Articles in category: Sales 2.0
Social networking sites reach nearly every person nowadays, with most people with an online presence frequenting at least one social site. In this interview, the CEO and founder of Nimble, Inc., shares why this is a game-changer for sales and gives three main ways for a salesperson to prepare for social selling.(Read Full Article)
Marketing automation has become the secret weapon of the sales department. Forward-leaning sales teams have figured out how to benefit from this tool, beginning with integrating it into their CRM systems. This gives the sales team an end-to-end view of a prospect's life cycle, as well as useful information to engage in relevant conversations with prospective buyers.(Read Full Article)
According to the Lenskold Group, firms that implement marketing automation see a 28 percent rise in revenue per sale. These are results that can't be ignored.
For business owners wondering how to increase sales for a company, the answer is fairly basic: Only by drawing leads into your sales funnel—either through your company website or through strategic landing pages—can a company hope to convert online(Read Full Article)
The talents for gleaning information are no longer restricted to fake psychics or outside sales professionals. Social media platforms are providing all the clues that a prospect's office might offer to a salesperson and making them available to anyone who cares to do the research.(Read Full Article)
Social selling has all but done away with the image of poor Willy Loman, the guys of Glengarry Glenn Ross, or the door-to-door vacuum cleaner salesman who cleans everyone’s carpets for free then doesn’t get a sale. Those guys were cold callers who didn’t know their prospects. Didn’t even know they weren’t prospects at all.(Read Full Article)
But even the most veteran salespeople will tell you relationships are what usually get the deal closed. So it’s mighty convenient that social is all about connecting and fostering relationships. How senseless not to use social to do just ...
While B2B organizations have embraced the idea of customer-centricity, many have yet to adapt to the reality of customer behavior. That’s resulted in millions of marketing dollars being misspent and potential sales lost at a time when companies can ill afford it. In fact, our work with more than 30 marquee B2B organizations around the world shows that half or more of all marketing spend is doing little to influence the purchasing decisions of top customers and providing little help to the sales people calling on them.
To right that train, B2B organizations need to develop a much deeper ...(Read Full Article)
Marketing automation is both a technology and a process that drives more ROI from marketing and dramatically increases the quality of leads provided to sales. However, companies rarely understand an equally important function of marketing automation: It also reduces the cost of sales by propelling leads farther through the funnel so they're more apt to buy.(Read Full Article)
People think of social work tools as great ways to share--but in fact, employees often clam up. Learn how to improve collaboration with these tips from the president of Second City Communications(Read Full Article)
As we begin to employ video more and more into our websites, communication and sales presentations, we simply can no longer afford to be boring, long-winded or badly prepared.
Here are five creative techniques to improve the impact of your videos.(Read Full Article)
Discover brands that are pioneering social business and driving innovation.(Read Full Article)
Sales organizations in business-to-business companies have only scratched the surface of using social media. While salespeople have long been known for their social skills, those who can hone their social media skills will thrive in the digital age.(Read Full Article)
For a salesperson, failing to become a trusted partner—and, indeed, betraying the prospect's trust by overpromising and skirting the truth—is both unethical and outdated.
Dishonesty is obviously a bad thing, and when it happens with sales, it leads to unacceptably high levels of churn, followed by unacceptably negative commentary in social media that drives off prospective customers. It results in an opportunity cost far greater that the value of the short-lived sale gain.(Read Full Article)
Salentica Releases Schwab Openview Gatewaytm Solution for Microsoft ...Bobsguide (press release)Salentica Inc., a market leader in providing innovative and integrated Client Relationship Management (CRM) and Client Reporting technology solutions for wealth managers, and Schwab Intelligent Technologies announced the general availability of Schwab ...and more »(Read Full Article)
For forward-thinking sellers, the current signs predict a radically different approach to selling today, not 40 years from now. It is no longer advantageous to ignore the Internet and social media, when so many buyers are using these to find someone to solve a problem or fill a need. Indeed, top sellers are already using the tools at their disposal to win deals vs. their offline counterparts.(Read Full Article)
Mentions: Aberdeen Group
Having a great new customer relationship management system won't be worth much until you figure out how to get everyone to use it. CRM experts provide tips on how to get members of your sales, marketing and customer service teams to actually use that expensive new CRM system.(Read Full Article)
On the heels of publishing Gartner’s marketing spend survey comes another on social marketing. Gartner’s 2013 Social Marketing Survey Finding: Content Creation Fuels Social Marketing, is now available.
Gartner expects growth in social marketing across all industries, but there are barriers in the way as companies and whole industries still work to determine how to reach their customers and support corporate goals.(Read Full Article)
“The purpose of the pitch isn't necessarily to move others to adopt your idea, it’s to offer something so compelling it begins a conversation,” according to New York Times bestselling author Daniel H. Pink.
Pink says that today there more opportunities than ever to get your message out. Yet the traditional elevator metaphor of pitching (the 30 second pitch) is in need of a tune-up, especially in the digital marketplace of ideas.(Read Full Article)
Some may argue that cold calling is dead or at least the old form of cold calling. But there are still countless people who are having success by dialing, dialing, and dialing some more. Companies are using technology to connect faster and more intelligently. Social selling might be growing, but you still have to pick up the phone or meet in person to make a sale in many, if not most, industries.
The sales cycle and process is changing, but it is, or can be, helped by social media. You can connect easier, but you can also rest on your ...(Read Full Article)
The socially enabled enterprise—in which social extends beyond marketing and is integrated into multiple internal and external touch points in the corporate infrastructure—is beginning to materialize. Businesses today have an unprecedented opportunity to gather and leverage holistic big data, including that gleaned from the vast, fast-moving social web. But are businesses adequately positioning to seize on that kind of customer experience advantage?(Read Full Article)
Social media is often thought of as an external, customer-facing sales tool. But inside the organization, social technologies are powerful tools that you can use to engage your employees for real-time feedback, enabling them to collaborate on tasks and connect to the resources they need for success. Imagine your ability to harness and develop new business ideas when your employees are all connected, working together, real-time.(Read Full Article)
Increasingly, the use of social media offers a force multiplier effect that allows sellers to amplify marketing messages far more easily than traditional methods. Even better, social media allows them to find, connect, and communicate with prospects on a one-to-one or one-to-many basis.(Read Full Article)
New Survey Says 50% of B2B Sales Organizations Plan to Increase Spending on Sales 2.0 Technology Solutions
Initial data from the 2013 Sales 2 .0 Impact Survey indicates that B2B sales leaders consider sales technology a crucial asset. A full analysis of survey data will be discussed live at the Sales 2 .0 Conference in San Francisco on April 8-9.(Read Full Article)