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How to Craft Outbound Calls for Account-Based Marketing
Account-based marketing is becoming a go-to strategy for B2B marketers who want to take control of their outreach (rather than waiting to see who finds them) and shorten their sales cycles. What may be receiving less acclaim, however, is the starring role outbound calls play in executing account-based marketing strategies. If you’ve done your research correctly and know who to contact, when you make an outbound call, there are two possible results. One, you connect with a decision maker. Two, you end up in voicemail. You need a plan to make the most out of either situation. Here’s how to craft your message for live calls and voicemails.
How to Use Business Developers to Execute Account Based Marketing Tactics Successfully
“If you want to go upmarket, which you absolutely must to grow, you have to go outbound. Winning large customers is much more about causing sale, not just catching one.”— Ken Krogue, President and Founder, InsideSales.com Account-based marketing is quickly gaining popularity. It’s a strategy that aligns sales, business development and marketing around the potential deals that can have the most impact on a company’s future revenues. To execute account-based marketing tactics, you will likely need to transform the approach of your business developers. The Role of the Business Developer in Account-Based Marketing How do the account-based business developer’s activities differ from those of typical telesales representatives? The job of the account-based business developer is to open doors at the big accounts that matter most. So, rather than simply qualifying inbound leads, they use outbound tactics — phone, email and social selling — to stir up sales opportunities with high-value…

What You Can Learn from Win/Loss Analysis

Written by Tuesday, 28 March 2017 00:00
What You Can Learn from Win/Loss Analysis
Do you simply tally up your wins and losses, then look to see whether the trends are going in the right direction? If so, you’re like many other companies. Some will go a little further and ask the sales reps why the sale was lost. Most likely they’ll tell you it was the price or some other failing of your offering. Those companies, however, that take a systematic approach to win/loss analyses gain a wealth of information. Ultimately, it enables them to improve their relationship with prospects and customers as well as the products, services or solutions that they sell. Win/loss analysis is the systematic process of interviewing new clients and prospects who fell by the wayside to find out why they chose one path or the other. And that’s precisely the information you need to make steps toward ensuring the right prospects choose the path to becoming one of…

Why B2B Phone Calls Are Popular in 2017

Written by Wednesday, 22 March 2017 00:00
Why B2B Phone Calls Are Popular in 2017
B2B companies are increasingly selling from remote locations over the phone. Perhaps a decade ago, most people would not have predicted this turn of events. After all, that’s when marketing leaders eagerly sought out the new promise of inbound marketing to produce leads and revenues. For many years, we’ve seen arguments favoring inbound over outbound marketing. Marketers are now starting to realize, however, that they may have swung the balance too far in one direction. There’s no reason to choose between inbound and outbound tactics. Today’s effective marketing is “all-bound.” That’s because there’s synergy between inbound marketing and outreach in the form of emails, social selling and phone calls.
Scaling Inside Sales for New Product Introductions or Market Expansion
Challenges that are part and parcel of new market expansion and product introductions include executing in-depth market research, filling distribution gaps, honing marketing tactics and building internal resources to support the initiative. Given that leaders are juggling multiple priorities, it’s not surprising that they sometimes fall flat when attempting to scale inside sales to meet expansion goals. After all, there’s a lot involved — creating a sales process, hiring and training sales people, and ensuring they have the tools they need to do their jobs efficiently and successfully. Let’s take a quick look at each of these challenges and how to tackle them.
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