Business Growth Blog

Sales

8 Ways to Identify Sales Hooks

Sales hooks are bits of information that can help you create relevant and meaningful introductory sales messages. This personalized approach will help you stand out from the crowd.

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8 Sales Challenges Most Companies Face

I talk to a lot of companies selling different things in different industries and keep coming across the same issue when it comes to marketing and sales: They're trying to piece together a strategy to build a strong sales pipeline, but aren't sure what the most effective methods are for them.

Technology, data, the Internet, and social media are all evolving at lightning speed, making it difficult to harmonize sales activities with buyer behavior.

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Example of What NOT to Say in a Prospecting Email

I found this infographic on the HubSpot Blog that breaks down a bad prospecting email. It really caught my attention because I have recently seen an email that looks just like this one. I think the author, Leslie Ye is right on with this analysis. Writing good prospecting emails is hard work, and this is a great example of how NOT to do it.

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The Worst Cold Call Opening Line in the History of the World

If I had a dollar for every time this happened to me, I’d be rich.

Ring ring!

Me: “Hello? This is Krista.”

Solicitor: Long pause from automated dialer... “Hello. May I please speak with Krista Moon?”

Me: Sigh...Didn’t I just say my name was Krista? “This is.”

Solicitor: “Hello Ms. Moon. How are you today?”

SERIOUSLY?!

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3 Sales Presentations Tips for Capturing and Keeping Attention

(Note from Krista: Yes, those are my dogs and they are giving me their full attention. And no, I wasn't showing them a presentation, but you get the idea. I couldn't resist using this pic on this post! Now on to Julie's article... )

While there is a wealth of information on how to put together a good PowerPoint deck for your sales presentation — right down to the number of words and size of font on each slide, little attention is given on how a presenter can interact with those PPT slides in order to ensure his or her message resonates with the audience.

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The Best Sales Training Resource Ever

What's the best way to stay relevant in this ultra-fast changing world of sales? In this article, I'm going to share with you a little bit about my journey developing my inbound sales and marketing craft and the absolute best sales resource ever...

As soon as I finished my teaching certificate I got my first...sales job. (Classroom teaching wasn't for me.) I didn't really know anything about sales except that I liked educating people about how to solve their problems (the teacher in me I guess) and as with most salespeople, I liked "being on the road" and "making what I'm worth".

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Example: Website Content and Sales Cycle Alignment

Most websites are set up for prospects near the end of the sales cycle. They're focused on driving prospects to "contact" the company in some way (demo, trial, consultation, etc.). But, not everyone that comes to your site is ready to jump actively into the sales process. They just want more information about their problem and possible solutions. They want to self-educate so that when they do end up talking to a salesperson, they can feel more confident about what is going on.

If you're not providing content that's aligned with all the stages prospects go through to make a purchasing decision, you're limiting your opportunities and opening the door for your competitors to snatch up good potential customers.

Read more to see an example of how to align your website content with each stage of the sales cycle.

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How to Align Your Website with Your Sales Cycle

There’s a widening gap between the way prospects buy, and companies sell. Prospects are using Internet research to self-educate through the first two-thirds of the sales process, but the majority of corporate websites and marketing strategies are entirely focused on the late stages of the sales cycle. Unfortunately, this approach puts companies at a huge disadvantage.

Read more to find out how to position your website and marketing strategies so you can engage prospects as early as possible in the sales cycle, have more influence over their buying decision, and get on their short list of potential vendors.

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2 Examples of How to Make Sales Prospecting Easier

As salespeople, we send out a lot of sales prospecting emails. We spend an inordinate amount of time trying to find just the right words to encourage potential customers to engage with us. It's tough.

I continue to be amazed at the technology that allows us to dramatically increase our ability to engage with the right prospects at the right time in the right way.

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Example of How Your Online Presence Directly Impacts Sales

This is a true story about how a company’s website design almost cost them a deal with a Fortune 500 company. (Names and company have been changed to protect privacy.)

Sam, a salesperson (whom we’ll call Seller Sam), had a meeting with Bill, a contact from a Fortune 500 company (whom we’ll call Buyer Bill). The meeting was going great - until Buyer Bill went to Seller Sam’s company website.

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