We’ve started celebrating here at AG! We posted our X-mas tree earlier, we’ll be drawing for Secret Santa later today, and we have Holiday music on periodically here in the AG North area. We’ll also be having a special Holiday night (Winter Party will be in January) complete with an Ugly Sweater contest:
(I only hope they will be this ugly and hilarious)
We want to know, what are you doing to get in the holiday spirit at the office?! And is there anything you think we should be doing here to get even more festive (if you’ve got a great idea, we’ll post how we do it later on)?
Good morning, Sales Prospecting Perspectives readers, and Happy December! The holidays are upon us, as is the ending of the fourth quarter for sales. This week, we’ve curated articles focused on best ways to hit your sales and marketing goals. We hope they’re helpful in these final weeks. May the odds be ever in your favor!
After taking a few weeks off, it’s time to bring back Industry Insight! This week we’ll take a look at Email Automation. Many of us use email automation on a daily basis and it is almost hard to remember a time without it. However, for many smaller sized businesses, this is not the case. Many CRMs are capable of doing mass emails on command and providing some results as to who was reached and how many times.
This has allowed for numerous new businesses to crop up with software that takes mass emailing to the next level, and now smaller firms be more in competition than being lost in the shuffle. This software also can give more in depth results, allows you to schedule multiple campaigns, have emails ready for when certain parameters are hit, and even manage some of your social media channels. Now the balance of power is more equitable and firms are competing on the same playing field without having to shell out a tremendous amount of money.
See how best to leverage your email campaigns from this great article done by Meghan Keaney Anderson over at Hubspot. She introduces and details 4 “tried and true” marketing automation recipes.
Earlier today we released the first post in a series that speak more about how the evolution of technology has changed the Sales Industry. While we could spend days (weeks even!) on all the different aspects, our own Maureen Wall chose to break it down from three perspectives.
Our first video is her interview with our Director of Customer Success, Laney Pilpel who speaks more to how technology has changed interactions regarding the customer/client relationship aspect. What other technology do you think has changed how we do business with our clients/customers?
Our friend Matt Bertuzzi at the Bridge Group put a very interesting post on the performance and reps on their sales goals. The graphic he posted (see above) is really what fascinates me. Despite the seemingly misleading title, reps on average are doing quite well and really giving their firms something to be happy about.
So take a read of Matt’s post and if that isn’t motivating enough to see how your sales team stacks up…check out our Outbound Sales Index from us here at AG Salesworks and the Bridge Group folks!
A few weeks ago I was putting together an email campaign to send out as a follow up to my client’s sales initiative, but I was having some difficulty setting up an integration tool on my computer. However, I knew that a sales rep on my client’s team was fairly tech savvy and had done some troubleshooting before, so I reached out to him asking for help. As I sat on the web conference using a program I had downloaded for free, I wasn’t dazed in the least when my colleague took control of my screen and walked me through each step. Within 5 minutes he had shown me how to set up everything perfectly!
The absolute poignancy of this article is astounding. It doesn’t necessarily shake the environment here at AG Salesworks as much as it may in other firms because we believe in consultative selling. However, the number that CEB puts for how much of the process is complete before the first vendor interaction is incredible…57%. That’s how much a prospect has made its mind up on what they need from a vendor before you reach out to them.
This article details why Content Marketing is such an excellent augment to the typical sales process because it still fulfills the needs throughout the cycle. Coupled with a consultative selling strategy where reps listen to their prospects needs rather than dish out information, and your process becomes that much more successful.
Fantastic article as the year of 2013 comes to a close. It’s always good to be self-evaluating and building on what you have accomplished. Dave Brock gives 6 poignant questions to ask yourself as a salesperson, what have I given back? When we sell, the whole point of a great relationship with a customer/client is that you have presented and are following through on value. If you don’t think you’ve given enough, try giving more in advance of any complaints. They will appreciate the proactive nature and it will only help to strengthen the relationship you have.
So really when it comes down to it, ask yourself both “what value have I created?” AND “what more can I do for my clients to continually add value?”.
It’s December, we’re all caught up in a frenzy of activity—-closing those final deals we need to achieve our goals, preparing for a fast start for next year, then preparing for the Holidays…. No…