Monthly Archives: April 2014

How to Build Email Drip Campaigns that Convert Sales

How to Build Sales Campaigns that Sell Ebook

When a prospect says “No”, they are often saying “No, not right now.” As a result, it is important to find a way to stay fresh in the prospect’s mind so that they will think of you when the time is right for a purchase.

Email drip campaigns are one of the best ways to stay connected with your contacts and this ebook will show a complete methodology for how best to do that.

 

You may Download a FREE copy. Fill in the below form and get a download link


Your Name (required)

Your Email (required)


Google


Google

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

More Posts - Website

Interviews from Inside Sales Leadership Summit 2014

The American Association of Inside Sales Professionals Leadership Summit was a great event so we thought we would provide a summary of what took place and provide some sound-bites of people who attended.

Probably what stood out the most was the quality of content and variety of topics that are extremely important business drivers for not only inside sales professionals but external ones as well.  All sales managers are faced with growing sales, recruiting good talent and accelerating the sales process.

The theme throughout the event was on leadership and training.  The guest speaker Lieutenant General (Retired) Dan Christman spoke about how values still matter.  It’s nice to see that with such a competitive economy that the best leaders of today still display characters such as trust, integrity and respect.

Beyond this there were many break-out sessions well worth attending.  Here were some of the topics covered in the conference:

  • Lead Nurturing
  • Sales Automation
  • Motivating your Team
  • Social Selling Tools
  • Sales Management Best Practices
  • Recruitment
  • Sales Acceleration

One of the best vendor activities was at the KnowledgeShift booth.  They were running a role-playing contest at their booth with our role-playing simulator Mobi-RolePlay™  and selected 3 winners who scored the highest.   This technology application was very impressive.   It’s designed to create customized automated role-plays.  Attendees could select from 1 of 3 role-plays to test out their selling skills.  The role-play most selected was trying to sell hair care products to Ron Burgandy from Anchorman — very funny.

Here are some sound bites from people who attended the conference.


Google

How to Focus on Prospect Pain to Generate Leads

Finding the pain or areas where challenges exist for a prospect is one of the key steps that leads to sales excellence. This is important for two reasons. First, finding a problem that your product will fix will be a path that leads to generating a lead and live sales opportunity.

But the other reason this is important is that if we do not look for pain and just focus on selling to everybody, we could end up not effectively qualifying prospects and this leads to chasing deals that have a very low probability of closing. This is where we find ourselves having a bad close rate and missing our projections in terms of closed business.

Pain can sometimes be tough to find as prospects might not admit to anything being wrong. And sometimes, they simply don’t know that the pain exists.

In this video, we will provide a methodology that breaks down the concept of pain and teaches you how to find pain that the prospect is having and put it front and center in the conversation.


Google

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

More Posts - Website

How to Develop Email Drip Campaigns

Email drip campaigns are extremely powerful. But it can sometimes be difficult figuring out where to start or where to begin.

You can always start out by sending one campaign to everybody but when you get more sophisticated, you can create different campaigns for each audience that you need to communicate with.

You can have a campaign for suspects, for prospects, for customers, etc. These different groups should be communicated with in different ways and having tailored messages for each is where you will begin to advance to the next level.

This video will show you a methodology that you can use when developing your email campaigns.


Google

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

More Posts - Website

Personal Sphere of Influence

Welcome to my first entry for the Sales Growth Hub blog. My name is Kevin Piket and I am a Partner with Sales Integrity LLC. Everyone has heard the phrase…”It’s not what you know, it’s who you know!” I could not agree more with that statement. A lot of my personal sales success over my career is and was based on whom I knew. I do a lot of volunteer work in the community that I live in and because of that I get to meet a lot of great people. Those people also happen to be great contacts for business and great referrals for me. While reading my entry this week, you will learn about a concept that I call a ”Personal Sphere of Influence”, which is the central point to my networking philosophy. I know the more contacts you make, the more sales you will earn. It is a simple and proven sales growth concept.

I would like define what my personal sphere of influence actually is. This can mean different things to different people, but what it means to me is that this group of individuals is my personal network of contacts. These are both personal and business contacts for me. These contacts over the years have produced a lot of revenue and have also referred me to other contacts that have in turn helped my business grow.

One common phrase you will hear from me is…”I have a person who can do that for you.” Simply put, in my personal sphere of influence I probably have a referral for just about anything you can think of that you might need in your life. This didn’t happen overnight though. It has happened over many years of meeting new people and in turn being referred to other people from those whom I have just met, kind of like a domino approach…one contact falls into another. During my time here at Sales Integrity, I have used these contacts to help get meetings with people who I feel my company will benefit. Either way, I am always working my sphere and adding new people to it on a weekly basis. I like to help connect people as much as I can too. I believe in the “give-get” theory of you will get more if you give more.

When you can be become the “go to person” for your clients, that is when you are extremely valuable to them. Always be in a position to be the first person they talk with when they think of something they need. If you can’t get it for them directly, it is always nice to be able to say, ”I can you refer you someone who does that.”

Copyright © 2014 Kevin Piket



Google

The Importance of a Social Media Presence

It’s no secret that social media can be a powerful tool when building a new business or fostering growth in an established one.  In today’s world of smart phones and tablets, a majority of consumers engage in online research before making purchases. What does this mean for your business? It means that a solid online presence is a must if you want to attract new leads and convert them into loyal clients…and one of the best ways to do this is through social media. Here are some of the specific reasons a social media marketing strategy matters.

 

Personalization
When your business has active social media engagement, you are able to personalize the experience for your followers/fans. This shows them that you are never too big to hear them out and respond, or too busy to attend to a special request. It also means that these followers/fans feel like a part of your team, which increases the likelihood that they come to you when a relevant purchasing need arises.

Personality
Your social media presence also helps with your company branding. It gives your business a personality, a voice, and a unique tone that can separate you from the competition. Creating a strategy for how you want to be seen by users is crucial at the outset. Then, you can design your content and posting to reflect the personality you want portrayed.

Proliferation
All of this leads to proliferation of your brand’s name. Social media has the power to reach so many people, and by harnessing it with interesting posts and content that matters to your audience, your name will spread like wildfire. One person shares a post, 3 people retweet it, or hundreds +1 the content, and soon you’re business is in front of thousands. So take the time to invest in a social media marketing strategy.

 

Go to https://social-mojo.com/ to see how we can help, or give us a call anytime at (888) 978-5339(888) 978-5339.

How to Effectively Manage Your Sales Proces [video]

We all know what a sales process is. But have you really stopped to think about what your ideal sales process should be and what is the most optimum way to move prospects through it.

In this video and slide deck, Michael Halper from SalesScripter outlines a methodology for improving your ability to effectively manage deals through a sales process.


Google

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

More Posts - Website