B2B Sales Tips

Hello Salespeople!

Are you ready for a new video? Who loves video here? I, myself love watching videos, whether for entertainment purposes or for widening my knowledge. Videos are very easy tool to learn something because you can hear it and you can read it. Today, I will share with you a video about B2B Sales Tips which was uploaded by 2622robert17 3 years ago. This blog get me interested because of the title which is “B2B Sales Tips from a Bee” plus it uses bees as illustration. I think that learning B2B Sales through this video would be fun! Let us all together enjoy the video below!

B2B Sales Tips from a Bee

By Bob Riess

The voice is from Bob Riess. There are only 3 things he pointed out in the video and he explains how he came up with those ideas or conclusion. He said that the first thing to understand about B2B selling is that your potential customers only want to know few things about you and your company and these are the following:

1. How will your product/services help my company make or save money or at least make my life easier?

2. Who are your current customers?

3. What do these customers think about you and your company?

He tells his story when he was new to business and what he does doesn’t work until Jerry came into the scene and gave him some advice. Jerry suggests….

– sell short story that will convince customers that we are a successful company

– we deliver what we promise and

– we have a great product that will make a difference for them.

These suggestions help him concisely explains his company’s value and help the customer make the right decision to purchase from them.

Now, he is throwing short stories on how he helps his current customer and he does increase event registration by 85% and revenues over 30%

What I love about the video is how he explains things so simply yet very informative. What is your opinion about the video?

Always,

Jack

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Knowing your Targets

Hey there!

Are you excited for the new info that I am going to share today? My excitement is doubled because every time I find something interesting, I can’t help myself but to hurry and post it.

I can relate to this post from ZoomInfo (@ZoomInfo), the title is “Marketers don’t understand their targets“. Can you relate too? An example is a B2B Sales through social media. Marketers are hurrying to try something new in marketing world, simply because they don’t want to be left behind. If everyone is using Facebook to have sales, they are also there, trying to target every Facebook users and forgetting their target market. Read for yourself.

Marketers don’t understand their targets

By ZoomInsights staff

New technology often leads to a gap between goals and execution across industries, and according to a Demandbase study – done in conjunction with Ziff Davis – that is true for B2B marketers. The report, “Account-Based Marketing in 2013,” said, “Many survey respondents indicated that how their companies measure results, produce content or even use resources does not correspond to their long-term priorities.”

In many ways, this is an age-old tale. Everyone wants to use the newest tools, but not everyone takes the time to plot out a strategy. Not surprisingly, the report said, “To stay competitive, such organizations must bridge this gap by testing new approaches, thinking strategically and measuring their results.”

Social media and content marketing on the rise

While the report found that SEO still claims the top spot when it comes to the strategies that companies use for online marketing, it is social media and “inbound marketing/content creation/blogs” that come in second and third. These inexpensive marketing tools that take your company’s message straight to the people have become powerful extensions of the B2B marketing machine. As these tools gain prominence, however, there will be questions to be answered.

On the other hand, pay-per-click campaigns seem to be on the decline, and display advertising also rank low.

Who are b2b marketers targeting?
Demandbase asked its respondents “Which of the following marketing targets are most important to your company?” and “Which of the following marketing targets consume the most marketing resources (e.g., budget, staff time, other resources)?” In both cases, marketers indicated that they are focused on targeting companies by industry and/or vertical market. Coming in second, in both cases, was “prospect title.”

The report warns marketers against making too many assumptions about people with desirable titles: “While targeting by title can be effective in marketing a narrow niche product or service or for the creation of buyer personas, it can also limit the efficiency of marketing efforts by failing to better define what the title really means within the context of a particular company — or where that company exists in the context of your buying universe. Are they likely to ever buy from you —or is it a case of right person, wrong company? Context is key.”

A lack of understanding

Although the marketers who were interviewed indicated that “increased focus on individual prospect types/buyer personas” and “increased focus on industries or vertical markets” were their biggest priorities, the research found that many of these same people were struggling to understand those target markets: “With 50 percent of the respondents who say they have only a basic understanding of their target market, and another 10 percent who say they don’t yet understand their target at all, this area indicates room for ample growth.”

How to improve your B2B marketing efforts

The report drew three concrete conclusions about how B2B marketers can improve their efforts in the coming year:

  1. Align targets, resources, lead scoring and content creation. Long-term goals and areas of focus should serve as a guide.
  2. Consider diving deeper into data you have collected about your existing customers as the shortest path to a more thorough understanding of who your new customers will be.
  3. Limited budget and resource concerns lend themselves to a renewed focus on account-based marketing techniques, combining what you know about the companies most likely to buy with your tactical campaign selection, lead scoring, lead nurturing, buyer persona creation and content strategy.

As it turns out, much of what the report concludes is common-sense advice. Know your audience, have a strategy, and measure your success – wisdom for this year and next.

P.S. ZoomInfo has partnered with Vorsight, an award winning sales effectiveness firm, to host “Unlock the Secrets to Handling Objections”. Please join us for a free webinar on Tuesday, January 22nd at 1:00 PM. Space is limited. Reserve your spot today!

Are you guilty of not understanding your target markets? This is very important in the business. This is the basis of every strategy. When you know your markets are, it will be easy for you to do your next step. Who are your targets? Have you figure out already? Comment if you know!

Best,

Jack

Earn by Making Client Feel Good

Hey Pals,

What’s up? Is everyone in the good mood this very moment? I stumble upon a short post from the ChangingMinds Blog and it makes me smile and I believe this will also set you into a good mood. What the author said in the blog is true. The post is simple but the meaning is deep. The mirror symbolizes a simple incentives marketing. You make people feel good and therefore they will keep on coming back to you and here is where the business started. Make profit by making people feel good. Here is the whole blog.

The flattering mirror

I went into a restaurant recently with my wife, who went to the bathroom and came back looking rather pleased. I asked her what was up and she told me there was a ‘nice mirror’ in the bathroom. She had looked at herself in it and somehow she seemed to look better than usual.

My wife always looks good and is not vain, and her observation stood out because she very seldom makes such comments. She is very observant, so clearly something was different. We chatted about what might be the cause and came up with thoughts, such as the possibility of less harsh lighting than usual (bathrooms are often quite stark), a slightly concave mirror (which would make people look a little thinner), and a slight ripple in the glass that softens the reflected image.

Whatever the cause, I wondered if it was deliberate and thought it a brilliantly simple way of creating happy customers. How many people have gone to the bathroom there and left with a warm glow, perhaps not realizing why, and then transferring the good feelings to the restaurant and the food? Of course the result would likely be them returning there and recommending it to others. And all because some smart person thought of a neat way to make customers feel good.

And what about mirror manufacturers? And home bathroom designers? You could sell such mirrors into many places. There’s a simple equation here: Making customers feel good = more business, more profit. Anyone with customers can consider at everything the customer does when connected in any way with the brand and think: How can I make them feel good here?

Does this post make you feel good? Do you know how to make people feel good about your product or services? This is very essential because our customers are our boss and they are the one who will keep us on the business. Love to hear your thoughts about it!

 

Always,

Jack

 

Find the Problem and Offer the Solution

Hi Peeps!

This is an amazing day! It is amazing because I am here again sharing another interesting stuff with you. The blog title is No Problem, No Need which was written by Jim Keenan (@keenan) of A Sales Guy. What makes this blog interesting is how the author presented the term “need”. We have been taught to sell something that the people need. This is true but why some people refuse your product? Is it because they don’t need the product or services? If you are certain they need it why they are not buying it? These questions will be answered through this blog. Come on and read it and include this to your inside sales technique!

No Problem, No Need

By Jim Keenan

As sales people we are taught to find a need and sell to it. Needs based selling is what many of us have been taught from the early days. In almost every conversation I have with sales people on how to sell, the word “need” comes up. It’s without a doubt the most common term I hear sales people use when discussing how they sell and what sales is all about.

In almost all cases it’s explained as the “thing” a sale must be attached to. Need, is what sales people need to ferret out. Good sales people find need. The best sales people dig and search until they can find a need, then they sell to that need by telling the prospect how their product or service can fill their need. As good as it sounds, this approach is wrong and actually handicaps sales people.

Selling to a need assumes the customer has a need and more importantly, knows they have a need. The problem with this assumption is most sales opportunities are found because the prospect didn’t know they had a need.  They didn’t know they needed anything. They thought things were just fine.  Have you ever listened to someone sell to a need that didn’t exist?  It’s painful.  The customer says they don’t need the sales persons product, and the sales person flounders around looking for a need, while the customer says nope, I’m happy with my current product, yup, it does that, nope don’t need that feature, nope don’t need that, nope, don’t need that feature either. After about 5 min. if the sales person is lucky, the call is over, dejected and confused, they call the next poor soul, ready to find their need.

Here’s what’s wrong.

There is no need without a problem.   Trying to find a need without finding the problem is like trying to fish without a pond. NO pond, no fish. No problem no need.

A problem is when something can’t get done, a goal is being blocked, or when there is a hinderance to reaching an objective.   A problem is when something is preventing something from being achieved such as; information, knowledge, a tool, resources, insight, etc. Problems exist when things are missing.  The missing things is where the needs come in.

Rather than selling to need, find the problem. Don’t ask if the client needs something. Don’t look for need but rather for a problem.  Dig in to see how they are operating the business your product effects. Try to determine if they are happy with the results they’re getting. Ask if they are getting everything out of the current environment they want. Ask if they are on track to achieve their yearly goals. Ask if their competition can do things they can’t. Find out if they would like to get more out of the current environment. The key is to look for problems or even better show them they have a problem they didn’t know they had.

If you want to increase sales stop looking for a need.  Start by trying to identify a problem. Once you’ve found the problem, you then can start focusing on what they NEED to solve it.

All sales starts with a problem, everything else comes after. Find or uncover the customer(s) problem and everything else will take care of itself.

This is a great real life story on how focusing on need gets a “NO!” But, finding the problem gets a “YES!”:

What I Learned From a Franklin Covey Store Clerk

Be a problem finder.

As a final thought, the author states that you should find first the problem then offer the solution they need. In this case, they will find your product or services irresistible because they badly need it! So what do you think about the whole post? Have you learned something today? Comments are welcome!

Sincerely,

Jack

Sales Contest

Dear friends,

I am watching YouTube today and guess what I find? It is a sales contest builder. This is such a nice app because it makes sales contest easy to operate for everyone. The management will find it easy to execute the contest and the sales people will also find it very handy to get updated on what is happening in the contest. They know where they stand so they know if they have to work harder to remain on their spot or to catch up. The video talks about motivation, the speaker and the uploader of the video is Nancy Nardin.

Sales ContestBuilder

By Nancy Nardin


Nancy said that the topic is about motivation because sales contest motivates sales people to do their best. This tool can help your company increase revenue and excites sales rep to achieve your sales objectives. It arouses the competitiveness in the heart of every sales rep, they will not only get the quota but they will also exceed it! You can create a contest base from the information they input in the crm like the number of calls, presentation and others. SalesContest Builder app is very easy to manage because everything is automatic. You can reach your goal in a fun and rewarding way! What can you say?

 

Cheers,

 

Jack

Software that Fits your Needs

Hi Folks!

Businesses nowadays need software sales tool. We need this to ensure that all our data is accurate to make an accurate decision as well. However, not all sales software fits our needs. Some tools might be effective to one company but might not fit us. With this I think that I should share every kind of software that I find online and it is up to you to choose which fits your needs. I will share a tool from SuccessFactors Blog (@successfactors) written by Mark Brandau. Study what you need in your business and see if the feature of the tool fits your need.

The Right Fit

By Mark Brandau

I just bought a new coat.
I know, I know – “so what, who cares.”

But here’s the thing— I really like this coat. It’s actually a 3-in-1, meaning I can wear the shell, or the liner each as a separate jacket, and when they are combined – it becomes a warm, full coat. Plus, its water resistant, includes a hidden hood, lots of pockets, and looks equally good over a suit or with more casual stuff. And since I travel a bit, this versatility helps. This is a great coat.

If you’re a learning professional, I’d suggested you should feel the exact same way about your learning management solution/LMS as I feel about my new coat.

Are you excited about using it? Does it provide a tremendous amount of flexibility – for any and all occasions? Does it travel well—ensuring that learning can truly be accomplished anywhere, on any device, with any user, and any content? Does it stand on its own as a best-of-breed solution, and function as a seamless part of the leading talent suite? And does your learning solution deliver measurable results, making you and your team look good, regardless of business climate?

According to Bersin’s new 2013 Learning Management Systems Market Map, “Of all HR technologies, the LMS is the one system that touches every employee in an organization. It is also one of the HR systems with which buyers have been least satisfied.” If you’re feeling like your current LMS or learning solution doesn’t quite “fit” any more—I would encourage you to take a look at SuccessFactors Learning.  For nearly 20 years, we’ve been a perennial leader in every analyst report (including Bersin’s new 2013 Learning Market Map). While we’re proud of this, we’re not content. In fact, our new, February release reaffirms our commitment to lead the market by continuously providing you with learning enhancements and innovations.

With our February release, we’re excited to deliver Learning enhancements that include, but are not limited to:  Enhanced support for learning on iPads, a new training and budgeting planner, and new support for Extended Enterprise eCommerce Subscriptions. With our new training and budgeting planner, you get a better idea of the training needs of your organization and can manage your training budget all in the same place. Employees and managers can submit training requests for review and approval. And, you can restrict an organization’s training budget or the number of employees a manager can send to a training course. It’s a win-win — you ensure company compliance with country-specific training requirements, and employees get the training they need for continued business success. Plus, with this release, you can enjoy a new way to monetize your learning investment with e-commerce subscriptions for the extended enterprise. This allows you to offer bundled training content to your customers at a fixed price for a specified period of time.

These improvements certainly provide greater flexibility and help ensure you look good by giving you more ways to increase learning ROI.

As I’ve recently experienced– clearly, all coats are not created equal. And if you’ve outgrown your learning solution, or think all LMS’s or Learning solutions “fit” the same, take a look at SuccessFactors Learning and our new February release. We think you’ll like how it fits.

Thanks for reading! Does the software mention above fits your needs? If so, are you going to use it? If not, what kind of tool do you need for your business? Your thoughts are valuable to us so make sure that you write it on the comment box before you leave.

 

Thanks,

Jack

 

Use Email Effectively by Using Rapportive

Hello People!

I find another software sales tool to share with you. This is not ordinary sales software. It is just a tool that you can use to build rapport with people you like to do business with. This is called Rapportive. Once you installed it in your email, you will find it easy to identify the person who is sending you message and it will be easy for you to connect with that person using the social media buttons such as Facebook, Twitter, Google plus and LinkedIn. Here’s an article written by Rahul Vohra (@rahulvohra) to help you know the tool better!

Write better emails: be astute, personal, and effective

By Rahul Vohra

When somebody emails you, Rapportive is great!

You can immediately see what people look like, where they are based, and what they do. You can establish rapport by mentioning shared interests. And you can grow your network by connecting on LinkedInTwitterFacebook and more.

But what about when you send email?

When you start a new conversation, Gmail itself doesn’t help at all:

 

 

You’re emailing Conrad, but you are flying blind.

Where is he? What’s he doing? What’s he thinking?

What’s going on in Conrad’s life?

It would be tremendously useful to have Rapportive right here:

 

 

Today, we are super-excited to deliver one of our most requested features: you can now use Rapportive when you are composing an email.

By using Rapportive before you email, you can be more astute, personal, and effective. You can find ways to break the ice, topics to bond over, and reasons to get in touch with people. You can even make small gestures such as liking Facebook posts and following on Twitter.

We’ve been testing this ourselves for a few weeks, and it’s already changed the way we write email. We think you’ll like it too!

We’re gradually rolling the feature out to everybody. But if you can’t wait, feel free to upgrade instantly here: rapportive.com/compose 🙂

Enjoy!

Actually, I downloaded this tool and it is very useful because you can get to know the details of the person you are emailing. It is hard when you are guessing. My question now is, are you going to use this tool in your email? Why and why not?

 

Sincerely,

Jack