Successful sales strategies 4

Obvious - but you improve what you measure

Cost - too much data, tracking it, making sense of it, confusion among the team

S

Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.”

Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.

Obvious - but you improve what you measure

Cost - too much data, tracking it, making sense of it, confusion among the team

S

Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.”

Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.

Obvious - but you improve what you measure

Cost - too much data, tracking it, making sense of it, confusion among the team

S

Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.”

Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.

Obvious - but you improve what you measure

Cost - too much data, tracking it, making sense of it, confusion among the team

S

Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.”

Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.

Choose tiers. You have target accounts vs general accounts, it will depend on your sales approach and what you need to get the pipeline going. Think about how much you need to get into the pipeline, how long your sales cycle is, and how you should best manage your time. If you’re smaller, it might be more important to get more volume and spend less time personalizing; that is why I said “optional” for personalization.
Best source for data: Depends what you are looking for. This is why we emphasize Process over Tools. Are you someone who will get your most valuable data from Linkedin? Quora? Twitter? The company’s website? We include a list of data enrichment in one of our previous webinars, and there are other tools that help.
Datanyze, Clearbit, Mattermark to name a few, are great for looking at tech, similar companies, and other details about companies.
Mention.com for trigger events.
Connect6 -can help you find key people. Hover over a social profile you can see not only contact information, but also a graph showing all of your shared contacts. It collects all of a prospect’s social profiles in one place, making it efficient and effective while doing the necessary research before reaching out
Nimble - You’ll see any news articles, recent blog posts or newsfeed updates, all in one place about that one person. leverage social selling by warming your prospect up before sending them a cold email. Nimble lets you follow or like or comment on your prospect’s social media activities without ever having to leave the platform.
Data Miner. scraper that extracts data out of HTML web pages and imports it into Microsoft Excel spreadsheets. Start off by using some advanced search tactics on LinkedIn to build a targeted list of prospects that meet your buyer personas. Then use Data Miner to scrape the entire page of search results. You can also click into each prospect to visit their profile and extract even more relevant data.
Hemingway Editor is a killer app for helping you with readability and flow when you’re writing your emails. Think of it as like a spellchecker but for writing style. It will check to see if your writing is too dense, if there’s a simpler alternative, if you’re using unnecessary adverbs, your writing grade level and more.
Crystal Knows, which was introduced to me by John Barrows, and helps you communicate with your prospect in the most appropriate tone. At the intersection of social, technology and communication, Crystal Knows analyzes a prospect’s social profiles and reports on their personality profile, giving you insight into the best communication style.
How many variables: The most important thing is that you personalize your email, and of course that it doesn’t look like a copy-paste email. There is no “winning” number of variables, what matters is whether it’s a good email that speaks to something your prospect cares about. It could have 5 variables, it could have none.
you could have very personal 1st touches, and have less personalized follow ups. a standard thing for targeted outbound is to do deep personalization on the first touch, and have follow ups be value added follow ups (relevant content/blog posts).

Successful sales strategies 4

Brandon Redlinger

Successful sales strategies 4