Category Archives: Email Marketing

The Magic 5 of Email Campaigns that Generate Leads

Creating email campaigns that pre-qualify leads for sales people is a challenge for most businesses.  Sales people want leads that are ready to buy.  Most businesses make the same simple mistakes in creating emails to generate leads.  This short ebook describes 5 simple things anyone can do to generate leads using email campaigns.

 

 

 

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Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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Incorporate a Bidirectional Lead Gen Strategy

It’s common for businesses today to possess just one process for lead gen at any given time. Perhaps you’re more focused on cold calling, direct mail or search engine optimization. Sure, it’s a good thing to be working toward a singular strategy for lead generation (at least you’re doing something!) but you can be even more effective when you employ a bidirectional strategy to boost results.

A bidirectional lead generation strategy is one that drives improvements with both outbound and inbound leads. Outbound strategies include activities that actively reach out to prospects in an effort to generate leads, while inbound strategies involve getting prospects to come to you.
Outbound Lead Generation

Here are some examples of how to proactively contact prospects to pique interest and therefore develop leads:

  • Cold calling: Cold calling is perhaps the most well known and commonly used form of lead gen. This is when a sales person contacts a list of prospects over the phone using a predetermined script to schedule a meeting or appointment.
  • Cold walking: Similar to cold calling, this approach is when a sales person engages a prospect face-to-face, such as within an office setting. This type of lead generation technique is not used as much as it should be.
  • Email marketing: This strategy relies on mass emails to prospects for the purpose of staying in touch and generating leads. This approach is gaining momentum in terms of being a highly cost effective method of outbound lead gen. However, the response rate tends to be quite low.
  • Direct mail: This traditional form of marketing involves sending snail mail to prospects through the U.S. Postal Service, which is a more costly approach than email with about the same response rate.

 

Inbound Lead Generation

Inbound lead generation activities involve creating systems and information that drive prospects to you. The two methods to achieving this are:

  • Search engine optimization (SEO): SEO helps improve the content of your website to make it easier for search engines to find you and thus send traffic to your site on a consistent basis. You’ll have to make the investment in time and money, but you can succeed in drawing in prospects and establishing an inbound channel in terms of lead gen. When done right, this approach can bring you excellent results.
  • Social Media: Social media, a collection of varying web-based and mobile applications, promote networking and communications between you and your prospects. These resources are certainly great for outbound lead gen activities, but they can also be used to encourage inbound traffic. Why? They are an ideal way to connect and share information online with potential clients.

Through the creation of a bidirectional strategy, we can diversify our lead generation approach to boost overall results and cut down on risk.

 

Contact HexaGroup for help with creating a bidirectional lead gen strategy for your business.

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.

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Sales Success with CRM Software as a Sales Coaching Device

The competence of your sales staff directly contributes to the success of your organization. As such, even the most well-thought-out strategies won’t work if your sales team can’t follow through in the best way they can. One problem you may be experiencing is a lack of sales coaching, which is what happens when salespeople do something vastly different than what they’re taught by their sales manager — who incidentally, is often a superior seller. However, this doesn’t automatically mean that they’re great at coaching a team. In addition, you are best off putting your most successful seller out in the field. This is where CRM software comes in to help gel the relationship between sales managers and salespeople.

Critical Teamwork

Thanks to CRM software, a new approach to sales coaching has arrived on the block, taking the “me” out of the process and adding back in the “team.” This is a good thing, as too many companies these days actually encourage competition within a sales team, which ultimately does nothing to hone essential sales skills that lead to whole-team success. With CRM software, all information pertaining to customers is kept in one place, where the sales team can look back at any customer conversation or transaction at any time. What this does is fosters an environment where people are encouraged to share. This also makes it easy for sales managers to hold team meetings in order to go over the quality of information that has been entered into the database, essentially focusing on the information at hand rather than on what individuals have contributed.

Equal Time for Equal Effort

Historically, sales coaching has focused on giving more training and attention to the worst salespeople rather than the best, with the mentality that the ones who need the most help should receive it to improve. This also in effect rewards the top sales team member for being the best. However, it has been proven time and again that this type of approach doesn’t garner results. For the highest level of effectiveness, all sales people should undergo equal amounts of training. Luckily, CRM software helps to streamline that process.

You can achieve this by designing a standardized template for collecting customer data, which ensures a level playing field for all your associates. This allows the sales manager to redirect their efforts of achieving success for the team as a whole. This makes it easy for everyone involved to get a snapshot of what is going on at any given time by viewing the dashboard, in effect forcing everyone to be invested in all aspects of the teamwork. Sales managers can ask for feedback from the team during meetings so that everyone’s on the same page.

Use CRM software as an ideal sales coaching device where you can tap into a centralized source of data to effectively train all team members.

Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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Email Marketing: 8 Best Practices to Consider

Email marketing has gone through an evolution of sorts over the last 10 years, as evidenced by the strength it offers when it comes to your arsenal of marketing tools. Check out this recent survey by iContact that illustrates how much of the small business budget is spent on email. As such, email marketing stands head and shoulders above other forms of marketing thanks to its unique personalization of content that can be directed right to the inbox of the consumer. When you know how to craft compelling emails, you can make even more of an impact and ensure your email is not only opened but read as well. The downside is that email marketing is not always executed well and thus remains one of the most under-optimized marketing channels around. Ensure a max investment in your email marketing campaign by employing the use of these top eight email marketing best practices.

1. Make sure your content offers a value to the recipient.
To develop trust and make it known that you are at the forefront of subject matter expertise in your industry, you must make sure your email offers value. It’s simple, really: your customers are short on time — if you send them a sub-par email that does not address their needs, you risk them deleting your email the next time something from you pops up.

2. Keep the reader’s interest going.
You can achieve this through writing an email to your customers that encourages them to visit your website for further information. Email content is good, but if you can actually get readers to click on your site to learn more, you have a better chance of making the sale. Always remember: sales and marketing work together.

3. Conduct a review each month.
This is the time to take a look at your open and click-through data utilizing your findings to determine the areas in which you excel and areas in which you stand to improve.

4. Cool it with the calls to action.
Sure, you want to encourage your visitors to contact you for more information, but if you give them too many options, they may take their time in their decision making.

5. Be discriminating when adding recipients to your email base.
Send emails to those consumers who have already expressed interest in what you have to offer. Respect your consumers’ needs and never send them email when it’s not wanted.

6. Craft compelling subject lines.
That old saying “you never have a second chance to make a first impression” is never truer than in the development of subject lines. The subject line is the single most determining factor in whether the reader will open or simply delete the email, so make it count. Remember: iPhones will shorten messages automatically to 32 characters.

7. Create appealing content.
When creating content, be sure to customize it to your readers’ interests. To do this, compile their purchase history and previous inquiries to come up with content that makes them more likely to read what you have to say.

8. Limit the number of emails.
Sending too many emails will overwhelm your readers and turn them off, resulting in lots of deleted mail and a waste of time on both sides. However, if you don’t send enough, readers may move on to other companies for their needs. Find that delicate balance by testing frequencies and results.

You may think the reasons why email remains at the core of small business marketing are obvious, but perhaps you didn’t realize just how important this is. As a cost-effective resource, email marketing can bring in lots of positives for your business — provided you execute it well. Share your email marketing best practices with us now!

Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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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


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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.

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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.


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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.

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Micro-Marketing and Small Business Success

Micro-Marketing and Small Business Success

Micro-Marketing is a relatively new concept and best-practice usages are continuing to evolve. Bill Corbin is an early pioneer who has developed both a framework for understanding micro-marketing and a guide for putting it to work “in the trenches” of everyday sales and marketing. The result can be a game-changer for many small business or field sales teams.

Although Corbin refers to his Enfront experience, the read is valuable as general education in one of marketing’s emerging disciplines.

 

 

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


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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.

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How to Build Sales Campaigns that Sell

How to Build Sales Campaigns that Sell Ebook

Every company has something to sell. And there are usually teams of both sales and marketing resources that are tasked with trying to figure out the best ways to increase sales. The more coordinated these resources work in terms of the strategic direction and what is communicated, the more successful the organization will be as a whole.

One way to get everybody on the same page is to build and launch a sales campaign. In this ebook, we will outline some principles that can be applied to improve the effectiveness of  your sales campaigns.

 

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


Your Name (required)

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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.

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3 Ingredients To Sales Growth

Critical to consistent sales growth is the ability to generate leads. This can often seem daunting to a business or sales person.

In this webinar, we outline a easy to implement, and repeatable process, that can help anyone to generate leads and drive sales growth.

 


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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.

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Grow Sales with Emails Ebook

Grow Sales with Emails Ebook

 

7 Easy Ways Sales Teams Win with Email Marketing.  Learn simple techniques to engage with more customers and super charge your sales efforts by creating simple email marketing pieces.

 

 

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


Your Name (required)

Your Email (required)


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.

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