When you get an influx of leads into your CRM from your company’s latest webinar or virtual event for your B2B sales team to follow up on, what do you do with those leads? Have you trained your sales representatives to go through and start calling the leads, or do they wind up as a lesser priority, potentially never being contacted? When you have sales cadence software, you’ll know that they’re being contacted almost automatically. Read on to learn what a sales cadence is; why you need a multi-channel sales cadence, and the steps to a smart cadence.Continue reading
Double or triple your email open rates. Did those words in the headline capture your interest? They probably did since you’re reading this. In today’s B2B marketing world, grabbing attention is becoming progressively more difficult as we are saturated with marketing messages, most of which are irrelevant and poorly targeted.Continue reading
For at least a decade, there have been discussions about sales and marketing alignment and the inability of sales and marketing teams to provide a unified go-to-market strategy. Marketing is concerned that sales reps fail to use their leads, share their copy, or conform to the company’s positioning.
Conversely, sales reps are frustrated by lead quality and freelance their messaging due to a lack of templates and scripts. Reps also don’t know which content is available and how to quickly find and link it into their emailsContinue reading
At their recent Dreamforce show, Salesforce rolled out a Sales Cloud upgrade called High Velocity Sales which helps “identify the best leads, eliminate busy work and boost pipeline.” High Velocity Sales adds customized sequences for sales teams which incorporate best practice sales cadences within Salesforce. Features include email and phone sequences, templates, and call scripts.Continue reading
Email marketing is just as powerful as its ever been. If your company isn’t still fully focused on finding ways to deliver emails effectively, you’re not going to get the results you need.Continue reading
My career began as a tele-support rep for an insurance agency automation system. Our role was to quickly return calls from customers and help resolve their system problems. Speed was paramount with emergency calls placed at the top of the queue. Because inbound calls were categorized with brief descriptions and codes, we also gave priority to problems that could be quickly resolved (while it was good for our quotas, there was also no reason to make customers wait an hour for a two-minute fix).Continue reading
The concept of multi-touch sales development has been around for a long time. It primarily refers to the idea that multiple “touches” (contacts via email, phone, video, text, and social) will ultimately result in more sales opportunities.
“Cadence” refers to the number, sequence, and timing of various touches. Maintaining this cadence manually is virtually impossible and would require far too much of a sales person’s time.
As soon as I submitted my last blog on Sales Productivity, CSO Insights published an update to their quota attainment research. The good news is global sales rep quota attainment rose from 53.0% to 54.3%. The bad news is that it falls within the range of error, so we probably won’t know if sales productivity is truly improving for another year. Even at 54.3%, sales reps remain well below the 63.0% quota attainment level of 2012. When CSO Insights Research Fellow Jim Dickie looked at the underlying metrics, 22 of the 23 operational metrics declined over the past five years.Continue reading
Research performed by CSO Insights found that sales reps are failing to meet quota at alarmingly high rates. Global B2B quota attainment was a mere 53% in 2016, dropping ten percent over five years. That means that only one in two of sales reps are likely to meet quota this year with only a small percentage entering Q4 confident that they will reach quota.Continue reading
Back in May, there was a good deal of news coverage around the European General Data Protection Regulation (GDPR). Unfortunately, most of the coverage was hyperbolic with a focus on penalties and how few companies had complied. While the GDPR fear mongering has died down, there is still a need to understand GDPR and comply with the law, even if you have no operations in Europe.Continue reading