Knowing how to properly sustain and manage your sales pipeline can make or break your sales career. As salespeople, we psychologically want to add low percentage deals to our pipeline to make us feel like we are doing our jobs. This is a big mistake and one of the big factors in salespeople failing.
You have heard the term “lead generation” so much in the sales and marketing world, but nobody seems to really know the definition. According to Marketo, lead generation describes the process of stimulating and capturing interest in a product or service for the purpose of developing a sales pipeline. Now that we have that out of the way, lead generation should be a focus point for marketers, sales reps, and entrepreneurs looking to be strategic in increasing revenue. Here are some online and offline ways to help you start the process of generating leads to add to your pipeline.
Sales reps love seeing stats such as only 1% of cold calls are converted into opportunities. Stats like these make salespeople better and convince them to stick to other more comfortable avenues. The truth is these stats are flawed because cold calling is a very difficult thing to do. At the same time, just like anything it takes practice to become great at something. Cold calling is still only of the best and fastest ways to have conversations with prospects.
You have the excitement of starting your own local business and the nervousness of putting all your resources into something you have been thinking about doing for years. Now it’s finally time to start getting customers in the door yet you are confused on how to properly market your small business. How do you generate traffic to your website? Using local SEO marketing to start getting customers is probably one of the first things you should start thinking about as you start your new journey.
Hubspot coined the phrase Inbound Marketing 12 years ago and inbound digital marketing has never been the same. Instead of the common outbound marketing practices at the time, Inbound marketing used methods to pull in potential customers on their own to make purchasing decisions.
Have you ever had the common objection from a prospecting saying “Just send me some information”. Normally in the sales world, we counter that with something to bypass that objection and get to a meeting. If they ask you to send over some information, is that really a bad thing? Is getting permission and getting there email address such a bad thing? This is where a digital content marketing strategy and can help.
Digital Marketing is the new life blood for new small businesses starting out in 2017. Getting your website and content in front of the right customers can set the tone for more sales and awareness. Below we go over the best digital marketing strategies for small businesses starting out that will work towards gaining new … Continue reading Best Marketing Strategies For Small Businesses
Email marketing is still one of the best ways to turn prospects into clients in the B2B space. People talk about social media marketing taking over email , but email marketing is the number one best way to convert prospects into customers. Below I go over a few quick tips on building your lists and converting prospects into customers.
When putting together proper outbound prospecting plans it can be a little daunting trying to drum up leads at the same rate of inbound leads coming in. When inbound leads come in, they are further down the funnel, already in a buying stage, and have legit interest in exploring the products. When executing your outbound campaign, it can take a while to engage with these prospects and get multiple prospsects already into the funnel as “warm to hot” leads that are ready to have meetings or start the process of moving forward. With some proper planning and execution, there are some simple ways you can beat inbound and create leads on your own at a fast pace as seen below.
Besides having inbound leads come in through your company website, how can you develop that stream of inbound leads or higher percentage engagement to your pipeline? Below, we go over some of the best ways to engage prospects and developing those prospects into your pipeline.