Category Archives: Lead Generation

How to Qualify Sales Leads

Learn simple techniques to identify potential customers that are most likely to buy and focus sales efforts on turning them into customers.  Make sales people more efficient and effective by nurturing prospects that are not quite ready using automated email marketing campaigns to educate them.

 

 

 

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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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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.

 

 

 

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


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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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Decreasing Costs with Sales Outsourcing

In the course of fine tuning your sales strategy, you may evaluate whether sales outsourcing should be part of mix of tools and resources. There are advantages and disadvantages to this approach, of course, but one of the big benefits is that you can cut down on costs when you outsource sales. It is a very safe estimation that you will improve the company bottom line by transferring some sales department responsibilities to a third party and here are three factors that can influence that.

IT Costs
One of the initial things you may do when hiring a sales person is to gather all the necessary IT equipment and systems required. This could include a PC, desk phone, mobile phone, tablet device, etc.When you outsource sales, you eliminate the necessity for providing this equipment.

In addition to the actual equipment, you must also consider the software, services and IT support involved, which can also drive up the overhead cost for an internal sales resource. The a typical sales person in today’s world, they will need plenty of software, as well as internet and mobile phone service plans, access to help desk support, and more. Using an outsourcing provider can nix these costs as well.

Workspace
Workspace related overhead is another component that can boost costs for your organization, but the good news is you can decrease these expenses as well through sales outsourcing. Every employee needs a dedicated workspace of some kind.

If working in a formal setting, this may end up incurring costs for real estate, office furniture and office supplies. By giving sales responsibilities to an outsourced service provider, you can easily avoid all of these costly workspace overhead expenses.

Management
When you outsource sales, you will also outsource the management of frontline sales resources and this is another cost and one that is often easily overlooked. The outsourcing company can handle all the minutiae of day-to-day management of sales resources, leading to a decrease in the amount of time and cost it takes to provide a layer of management over frontline selling resources.

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Training and Recruitment
You can always count on some level of sales staff turnover. It’s simply the nature of the business. As such, you’ll spend significant time and resources on recruiting new hires and then training those new employees on the sales processes you employ.

When you let an outsourcer tackle these time-consuming sales activities, you can cut down on the amount of time and hassle this involves for you, as well as cut costs for the bottom line.

Healthcare
When you employ full-time sales people, you have to pay them benefits and healthcare. This can get pretty costly, especially since the price of healthcare is skyrocketing. When adding this to your sales team’s regular salary and commission, these costs can become astronomical. When you choose to outsource, however, you are essentially hiring another organization to do the work and you are no longer responsible for this cost. This is a good way to boost your overall cost structure.

Let ProSales Connection help you with sales outsourcing so you can cut down on unnecessary costs.

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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5 Ways to Maximize the Effectiveness of Your CRM Software

Buying CRM software is just the tip of the Customer Relationship Management iceberg. You’ll need to conduct additional planning if you want to utilize this software to its optimum potential. We understand it can be difficult to accept change and learn about a whole new system, but it’s true that this type of software is supposed to provide an ease of use for relationship management within your company. Check out these five tips and tricks to explore the full benefits of the process.

CRM Tips and Tricks

Develop a roadmap. It’s crucial to put a plan into action prior to buying your CRM software, so you must know ahead of time what your plan is for software implementation as well as your long-term goals. Put it all on paper and brainstorm some actionable items for your CRM approach before implementing it.

Keep the whole team in the loop. If your CRM plan is to be successful, you’ll need to be fully committed, and this means all of your teammates, too. Train all employees in the use of the software and invite them to strategy discussions to keep everyone updated. Your team should understand that this process should eliminate unnecessary work for them over the long haul, with a goal to maximize communication through a central hub of activity where everyone knows all parts of the conversation taking place.

Track important information. It’s too easy to get overwhelmed in tracking the minutiae of customer information. Instead, track the most important information across the board with a standardized template within the software. To tap into the full potential of CRM software, you must track every communication you make with a potential customer so your team is always on the same page at all times.

Determine metrics for tracking on your dashboard. As the eyes and ears of your campaigns, the CRM dashboard helps you determine what works and what doesn’t. The metrics you select are highly dependent on the overall goal of each campaign. For instance, when it comes to lead generation campaigns, track the number of leads you receive and where they originated. Engagement metrics like click through rates are the focus of lead-nurturing campaigns.

Provide consistent updates. To keep track of sales growth, it’s essential that you update all customer information as it happens, noting each move your clients take throughout the sales lifecycle. Don’t forget about those prospects who eventually turned into customers and what they bought. Sales leads will also need to be tracked so your team can make the appropriate calls at the right time.

Implementation of CRM software may sound difficult at first but you will reap the benefits over the long run if you follow these tips and explore the advantages this process provides your company.

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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5 Things to Convert Visitors into HOT Prospects

Your web page looks amazing, and you have tons of visitors. You feel like you’re ready to take the world by storm with your product/webpage, and are immediately willing to get into the nitty gritty of internet marketing.

Great!

But, before you go out and become the next “big thing” trending on the internet, there is one thing you have to consider – “How do I convert my visitors into prospects?”. Better yet, “How do I convert my visitors into HOT prospects?” Did that catch you off guard? Having an amazing looking website and having a lot of traffic going through your website is entirely different than having a website that converts visitors. Are you fretting now?

Don’t worry. We’ve got your back. Here are five tips for converting your visitors into hot prospects!

1) Know your Audience

Are your visitors blue collar workers? Are they teenagers? CEOs? Urban? Knowing your audience is a key factor in determining, well … just about anything! Knowing what audience you’re trying to attract and what audience you end up bringing in will heavily impact your marketing, wording and outreach strategies. You’ll find that marketing and converting isn’t a catch-all process. You have to cater your website to your largest and most effective clientele.

2) Know how your product sells

How does your product sell? Is it a fast conversion? Is it a slow one? Does it take one page to sell? Does it take two pages? How much content does a user need to be ready to buy? Knowing how your product sells will help you plan an appropriate marketing strategy.

For smaller things like Tax Services and Locksmith Services, you’ll more than likely have a one page conversion/sales system.

For bigger things like Home Exterior Remodeling, you may require more than just one page, and you’ll surely require more interaction with the customer, whether it is via personal contact or a content heavy webpage.

It’s important to adjust your strategy accordingly. You don’t want to do a five page sales process for macaroons, and you don’t want to try a one page sales process for a brand new car.

3) Have a Unique Selling Proposition

Unique Selling Propositions are important. They tell the customer exactly what makes you different from other companies. If you’re doing it right, a Unique Selling Proposition will tell the customer exactly why they should choose YOU over any other competitors.

There are a lot of different angles you can approach this with. For example, you can choose to state that you’ve been in the business for a long time, and they should hire you for your valuable experience. Or, you can state that you’ll do the project cheaper with just as much care and quality as the competition.

Whatever you decide on is your Unique Selling Proposition.

4) Confidence and Credibility

You may be wondering – What is Confidence and Credibility? How is it difference from a Unique Selling Proposition? Wouldn’t any confidence or credibility that I choose to give to the customer be an extension of the Unique Selling Proposition?

Well, you’re both right and wrong. Confidence and Credibility will add to your unique selling proposition, but it is very different from it.

Think of it like this. Doctors need to be board certified. Being board certified isn’t a unique selling proposition though, it’s a requirement. That is what lumps it into the “Confidence and Credibility” section. It builds … you guessed it – Confidence and Credibility!

Other things that build Confidence and Credibility are any certifications that you have which are relevant to the conversion at hand, reviews, and project portfolios. These all exist to give the customer enough “confidence” to convert, and to give you enough “credibility” for them to convert.

5) Call to Action

This is the most important tip. A Call to Action is the single most important thing you must have. If you were to have a webpage with only ONE thing and one thing only, it should be a Call to Action.

Without a call to action, you simply cannot convert anyone. Nothing will happen!!

The product you describe on this page is great! Where can I sign up? Oh I can’t sign up?

*Instant Sales Loss*

Without a proper call to action, you can’t convert people into anything let alone hot prospects or even customers.

The product you describe on this page is great! Where can I sign up? Oh, I just noticed your tiny “Sign Up Here” bar hidden in the menu after five minutes of scrutinizing your webpage! I don’t think I’ll sign up anymore because I am frustrated.

*Instant Sales Loss*

It’s important to have calls to action, and when you have calls to action, it’s important to have them done RIGHT. The bigger it is, the better it is (with moderation of course). The more attention it draws to itself, the more a customer will notice it and want to follow what it says. The easier it is to sign up, the more a prospect will finish the process and properly convert.

So remember. There are many things you can do to convert visitors into hot prospects. Keeping these tips in mind when you design your website and update your content/etc will help make sure you get the most out of your web real-estate.

Chris Burres

Chris Burres is the owner of E-Webstyle. He has been an entrepreneur since 1991 when chris-burres-ewebstylehe started a Carbon Nano-Materials manufacturing company, SES Research. In 1999 with a graphic design partner he opened E-Webstyle, a website design and development company. Chris started honing his search engine optimization skills in 2001 for a select few projects. It was 3 years later when E-Webstyle started offering the service of 1st page search engine placement to their clients.

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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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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.


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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.


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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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