In 1996, IBM introduced a supercomputer called ‘Deep Blue’ to the world. Deep Blue challenged world chess champion Garry Kasparov to a series of chess matches and Deep Blue won. In 2011, IBM introduced Watson, another supercomputer, which beat two of Jeopardy’s greatest champions. In 2016, Go Master Lee Sedol played a match against an ominous new challenger, a super computer from Google named, DeepMind, which won the match, making it the first time a computer had defeated a Go master.Continue reading
Gamification is the application of game playing elements (i.e, point scoring, competition, rules of play) to other areas of activity, such as learning in the education world, training in the military, and sales in business. Gamification injects fun into what has become routine. Even though the concept is not new, it is currently generating a lot of buzz. “Companies have been using games in non-game contexts for a long time,” says Gabe Zichermann, the author of Game-Based Marketing. Think airline frequent flier programs, hotel loyalty clubs, and the points you earn to get a free cup of coffee. Now, the concept of “game” is being used, not just to keep customers buying, but to also keep sales reps selling.Continue reading
The top three trends in the world of B2B sales today are: social selling, account-based marketing and sales development technologies. According to Inside Out’s 2016 CXO Benchmark Study, 3 out of 4 executives said that social selling techniques are having the biggest influence on their marketing strategy. In addition, 70% said they are implementing account-based marketing practices, while two-thirds highlighted the need for sales development platforms. And a fourth factor all have in common is that managers recognize the need to motivate their sales teams to successfully use these new platforms.Continue reading
You know you need more live conversations, but what is it worth?
As is the case when considering any new money saving solution, the return on investment you attain from a Live Conversation Automation solution is an imperative step when deciding whether or not to move forward. You know in your gut that a dramatic increase in live conversations with customers and prospects will pay off for your company. The challenge is determining how much value it will bring and whether it is worth it for your company to spend the dollars, cost and effort required for deploying any new solution. Outlined below are some of the top reasons ConnectLeader’s customers tell us how they have attained ROI with Team Dialer.Continue reading
by: Patrick Morrissey, Sales Manager, ConnectLeader
What’s the best comeback for an objection during the lead nurturing process? None! But there are ways to effectively address them.
There is a lot of great information on tips and best practices regarding handling objections in a lead nurturing process. Many of these techniques can be highly effective in addressing the objection and helping the customer to see the big picture. However, a main problem is that customers have probably encountered a lot of these sales lead generation practices before.Continue reading
"Vote Early, Vote Often" was coined by Al Capone to make fun of the "less than honest" past political practices. I'm not suggesting you use any "questionable" practices, however, in my experience, "early and often" can result in expanding your sales pipeline and putting a little more "green" in your pocket.
Many times our prospects and clients are focused on measuring sales lead metrics around Meetings Scheduled or Qualified Leads.
I agree -- These call results are the absolute best. However, often times you might be calling prospects but the timing is off or they do not have a compelling reason to try your product at that time.
There is something to be said for the “early and often” factor though. And it’s what you do with these Follow Ups or these Referral Connects that really matters.
As a real world example, here is how one early lead generated from a sales prospecting session in March 2013 resulted in a Sale at the end of Q1 2014.
- Spoke with the top Marketing executive on an Live Conversation Automation Sales Prospecting Session.
- The prospect was impressed with the outbound calling technology I was using to get him/her live and agreed our value prop was strong
- Unfortunately, there was not a compelling reason at that time. Their sales team was not really “sales forward” and there were no real concerns around marketing program effectiveness etc.
- Over the next 2-3 quarters, I consistently maintained contact with my prospect. This consisted of many voicemails, conversations and email.
- I received a call from my contact that a new Sales VP was hired. (Key Trigger Event). Was told I would be introduced to this person.
- Held a discovery call and demo with the Sales VP, Marketing executives among others. Discussed their challenges which had to do with lead conversion rates.
- Client Ran a 7-10 day trial. Trial Results exceeded Established Trial Criteria.
March 31 2014
- Closed the Deal!
- Wrapped up Q1 with a nice win!
Moral of the story?
- Stay meticulous -- Stay on top of all your sales and marketing generated activities – there might be Gold there.
- If you start having conversations with your sales prospects and accounts early and often, who is more likely to win the business? You or your competitor? In the example above, I did not even have a competitor.
Now, Go get em!