Archive | April 2013

Twitter Strategies

Hello Tweeps!

Are you using twitter in your business? Do you believe twitter sales roles have great influence? Many people think that they are just wasting their time on twitter but if they only know how to use it right, they will find out that it is very useful to them. If you aren’t getting any sale on twitter, it means that you are not doing it the right way. Lori Richardson (@scoremoresales) shares her formula on getting consistent sale from twitter with her blog she posted on Score More Sales. If you are struggling on this aspect then you have to read this post.

4 Twitter Prospecting Strategies

By Lori Richardson

grow b2b business with twitterAs a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account.  Brands mastered this first, and now even some reluctant CEOs and marketers in small mid-market companies are getting on the bandwagon.

Some will say that it is not important to have a following – but I disagree. While our following is small compared to many out there, it consists of business professionals and people who tend to care about what we’re sharing and thinking.

The important piece is that we regularly (let me repeat – regularly) get connected to interesting people who want to discuss business. This means that regularly we get new sales opportunities through a combination of Twitter and LinkedIn. This goes hand-in-hand with creating blog content 4 times a week. Our results have exceeded even my optimistic expectations.

Here are the top 4 ways you, a busy professional in a B2B services or Saas or other technology, distribution, or financial services company can get started on Twitter for business growth:

1.    Listen and Learn

By far the most important thing you can do now – today – is to set up a Twitter account if you have not already (where ‘ya been?), and learn how to listen. Try searching for topics and terms in your industry.

Example: If I am an IBM business partner, I’d have saved searches for everything IBM, so that I could re-tweet and share the content I find valuable and pertinent to my business. Within Twitter you can create lists and you can use hashtags to search (when you see a word preceded by the pound or hash sign, #).

For step-by-step instructions from Twitter on creating lists, go here. You can also use a service like Hootsuite to help you stay organized with who you are following.

Spend time searching and listening for what is happening in your market, with your competitors, with your customers, and with your strategic partners. Doing this alone can give you enough good reasons to contact prospects and existing customers to add value.

2.    Become an Influencer in Your Industry Niche

Once you start listening it is very likely you will have things to share. As you connect with others online you will begin to grow a readership and a following. If you set your mind on becoming a voice for your industry niche or regional niche or product niche, with some focus you can grow your visibility and eventually become synonymous with your area of expertise.

Example: Here in Boston, Joselin Mane (@JoselinMane) is the voice of what’s happening because he created a service called Boston Tweetup  to publish events and regularly tweets about them. He promotes others and at the same time it builds up his personal brand.  By adding value to others, he’s a visible Influencer in Boston and also around the world.

3.    Engage

Once you are comfortable researching and listening, begin re-tweeting others. The abbreviation RT on Twitter shows that someone is sharing someone else’s content. As you do this, add your own spin on things. I use Triberr (http://triberr.com) to engage with content my industry counterparts have created and help to promote stuff that I think adds value to the community at large.

4.    Share and Add Value

The biggest piece about doing anything social is to add value at every step. By sharing content and ideas from others in your industry, you are helping people find what might also help them to grow their business. If my purpose is to help businesses grow, then I would focus on tips, tools, and ideas that do exactly that. Notice that I am not talking about myself, my products, and my services – I am talking about the industry, about industry leaders, and actual ideas to grow someone’s revenues. Find ways to do that in your space. If your business does offer something of value, mention it occasionally, but not as often as you talk about others.

Use the FOOF Factor as your rule of thumb: Focus oOthers First. Share their great content, and promote them. What’s great about social tools is that they show who you are, so you don’t have to tell people. They KNOW who you are. Just keep adding value.

If you are already proficient on Twitter, what tips and ideas can you share here?

What did you learn the hard way, and how successful have your efforts been?

Follow me on Twitter, mention this post, and I’ll follow you back. I’m @scoremoresales

I believe we have learned something important today. Never waste your time on things that aren’t working instead, think how you can work things out to your advantage. Does number of followers matters to you? Are they all quality followers? You can also share your twitter ID here so people who are interested can follow!

Happy Tweeting!

Jack

Sales Reward Programs

Hey everyone!

This day, I have a video to share. This was uploaded by Joel Cohen in YouTube which entitles Mom & Pop Marketing vs. Reward Programs. Obviously this is about the comparison of the two but what intrigues me is the Mom & Pop Marketing so I watched the video. The speaker made a very good point about sales reward programs. Many entrepreneurs didn’t use it wisely and they are just issuing reward cards to compete with their competitors without thinking if it really gives them loyal consumers. He uses a restaurant business as an example and he also explains what Mom & Pop Marketing is. So if you are as intrigued as I am, watch the video.

Mom & Pop Marketing vs. Reward Programs

By Joel Cohen

If you want to have notes about the video, don’t worry because I did it for you.

Joel questions are,  as an entrepreneur are you involve in gaining customers loyalty or just relying on loyalty reward program?

The answer to these questions helps you to examine yourself as an entrepreneur. According to him, in reality “today’s consumers probably have 5 to 6 different loyalty cards in their wallet.” They are only using it for discount purposes and not out of loyalty. The question now is how to gain loyal customers? His solution is to check your shopping habits.

Where Do You Shop & Why?
– Lowe’s vs. Home Depot?
– OfficeMax vs Staples?
– Chicago Uno vs Chili’s?
– Kroger’s or Harris Teeter?

Joel Cohen states why he chose the certain store and why it gains his loyalty. Answering these questions is another way of knowing what your customers need; it is like putting yourself on the shoe of your consumer.

He suggest that what is needed is the “Mom and Pop” Factor
> means to know your customers or to recognize them as a frequent diner and this habit often surprise them.

Remember:
1. Focus on the question, “What are you going to do today that gets a customer/guest to be loyal?

2. Be visible

3. Be the face of the restaurant

4. At least remember your guests’ faces

5. Recognize and surprise a guest with a reward of kindness for their loyalty.

So now, if you are planning to have sales reward program, be sure that the client is worthy to be rewarded. Do you agree with the speaker? State your point!

Thanks,

Jack

Building Customer Trust

Hi Friends,

Thanks for always dropping by and taking time to read our reviews. The blog that I am going to share is from timetrade (@timetrade). This blog talks about trust. Trust is very important in any relationship. This also applies to client and salesperson relationship. When your client doesn’t trust you, closing a sale is impossible so it is crucial to build trust. This blog is written by Mpuglia which was entitled “How the lack of customer trust killed the sales funnel”. Sales manager, sales representative and any sales people can relate to this. Reading the title can already give you an idea what the content is all about. Come and let’s read it!

How the lack of customer trust killed the sales funnel

By 

funnel 271x300 photo (social media sales 2 marketing 2 customer service customer retention )Forrester Analyst Corinne Munchback recently posted a provocative obituary on her blog with a post titled “Bye Bye Marketing Funnel – It was fun while it lasted.”

In her piece, Munchbach declares “the marketing funnel no longer applies to modern marketing,” and then elaborates that the “customer life cycle” (which she defines as the “customers’ relationship with a brand as they continue to discover new needs, explore their options, make purchases, and engage with the product or service experience,”) is now the right approach to connect with prospect and customers.

As a developer of online appointment scheduling software that streamlines how and when professionals and customers meet, TimeTrade agrees fully with Forrester’s counsel to put “customers at the center of marketing!”

Corinne’s recommendations are a good read, and if you’re a Forrester client, you can dig deeper by reading their new research report “Embed The Customer Life Cycle Across Marketing,” which encourages marketers to focus on the complete brand experience: “particularly customer satisfaction and engagement.”

Taking a page from TimeTrade’s own marketing playbook one observation in Corinne’s blog post really resonates with us:

“A purchase does not always (or even often) equate to loyalty. 
Loyalty is something that has to be earned and nurtured on an ongoing basis. The life cycle emphasizes that goodwill must be built up and continually delivered on to build successful — and profitable — long-term relationships.”

Amen.

Forrester’s take on the death of the funnel echoes a collection of Sales 2.0 articles that TimeTrade president Gary Ambrosino wrote on his personal blog on “Selling at the Speed of Trust.”

Gary reminds us “the traditional sales cycle doesn’t work as well as it used to,” describing that’s “because the power of social media combined with the level of participation of the average buyer has thrown a monkey wrench into traditional thinking.”

In his oft ReTweeted article “Checklist for Launching a Time-to-Trust Sales Campaign” Gary shares “three things to do to modify your sales approach to match the new reality.” There’s lots to learn in the article, and from Gary’s Webinar presentation on “Selling at the Speed of Trust.”

Ding, dong – The marketing funnel is dead!!

As our friend Harry Klein has written, the new era of customer engagement will bring a synchronicity of promises, processes and experiences in which conversations and relationships will drive mutual fulfillment and sales success.

Something to look forward to!

I love the line from this blog put “customers at the center of marketing!” This is very true and self-explanatory. It just so happen that as the year goes by we forgot who the most important person in our business. We think that we are and we forgot that it is our customer because when they are happy with our service or product, they will continue patronizing us. Leave us a comment!

Cheers!

Jack

Innovation for Business Success

Hi Salespeople!

I’ve read something about innovation that I wanted to share to all of you. I think this is a good read and will benefit everyone in the business world. Innovation is a great way to get ahead of the sales competition. Though we know innovation is vital, it is not easy to do. This blog will help you how to come up with a brilliant idea to innovate your business. This blog from spigit (@Spigit ) is written by Shail Khiyara and it talks about anything that has to do with innovation. How does it affect your company? How to come up with an idea? How to promote it? And so on. This is just a preview and the whole blog is here.

Is Innovation Thriving In The Fortune 50 Companies?

By Shail Khiyara

Innovation is the lifeblood of a business. Many organizations are beginning to realize that investing in their people through crowdsourcing helps drive innovation, revenue and competitive advantage. In fact, the Corporate Executive Board found that companies with transformative innovation had 30 percent in sales from new products vs. 14 percent of others that did not have transformative innovation.

Collaboration is key to innovation. General Electric’s Global Innovation Barometer found that 87 percent of senior business executives believe their firm would innovate better by partnering than on their own. Advances in social software have helped businesses better promote innovation within and foster collaboration. According to recent research from McKinsey Global Institute, 72 percent of companies use social technology in some way, but very few are using it to its full potential. Sales pipelines and Financial reports are not a coincidence. They are built systematically with a consistent process. Such is the nature of Innovation and Idea pipelines.

While companies continue to value innovation and in some instances make it their core brand proposition, they still struggle to derive innovation leverage from their employee, customer and supplier networks. Spigit recently examined the Fortune 50 companies to see just how big of a role innovation plays among the leading organizations in the U.S. We took a close look at company demographics, such as location and size, in order to hone in on any interesting patterns, as well as how ‘innovation’ was used in the company branding efforts.

Our research is the first in ‘Deconstructing Innovation’ down to its roots.
Deconstructing Innovation – To analyze and identify the essential elements for repeatable crowd empowered innovation and engagement. 

Below we’ve provided an overview of our key findings:

  • Are companies that claim a focus on innovation designating a leader to drive the cause?
    • More than half of the Fortune 50 mention innovation in their messaging, yet only 6 percent have appointed a Chief Innovation Officer or similar C-suite position.
  • Does size matter? Are smaller companies with fewer employees more apt to focus on innovation branding than larger companies that have more employees?
    • Over 65 percent of larger companies (more than 100,000 employees) mention innovation in their branding efforts, as opposed to only 29 percent of smaller companies (less than 100,000 employees).
  • Do companies based in the Silicon Valley, a place some would consider to be the hub for innovation, focus more on innovation than those in other parts of the U.S.? Or, is the Big Apple more ripe for innovation?
    • 73 percent of companies based in the NYC area mention innovation in their branding efforts and websites compared to only 50 percent of those based in the San Francisco Bay Area.

Does your company place a focus on innovation all day, every day? Is it engrained in your company’s DNA? Share with us your thoughts and how you plan to increase innovation in 2013.

I hope that you have learned something valuable today with regards to innovation. There is a perfect time on when to do it and how to do it but if you have done it right, it will be a great help to your business? Tell us what you have learned today!

All the best,

Jack

Learn B2B Challenge

Dear friends,

Let us learn today how to cope up with B2B Challenge. I have you here the Connect and Sell Company (@ConnectAndSell) blog which states the inflated number of competencies in the world market nowadays. This is also known as Business to Business Challenge or the so called B2B challenge. You need be effective for you to collaborate with them. This blog answers how you can be effective business partner when the competition is pretty hard. You might have same offer, equipment, tools and methodology. It will be only different on approach or attack. The communication skills has vital role in closing the deal. You must be careful also in choosing leads. See to it that they are reliable enough to be your partner to ensure productivity or b2b sales. Here’s the blog.

B2B Challenge

Two big hurdles stand between you and success in B2B sales and marketing. First, without real conversations there are no real deals. Second, decision makers are very hard to get on the phone.

The first hurdle isn’t going anywhere. No conversations, no deals. But what if the second hurdle turned out to be a little speed bump? What if the next conversation between your qualified sales rep and a bona fide decision maker was only two minutes away? Would you approach the B2B Challenge differently? What is the business impact of conversations on demand?

 

  • For the CEO
  • For Marketing Leaders
  • For Sales Leaders
  • For Finance Leaders
Organic growth powered by innovation is the order of the day. The old ways aren’t getting it done, but you’re sure not going to bet the company on fads. How to cut through the excuses and get to facts, and results, now?One weapon to consider is conversations – lots of them, precisely targeted, on demand. Whether integrating an acquisition, challenging an incumbent, or changing your business model, conversations on demand are the most reliable way to get actionable facts. What if you, personally, could talk candidly whenever you want with customers, partners and employees? What if your marketing team could instantly get real feedback on products, markets and messages? What if your sales force could pivot on a dime and beat the competition to every opportunity?

Call our Conversation experts at (888) 240-7377 to learn how we use ConnectAndSell every day. We guarantee you’ll find the conversation profitable.

It is very easy to know nowadays when your business is ranking through the internet environment. The more your product is easy to navigate by many end- users, the more your product gets exposed. The rivals of b2b are very high and you need to get more aggressive to connect with target client through communication. There is no room for people with less confidence to strive in the market. Do you learn something today? Hit us a comment.

 

Cheers,

 

Jack

Monitor Your Sales through Salespod

Hi Peeps!

Technology makes our life easier these days. Who agrees with me? Therefore, in sales world, we are looking for tools that can make our sales grow faster or can help us to monitor our business sales’ behavior. If that is the case, you might be interested to know what Salespod (@SalesPod) can offer. According to their blog it can give you knowledge on how to access your business even when you are busy. You can have tool as Swiss knife which allows you to multiple tasking. You can get quick access whenever or wherever you are because it is also available through your mobile phone. To know more how much it can help you, we bring here the whole blog.

Retail Merchandising with Salespod

Salespod is the ultimate retail merchandising Swiss army knife. Providing you fresh and accurate insight into all your market parameters, as well as giving you full control of your retail merchandising team from the palm of your hand. Salespod is a technology solution which will provide you with all information needed to make the right business decisions on one platform for management and collaboration.

Salespod tools and features give you insights into

  • market movements  – see overall reports from your team in the field to give you actionable insights
  • customer habits – Gain insights from your customer data
  • sales results – Check ‘Daily Reports’ in Salespod to get an overall snapshot from your team
  • stock levels – inventory and stock levels can be adjusted while on the move from each location by representatives and warehouse managers
  • prices in store – ‘price scanning’ and tracking features in Salespod allow you to keep on the pulse

For back office retail merchandisers and managers Salespod offers real-time coverage for your mobile workforce with order tracking, photos, Billboard, and more. With daily reports and billboard, you will have perfect insight into all activities performed in the field, allowing you to be more efficient in your management. Salespod tracking gives managers up-to-date information on customers while your team is on location (geotagged), as well as information on clients to update your CRM. Text messages and billboard in Salespod, allow you to keep in constant contact with your team and collaborate during visits.

Unique tools in Salespod allow merchandiser to fill out custom forms, price scan, categorize, and product position all from the Salespod platform. Field team members can also add photos for documentation, collect orders in the spot, and record hours and vehicle mileage. We believe in efficient collaboration between managers, field members, and back office workers for a better and faster retail merchandising experience.

Salespod also believes that our tools can improve merchandising performance through real time information, which allows more accurate control of merchandising operations. We have seen up to 30% increases in productivity from teams currently using Salespod. Managers have recorded much more accurate insights from the field that can be acted on with 95% less phone calls between the office and the sales team. We think Salespod is the best retail merchandising tool on the marketplace and we would love for you to try it out!

For more information: Telephone: 1-617-299-6246

Email: info@salespod.net

Time management is very important in the world of business. You can balance your time by being organize. You must be also a good multi-tasker. This is possible because you can have control through your mobile. You can monitor all things even you are out of town for a business meeting. You can stay in touch with customer and your team. Do you want it? Well, all details are already provided above! Leave us a comment if you are happy to have it!

To your success,

Jack

Inside Sales Rep Motivation

Dear Sales Rep,

This blog from Radius (@radius) is for you. Just find it right now and I think that it is better to share. It tackles about the inside sales techniques on how to become successful in hitting the company’s goal. The number one key is to motivate the team, let them know the vision so they can have mind set of what they need to achieve. The work collaboration is a must to build strong team and to get the job done faster. As a leader, you must also show your participation and concern. You need to inspire your team about your hard work and how to reach your dream. You and your team should learn something new which is beneficial to all. Here you go!

3 Performance Drivers To Motivate The Modern Inside Sales Rep

Motivate Sales Teams Image

February 19, 2013 1:37 PM by 

 

I’m regularly asked by CEOs and other sales leaders “how do you motivate your sales team?” My answer usually stuns them. My mantra is “If I need to motivate you, then you shouldn’t be on my sales team to begin with.”

 

What? Yep. But a mentor of mine, Bob Perkins, founder of the AmericanAssociation of Inside Sales Professionals, said to me, “That’s great Kevin but that doesn’t relieve you from being the day-to-day cheerleader.” Touché! So what are the three keys to motivating your inside sales team?

Hire for Motivation

Start with somebody who is ALREADY motivated! But that’s easier said than done. If you think motivated salespeople are people who go above and beyond on a regular basis, or are people that come in early and stay late, then ask your candidates for examples of times when they demonstrated those traits. Use the “tell me about a time when….” technique to determine if the candidate is a fit. Here are a few examples:

  • Tell me about a time when you when above and beyond at your job (or college if you’re hiring inexperienced salespeople). Then……tell me about another time.
  • Tell me about a time when you came in earlier or stayed later to excel at your job. How often do you do this?

Mentorship towards Mastery

Do you teach your salespeople? When they move on to other roles or other companies, will they look back at their time working for you and think of you as somebody who helped them accelerate their career? It’s more than just inside sales, it’s about their overall career goals and aspirations. Are you challenging them to become the top 5% in their class? As a leader you will motivate your inside salespeople to want to work hard for you when you’re challenging them to be the BEST. At least two times a week, in the safety and comfort of my “jammies” in the morning, I read my favorite inside sales blogs or posts on twitter and then share it with my team….and then challenge them to PUT these new or different ideas into place. Here are three of my favorite blogs you should be reading and sharing with your team:

Paint a Picture

If your inside sales reps are going to work hard for you and listen to your guidance, then what happens next? Where do they go from here? You need to paint a picture of where they’re going in their career. Will they get a title change? Will that result in more money for them? More prestige? Can you tell them about inside sales reps that are no longer working for you that are now making two to three times more money and have WAY bigger titles than they have now as a result of working for you? Tie what they’re doing now to something in the future. Paint that picture for them! And this isn’t always about money. This could be:

  • Career advancement
  • Saving money for a honeymoon.
  • Buying a house.

It’s up to YOU as a manager to tie together what they are doing now with where they want to go.

While I think that sales contests and gamification have their place, notice that NOTHING I wrote above had anything to do with sales contests and gamification. Furthermore, for a great read, check out Daniel Pink’s book Drive. There’s more to motivating inside salespeople than a 500 word blog post but I guarantee if you do the three things I’ve noted above, you’ll be way ahead of your competition.

Embracing the inside sales techniques are worth the payment. It offers millions of possibilities to get a reliable client. You will never get left behind in having it. It will lessen your worries to find more clients that can do business with you. They give exposure to your company as you can get involve with millions of social media subscriber. So, what are you thinking now? Open up!

Best,

Jack