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Have You Defined Your B2B Sales Roles to Achieve the Best Results?

Written by Jeff Kalter Wednesday, 09 May 2018 00:00
Have You Defined Your B2B Sales Roles to Achieve the Best Results?
In the early 1900s Henry Ford pioneered mass production of automobiles. He divided the roles of workers so that they each specialized in one aspect of production, thus increasing productivity and lowering costs. Similarly, companies now seek to bring efficiencies to their lead management and sales processes. The purpose is to close more deals faster and more cost-effectively. Just as Ford used specialization on the manufacturing floor, sales and marketing leaders are learning the value divvying up sales roles to achieve higher revenues. There are two reasons why narrowly defining your sales roles can increase your success. First, each sales associate is empowered to become an expert in their more focused position. Second, different sales functions require unique skills and personality characteristics. If you split up the responsibilities, you can hire people who are most likely to succeed in each specialty.

How to Get Qualified Social Media Leads

Written by Sabrina Ferraioli Thursday, 26 April 2018 00:00
How to Get Qualified Social Media Leads
How many connections do your company’s employees have on LinkedIn? How many followers does your LinkedIn company page or Twitter feed have? It’s easy to get excited as these numbers build, but does it really matter? Yes and no. It matters because more connections and followers can result in an increased number of leads and ultimately boost revenues. However, the sad reality is there’s no guarantee that social media buzz will transform magically into qualified leads. So how do you transform online followings and social activity into bottom-line results? You need to integrate your social media marketing initiatives into your lead generation process.

How to Use Buyer Intent Data to Reach In-the-Market Technology Buyers

Written by Jeff Kalter Wednesday, 11 April 2018 00:00
How to Use Buyer Intent Data to Reach In-the-Market Technology Buyers
Unless they filled in a form on one of your organization’s landing pages or called your sales department, it used to be impossible to identify who was in the market for products and services your company offers. But of all the people looking for a solution like yours, how many actually give you a direct signal of interest? Sadly, the leads you receive are likely the tip of the iceberg; a large majority of the market remains hidden from view. That’s because many potential buyers may not find your site or leave before registering for your latest e-book. If you sell technology products or solutions, however, your prospects probably seek information on third-party publisher and review sites. Wouldn’t you like to know who the rest of these people are?

The Cost and Cures for Inside Sales Turnover

Written by Sabrina Ferraioli Wednesday, 21 March 2018 00:00
The Cost and Cures for Inside Sales Turnover
In my last post, The Causes and Ramifications of Your Inside Sales Turnover Problem, I outlined why so many companies are facing constant churn among their phone agents. The issue is driven by the challenging nature of the job, the rush to hire and fill positions quickly and the intense competition for qualified personnel. Given the lengthy time to hire a new rep and bring them up to speed (from nine months to well over a year), it’s a costly problem. But have you ever considered how this issue impacts your bottom line? Have you had the time to slow down and think about new ways to solve it? If not, read on.
The Causes and Ramifications of Your Inside Sales Turnover Problem
You’re constantly battling with the revolving door of inside salespeople. You feel as if you’re always recruiting, hiring, training and then seeing the fruits of your labor walk out the door. It’s frustrating. It may make you feel better to know that with turnover rates for telephone agents at 20 percent, you have plenty of company. But that doesn’t solve it. Understanding what drives the flux in inside sales is the first step in finding the solution which, so far, has eluded you. The three primary drivers of the turnover issue include:
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