth marketing through referrals and reviews online.
By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com
In this session you will gain knowledge and skill on how top performers:
Identify and develop sales opportunities
Prepare and strategize for effective sales meetings
Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
How to use third party stories to leverage the sale.
The document discusses how digital body language and online customer behavior can provide insights into customer intentions. It notes that traditional sales processes have not changed much while customer buying processes have evolved greatly online. It then outlines several key steps in modern demand generation processes: profiling customers to build accurate profiles based on their online activities, scoring leads to rank customer interest and opportunity levels, and nurturing leads over time with relevant content to maintain engagement and increase conversions.
This document provides 5 wake up calls for business owners to improve their business: (1) achieve objectives by writing them down; (2) increase profits by focusing on existing clients and lifetime value; (3) take ownership over problems and listen to customers; (4) improve marketing and sales strategies; and (5) address work-life balance and time management. An expert business advisor can help prioritize actions, provide guidance on growth strategies, and motivate business owners to build on their successes.
Paul Shoker discusses key aspects of sales in 4 stages: [1] commodity products, [2] moving up the value chain, [3] further up the value chain, and [4] enterprise-level B2B sales. The relationship with customers progresses from casual to symbiotic. Value delivered ranges from product options to strategic decision making. Successful sales professionals have confidence, know their offerings well, and are flexible and hungry to exceed goals. They also use consultative approaches over common sales cycles.
This document discusses how to improve the alignment between marketing and sales through lead nurturing and automation. It outlines how to develop a framework to evaluate, score, and nurture leads. It also discusses how to fit leads into the sales process and employ automated messaging to move leads through the funnel. The document notes that up to 94% of leads passed to sales are unqualified and never followed up on, and only half of sales reps make quota due to a lack of alignment between marketing and sales. It proposes five actions to improve this alignment: accurate market definition, standard lead definition, focus on quality over quantity, measure what matters, and break down silos to share leads.
The document summarizes the changing landscape of B2B selling and the need for sales organizations to bridge the gap between sales management priorities of profitability and the frontline focus on revenue. It notes that buyers are more independent and informed while reps need to quote confidently, negotiate effectively, and close deals quickly to satisfy customers and achieve win-win outcomes. However, most reps lack tools and incentives to maximize deal profitability. The document advocates for organizational alignment, empowering technology for reps, and shifting mindsets from backline to frontline focus, from historical to real-time perspectives, and from analytics to action-oriented priorities to develop a profitable selling approach.
This document provides information about a training session on using a client-centered sales approach. The training teaches associates how to build rapport, ask questions, maintain rates and offer alternatives, respond to objections, and ask for the business in the right way. It is aimed at sales managers, representatives, and teams to help increase conversion rates and revenues. The training covers establishing credibility, being a good listener, gaining commitment, and using sensory language when leaving voicemails or using the telephone with internet prospecting. Attendees can order a mystery shopping call to evaluate their sales team's client interaction skills.
The document discusses overcoming three common fears - fear of losing business, fear of embarrassment, and fear of feeling inferior - that can sabotage client loyalty for service providers. It provides tips for service providers to overcome each fear, such as celebrating mistakes, asking dumb questions, and making everything about the client. The document also includes an example of how one person applies these tips to overcome their fears of embarrassment and feeling inferior when doing cold calls.
This document provides a summary of a web seminar on powering up direct and digital marketing. The seminar covered topics like focusing on fundamentals over new trends, dealing with communication overload, using walk-in-the-park website techniques, customer profiling, web analytics, and multichannel marketing. It also included tips on setting objectives, driving traffic, converting visitors, testing calls to action, and acquiring the right customer data.
Sales & Marketing alignment: Happy marriage or forced coexistence?B2B Marketing Forum
This document discusses best practices for aligning sales and marketing in B2B organizations. It begins with an overview of SiriusDecisions and describes the usual scenario of misalignment between sales and marketing versus the best-in-class scenario of strong alignment. The key aspects of achieving alignment are discussed as creating a common buyer's journey model, identifying aligned activities, establishing a common campaign structure, and implementing integrated planning and measurement. High-performing companies market across all stages of the buyer's journey to improve conversion rates at each stage.
[Webinar February 2012] Online Merchandising: Setting up Your Store for SuccessGroove Commerce
This webinar from Groove Commerce discusses online merchandising strategies for setting up an online store for success. It provides tips on organizing products, optimizing product pages, using upsells and cross-sells, running promotions, and leveraging third-party extensions to increase sales. The webinar aims to bridge the gap between marketing and technology to deliver high-converting online stores to clients.
Eleanor Cippel: Sales for online news publishersSally Duros
From The Patterson Foundation's BlockbyBlock 2012 indie online news summit. Eleanor Cippel runs sales at EW Scripps. Here Cippel shares how to close the deal. To see a video and read more visit www.blockbyblock.us .
This document discusses how to fix follow-up failure by creating an effective lead nurturing and customer retention program. It provides examples of common follow-up mistakes companies make and explains how automating follow-up through a marketing system can help convert more leads into sales, generate repeat business from existing customers, and grow a business without adding staff. A case study is presented of a company that was able to double its sales within months by fixing its follow-up processes and organizing customer data in a centralized system.
This document outlines Christine Barney's approach to building a civilized workplace. It discusses how reducing "jerks" leads to lower costs and higher productivity, loyalty and satisfaction. Barney advocates listening to employees, giving them control, focusing on positive behaviors through tools not policies, treating people with trust, and having one consistent culture. Her approach has led to strong retention, reputation and financial success at her own PR firm.
This document provides an overview of the Startup Boot Camp, a program designed to help entrepreneurs in California. The 3-day program will help participants test their business idea, understand basic business planning concepts, and develop an action plan. Attendees will be exposed to many entrepreneurship concepts and will be expected to complete all assignments. Upon completion, participants are encouraged to work with their local Small Business Development Center to refine their business plan. The document also summarizes the Kimco Entrepreneurs Year Start program, which provides up to 100 spaces in Kimco shopping centers for qualified startups to operate rent-free for their first year.
The document discusses incentive-driven performance and return on investment (ROI). It is a presentation by Bob Dawson from i-Myth Inc. about using data and design to improve ROI through incentive programs. The presentation covers topics like aligning objectives across an organization, budgeting for incentive programs based on projected ROI, and developing rules and rewards that create value for both the company and participants.
The document outlines tips for successfully executing a permission based email marketing program in 3 steps:
1) Decide on a program that provides value for both the marketer and their audience.
2) Acquire email permissions by offering a compelling reason for people to opt-in and respecting legislation around permission marketing.
3) Improve email marketing efforts through testing, differentiating content using profiling, and focusing on the target audience and their needs. Following these tips can help marketers get started on a successful permission based email marketing program.
99 ideas powerful marketing that sells nahbAvenue M Group
This document provides 99 marketing tactics for improving response rates through powerful marketing copy. It begins by outlining the importance of knowing your product, customers, competition, and what motivates people to buy. It provides tips in these areas, such as conducting needs assessments of customers and audits of products. The document then discusses how to establish credibility, create urgency, address objections, and make the purchase simple and easy for customers. The overall summary is that the document outlines 99 powerful marketing tactics with a focus on understanding your offering and customers to improve marketing response rates.
The document outlines a roadmap to transform a property and casualty insurer's direct marketing strategy from a mass mailing approach focused on call center volume to a more data-driven and targeted strategy. It details challenges around expertise, data access, and key performance indicators. The proposed strategy focuses on building analytics capabilities, testing creative concepts, and optimizing mailings based on customer value. Key metrics like response rates, revenue, and cost per acquisition are improved. The client is able to grow their direct business significantly while lowering marketing costs over a two year period.
This document provides information about attending three workshops on effectively using email marketing. The workshops will be held on February 4th, 5th, and 6th from 11:00 am - 12:15 pm and 8:30 am - 9:45 am in room N102. They will be presented by Peter Martin, an expert in email marketing and advertising from the automotive industry. The workshops will discuss how to effectively reach consumers via email, capture customer email addresses, and incorporate new email technologies into marketing.
Lisa Young, VP of Zing Consulting Group, gave a presentation on successfully selling and marketing a business. The presentation covered key aspects of value-added selling such as focusing on customer benefits rather than price and differentiating your product or service from competitors. It also provided tips on preparing for and handling sales objections, staying motivated through goal-setting and accountability, and leveraging word-of-mouth marketing through referrals and reviews online.
By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com
In this session you will gain knowledge and skill on how top performers:
Identify and develop sales opportunities
Prepare and strategize for effective sales meetings
Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
How to use third party stories to leverage the sale.
The document discusses how digital body language and online customer behavior can provide insights into customer intentions. It notes that traditional sales processes have not changed much while customer buying processes have evolved greatly online. It then outlines several key steps in modern demand generation processes: profiling customers to build accurate profiles based on their online activities, scoring leads to rank customer interest and opportunity levels, and nurturing leads over time with relevant content to maintain engagement and increase conversions.
This document provides 5 wake up calls for business owners to improve their business: (1) achieve objectives by writing them down; (2) increase profits by focusing on existing clients and lifetime value; (3) take ownership over problems and listen to customers; (4) improve marketing and sales strategies; and (5) address work-life balance and time management. An expert business advisor can help prioritize actions, provide guidance on growth strategies, and motivate business owners to build on their successes.
Paul Shoker discusses key aspects of sales in 4 stages: [1] commodity products, [2] moving up the value chain, [3] further up the value chain, and [4] enterprise-level B2B sales. The relationship with customers progresses from casual to symbiotic. Value delivered ranges from product options to strategic decision making. Successful sales professionals have confidence, know their offerings well, and are flexible and hungry to exceed goals. They also use consultative approaches over common sales cycles.
This document discusses how to improve the alignment between marketing and sales through lead nurturing and automation. It outlines how to develop a framework to evaluate, score, and nurture leads. It also discusses how to fit leads into the sales process and employ automated messaging to move leads through the funnel. The document notes that up to 94% of leads passed to sales are unqualified and never followed up on, and only half of sales reps make quota due to a lack of alignment between marketing and sales. It proposes five actions to improve this alignment: accurate market definition, standard lead definition, focus on quality over quantity, measure what matters, and break down silos to share leads.
The document summarizes the changing landscape of B2B selling and the need for sales organizations to bridge the gap between sales management priorities of profitability and the frontline focus on revenue. It notes that buyers are more independent and informed while reps need to quote confidently, negotiate effectively, and close deals quickly to satisfy customers and achieve win-win outcomes. However, most reps lack tools and incentives to maximize deal profitability. The document advocates for organizational alignment, empowering technology for reps, and shifting mindsets from backline to frontline focus, from historical to real-time perspectives, and from analytics to action-oriented priorities to develop a profitable selling approach.
This document provides information about a training session on using a client-centered sales approach. The training teaches associates how to build rapport, ask questions, maintain rates and offer alternatives, respond to objections, and ask for the business in the right way. It is aimed at sales managers, representatives, and teams to help increase conversion rates and revenues. The training covers establishing credibility, being a good listener, gaining commitment, and using sensory language when leaving voicemails or using the telephone with internet prospecting. Attendees can order a mystery shopping call to evaluate their sales team's client interaction skills.
The document discusses overcoming three common fears - fear of losing business, fear of embarrassment, and fear of feeling inferior - that can sabotage client loyalty for service providers. It provides tips for service providers to overcome each fear, such as celebrating mistakes, asking dumb questions, and making everything about the client. The document also includes an example of how one person applies these tips to overcome their fears of embarrassment and feeling inferior when doing cold calls.
This document provides a summary of a web seminar on powering up direct and digital marketing. The seminar covered topics like focusing on fundamentals over new trends, dealing with communication overload, using walk-in-the-park website techniques, customer profiling, web analytics, and multichannel marketing. It also included tips on setting objectives, driving traffic, converting visitors, testing calls to action, and acquiring the right customer data.
The economic pressure is not letting up and 2011 will demand more of B2B marketers than ever before. How can you deliver what CEOs most want – quality leads - within tight timelines and even tighter budgets? Where should you place your priorities? How can you rapidly make an impact on your company’s revenue capacity, profit, and growth?
This document discusses preparing clients for exiting their business. It outlines various exit options such as a partial or full sale, management buyout, or ESOP. It emphasizes the importance of pre-transaction planning including legal, wealth management, strategic, and HR considerations. It notes the cost of no plan can be lower business value and more stress. Examples show the impact of documentation, management teams, systems, and industry factors. The role of an investment bank, tax advisor, attorney, and wealth manager on the transaction team is summarized.
This document discusses preparing clients for exiting their business. It outlines various exit options such as a partial or full sale, management buyout, or ESOP. It emphasizes the importance of determining financial and personal goals, having audited financials, management redundancy, and systems in place to minimize buyer risk. It notes the cost of no exit plan can be lower value, more stress, and fewer options. Examples show how proper planning can maximize value through proven earnings and synergies with potential buyers. The role of an investment bank, tax advisor, attorney and other professionals is outlined to run an efficient sale process.
The Agony & Ecstasy of Building and Scaling Inside SalesIsaac Garcia
Isaac Garcia, CEO of Central Desktop, gave a presentation on building and scaling an inside sales team. He began by defining inside sales as phone-based sales typically for lower price point deals. Garcia explained that different sales models are needed for different markets, from e-commerce for consumers to inside sales for small businesses to field sales for large enterprises. He outlined how to structure an inside sales team with roles for lead generation, closing, and account management. Garcia stressed that metrics like CAC, churn, LTV, MRR, renewal rates and ACV are important to track. He advised founders to start slowly, selling themselves before hiring salespeople, and to focus on iterating based on learning.
Sales Value Advantages Elevating and Enriching Chambers of Commerce 2012the Closers Group
The document outlines strategies and tips for closing business in the 4th quarter, including prospecting, selling, negotiation, and follow up. It discusses rainmaking strategies like rapport building, asking questions, implementing solutions, and negotiating starts. The training focuses on intensifying earnings potential through sales skills enhancement for professionals in various industries.
Integrated marketing had made it easier than ever before for an organization to nurture cold leads to the point of sales readiness. In this webinar, Mike Vannoy, COO of Sales Engine International, discusses what "sales readiness" means in the digital age as well as other sales best practices.
How To Go About Defining A Successful Sales StrategyMrinal Singh
This document discusses defining a successful sales campaign. It addresses how the market is changing from past outbound marketing approaches like pay-per-click and telemarketing to more targeted and personalized approaches. It also discusses how to define key elements of the sales system like customer acquisition costs, value propositions, prospecting plans, and call tracking to improve sales efficiency and close more deals. The document provides tips on crafting effective value propositions, researching audiences, and including calls to action to help close more sales.
1. Kuno Creative saw declining revenues and implemented an inbound marketing strategy using blogging, landing pages, and email nurturing to drive traffic, leads, and sales. This approach doubled their revenue and profitability.
2. Their planning process included defining their offerings, resources, sales process, and pricing to attract better clients and qualify leads. They also eliminated unprofitable services and clients.
3. Through consistent blogging, offers, and email marketing, Kuno Creative was able to grow their website traffic from 500 to 18,000 monthly visits and leads from 5 to 400 per month. Their client retainers increased from 3 to 35.
This document discusses preparing to exit a business. It outlines options like a partial or full sale, management buyout, or ESOP. It emphasizes the importance of having audited financials, management depth, and systems in place to minimize buyer risk and maximize sale value. Examples show how proper planning leads to higher sale multiples. The document recommends assembling an experienced transaction team of advisors to efficiently run an auction and negotiate the best deal.
As marketing professionals we see social at every turn. It is touted as the channel that will revolutionise our marketing activity and make us more influential, more in tune with our clients and more responsive. But without having the right internal structures in place – how do we ensure we keep on message and on pace? In this interactive session Claire argues for the best place to start a social project is “at home”. Pulling from personal and client experience she will outline how Enterprise Social Networking platforms can finally deliver on the promises made by intranets, crm and other back office systems making your organisation more productive, more connected, more profitable and more informed. Leaving this session you will understand:
• What is an enterprise social network (ESN) and is it for you?
• How can an ESN benefit the marketing function?
• What are the potential pitfalls of using a solution?
• How do you define and measure the results and therefore prove ROI?
• What considerations should you make when choosing a supplier?
This session will be useful for:
• Companies that employ more than 100 people
• Companies that have grown through or are undertaking mergers or acquisitions
• Companies that are considering where to start with social
• Companies with multiple locations
• Companies who are trying to re-brand or enhance brand awareness
• Companies in a state of change
• Companies that want to improve internal communication but lessen their reliance on email
Mass affluent lead gen and web based marketing for financial professionalsLoic Jeanjean
- The document discusses mass affluent lead generation and web-based marketing strategies presented by Frank Troise and Loic Jeanjean.
- It outlines opportunities to increase client lifetime value by over 600%, lower marketing costs by over 90%, and improve client communications through an online lead generation process.
- The key steps of the proposed process are: 1) providing valuable online content as outreach, 2) including a clear call to action, 3) ensuring prospects can easily find your information, and 4) contacting leads quickly through phone and autoresponders.
Mass affluent lead gen and web based marketing for financial professionals
Webinar Death Of Cold Calling
1. THE DEATH OF COLD CALLING - A NEW PARADIGM FOR LEAD
GENERATION
Presented by:
Kevin Miller – EVP Marketing/Sales – SalesFUSION
Session Audio Starts at 2PM EST
2. What we’ll cover today
• Cold Calling – Death versus evolution
• Lead generation in 2011 – Hijacking the digital conversation
• The statistical failure of cold calling
• Where do leads originate from in 2011 and beyond?
• Adapting sales and marketing to optimize the digital conversation
• The journey to lead to sales revenue management
• The changing view of telesales/inside sales
3. About SalesFUSION
• SaaS Marketing Application
• HQ – Atlanta, GA – Sales Offices in Philadelphia, PA
• Provide all b2b marketing functionality in a single app
• Focus on integrating Marketing and Sales (CRM)
• Only solution built on a CRM database
• Extensive global partner network
• 110 New clients in 2010
• Unique Client Services model
• Game-changing pricing structure
• 99% retention rate
• 90% of all new features added in 2010 – customer requests
5. A few assumptions
• Death versus evolution
• Telephone prospecting is still very important
• How, why and when we telephone prospect has changed
radically
Telesales and Cold calling has
been fired and replaced by the
internet…..but your company
many not know that yet…
“It is not the strongest of the species that survives, nor the most intelligent that
survives. It is the one that is the most adaptable to change.” Charles Darwin
6. The “If you don’t know this you live under a rock” statistics
Retail - The Pew Internet and American Life Project has just published the
results of a study on American's e-commerce habits. Among the findings: 58%
of Americans say they perform online research on the products and services
they're considering buying. That's up from 49% who performed online research
in 2004.
B2B - 93% of business-to-business customers research companies and products
online before making a purchase, according to MarketingSherpa
7. Lead Generation in 2011 and beyond
Demands a new paradigm for telesales…
• Many b2b buyers are engaged in a digital conversation with your company
• Most companies don’t know about this conversation
• By the time telesales speaks to a prospect, opinions about you are formed
• Successful companies learn ways to “Hijack the Digital Conversation”
• Do you trust the internet to sell for you?
• Conversation channels are fluid and changing and evolving monthly
8. RS
BE
M
U
N
E
TH
Why is cold calling icky?
It fosters a culture of “taking”
• Cold calling is a practice of starting a b2b
relationship by Taking something from a prospect
without asking first
• Take their time
• Take their information
• Most people feel uncomfortable “taking”
something from someone.
Traditional lead generation/selling models foster an environment of “Taking”
•More calls – more appointments – more sales….or your fired.
•Leads to employee dissatisfaction, unattainable quotas, re-training costs for
new hires to replace those who have been fired or quit out of frustration
Consider the following sales people’s statistics:
• 44% of sales reps quit after 1 no
• 22% quit after 2
• 14% quit after 3
• 12% quit after 4 (total is 92%)
60% of customers say no at least 4 times
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9. RS
BE
M
U
N
E
TH
Sales is a numbers game….right?
B2B Sales Rep = COGS
Calls 100 Calls • $50,000 base salary
• + Benefits
• Salary plus benefits = $65,000
• 100 Calls per day
• 5 Days per week
Appointments 2-3 Appointments • Avg. 42 Full weeks per year
.025 connect rate • 210 calling days
• 21000 calls
• 525 Connects
• 105 Sales
Sales .5 Sales
.005 close rate
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10. RS
BE
M
U
N
E
TH
Sales is a numbers game….right?
B2B Sales Rep = COGS
• 21000 calls = $3.10 per call
Calls 100 Calls • 525 Connects = $123 per connect
• 105 Sales = $619 per sale
Assumptions
• Consistent 100 calls per day to new
Appointments 2-3 Appointments leads
.025 connect rate • Connect = telephone-based
meeting
• Sale = closed revenue
• Time to work deals?
Sales .5 Sales • Time for administrative work?
.005 close rate • Time in meetings?
• Are these numbers even realistic
for internal personnel?
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11. RS
BE
M
U
N
E
TH
More sobering statistics
• It takes 8.4 dials to reach a person, and
2% of all calls results in a meeting.
Calls • If 30% of these first meetings convert
into opportunities and a sales person
closes 25% of these opportunities,
they will have to make 1,000 calls to
get 1 sale.
Appointments • If they are pounding the phones
making 50 cold calls per day, they can
get 1 winnable sale every 20 days.
• At this rate they can acquire 12.5 new
customers per year.
Sales
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12. Where do leads originate from in B2B - 2010
Base: 249 B2B marketers at companies with 50 or more
employees
(multiple responses accepted, does not include “other”)
13. More from Forrester – what are company’s top marketing/sales
challenges in 2010?
14. How are leading b2b sales/marketing teams
adapting?
Marketing’s Role
• Identify leads
• Generate leads
• Execute campaigns
• Pre-qualify leads
• Nurture leads
• Re-Market stale sales leads
Sales’ Role
• Complete lead qualification
• Present and propose solutions
• Propose pricing
• Execute contracts
• Close business
• Cross-sell
• Changing traditional roles
• Inside sales is no longer a sales function
• Skill-sets for inside sales are changing
• Marketing – ½ Focus on brand & ½ Focus on Upper Funnel Development
14
15. Beginning the journey to lead to sales revenue
management…
• Marketing – focus on upper-funnel
development using all available
channels, techniques and
communication mediums
• Telesales – triage, manage, respond
and advance inbound leads
• Sales – focus on closing business
15
16. Change the way you view telesales/inside sales
They are not phone jockeys anymore
Think air-traffic controller
• Monitor and direct lead traffic
• Exchange meaningful information
with the leads
• Direct leads to the right resources
• Educate leads about value
proposition and competitive
position
• Empowered with technology
• Higher job satisfaction
• Better growth potential
• They become a marketing and field
sales “Farm Team”
17. ESS
OC
PR
LES
SA
TO
AD
LE
11
20
What should an inside sales model look like?
Inbound Leads Process for
Inside Sales Telesales Duties
Telesales – Web visitor
monitoring CRM
Daily Monitor Log calls
Respond – 2-4 hours to Append data
known visitors Create Opportunities
Lead Capture Home Activity Log Pre-qualify
Enroll known visitors into 3-
Page Page step drip
CRM Identify other contacts
Accounts – research using Send task to sales
LinkedIn and Jigsaw– add 2
marketing contacts to Fusion
– enroll in 3-step drip
Simple process maps will help
focus the marketing and sales
Opportunity
Field Sales Duties teams on execution of the plan
Sign Up for Demo or self qualify
1. Email Alert to reps based on Geo
2. Rep – verifies company HQ location
3. Rep – updates CRM – creates oppt
4. Ensure contacts/account are linked
and de-duped
5. Append address, phone, vertical and
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lead Learn
18. 4 technologies inside sales needs to thrive
Website monitoring station
• View, identify, receive alerts of leads on the website
• Integrate with data services to research and append contacts
• View page-level activity from high-score leads
Email Marketing
• 1-touch enrollment in multi-step campaigns
• Follow up emails using trackable html email
• Bulk email capabilities to call lists
Data appending and social tools
• Research and import contacts from identified companies on the site
• 1-touch enroll net new contacts into first-touch campaigns
Campaign activity reports
• Access to daily/weekly/monthly campaign reports
• 1-click access to marketing history for leads
19. Website monitoring station
What is it?
Web visitor tracking is a newer type of web analytics that captures, alerts and routes
website leads based on rules.
20. Access to enroll leads in campaigns
Alerts Auto-enroll
Email alert – Based on Rules Automated Routing to
Alert telesales to view/open drip/trigger based nurture
in CRM marketing campaigns
21. Day in the life with Marketing Automation
Website monitoring
Research anonymous
visitors – append with
contacts – enroll in
campaigns
Pop email alert when
high-value activity occurs
– assign task for call
If no phone contact
made – enroll in trigger
campaign
Receive on-going alerts
when lead returns to
site/responds
22. Access to critical information
• Give telesales the tools to access info and take action
• This view allows for telesales to view activity and enroll leads in campaigns
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23. The importance of marketing automation tools
• Provides a mechanism for real-time lead monitoring
• Reduces lead response time
• Allows for enrollment in pre-defined trigger campaigns
• Increases touches in first 30-days following initial inquiry
• Allows for research and appending of data through sources such as
Jigsaw
• Alerting via email ensures leads are touched quickly
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24. Create a lead-centric culture
Establish a dialog between marketing/sales
•Regular meetings – rotate between pipeline-centric meetings to lead/demand
generation-centric meetings
•Understand sales-team issues with leads – volume, where they come from
•Brainstorm sessions about lead profiles, verticals, targets, messaging and hot
buttons
•Sales is the best source for “Why a lead buys” information
Create simple process maps
•Define on paper who does what, when and why
•Assign people by name to stages in a process map
Considerations
•Sales may be resistant to change or dis-interested in leads
•Old-School sales cultures must be changed
•CRM system tuning will be required
•Marketing technology MUST integrate seamlessly to CRM
•Reporting must be in place to track the process and hold constituents
accountable
25. How marketing automation supports this model
• Lead Scoring/Routing enables automated nurturing of leads
• Trigger-based email campaigns – prebuilt and tied to scores
• Lead scoring must be tuned, tested and agreed upon with sales
• Objective is to treat every suspect the same initially
• Eliminate lead leakage
• Target content based on behavior and demographics
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26. How important is this to your upper funnel success?
According to Aberdeen, who tracks the performance of “Best Practice” organizations
utilizing marketing automation tied to telesales….
• Inside sales achieves quote 11% more when marketing automation is deployed
• Lead conversions (to opportunities) increased by 7%
• Inside sales make an additional 7-9 connects per day
• Overall sales team quota achievement is higher by nearly 3%
• Company revenue is higher by over 3%
Why?
• For the same Reason Henry Ford was able to produce more cars for less
• Efficiency gains through automation
• Connects are more meaningful when data is made easily accessible
• Fewer (if any) leads fall through the cracks
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27. Questions?
• Participate in our DOCC Nurture Campaign
• Schedule a demonstration of SalesFUSION
• Learn more www.salesfusion.com
Core Features
• Enterprise b2b marketing
• Advanced email marketing
• Lead scoring
• CRM integration – Salesforce, Dynamics, Sugar, Saleslogix…
• Web visitor tracking
• Dialogs, forms, landing pages
• Social media marketing
• Event management
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