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How to Improve your Sales Prospecting on LinkedIn in 3 Simple Steps

There are so many social media platforms that you can use to find leads for your business. Data shows that as of July 2021, there are about 4.8 billion social media users worldwide. That’s about 57% of the world’s population which suggests that more than 9 in 10 internet users are actively using social media each month. The use of social media has tremendously grown over the past twelve months with about 520 million new users as of July 2021. 

For many decision-makers, digital marketers, or B2B business owners, social media is a great tool to build brand awareness, increase community engagement, and generate leads for higher conversions.

While Facebook is the most popular social media platform, we should not take for granted the many benefits LinkedIn can offer. Whether you are looking for employees to work for your company, or simply trying to expand your professional network, LinkedIn is your social media place to be. But, how many people really use LinkedIn? As a business owner, how would you benefit from it?

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LinkedIn User Statistics in 2021

Since LinkedIn was founded in 2002, its members have already passed the half-billion mark with over 722+ million and counting. LinkedIn is the social media platform where Fortune 500 executives and decision-makers like to spend their spare time. This is definitely the kind of market you want to infiltrate if you want to generate leads for your business. These high-ranking professionals are not there to simply browse through wedding photos, answer some Buzzfeed quizzes, or laugh at some memes — they are there actively looking for valuable content that can impact their business, which is very much what B2B marketers love to hear. 

Study shows that 97% of B2B marketers use LinkedIn for content marketing, as well as for prospecting. Most B2B leads — about 80% come from LinkedIn — compared to only 13% from Twitter and 7% from Facebook. 80% may be considered quite low for some, but if you think about it, the majority of B2B marketers can confidently say that LinkedIn is a great source to generate quality leads.

Source of B2B leads (Social Media)
Data Source: https://neilpatel.com/

When it comes to connecting B2B sellers and buyers, LinkedIn is at the forefront, and one of the most critical sales techniques is to understand how your prospects behave. With 50% of B2B buyers using LinkedIn as the main source for their purchasing decision, sales prospecting on LinkedIn becomes a lot easier and more successful.

So, how are you going to leverage LinkedIn as part of your marketing and sales strategy? How are you going to profile your LinkedIn account to attract prospects that will convert to leads, ultimately generating a higher return on investment?

Related: Lead Generation on LinkedIn: 11 Proven Ways to Secure Qualified Leads

What is Sales Prospecting

Considered as one of the most important parts of the whole sales process, sales prospecting for some B2B marketers is still considered a big challenge for a lot of salespeople. Sales prospecting is what it sounds like: going through hundreds or even thousands of businesses and individuals to look for quality prospects or leads who are most likely to convert into paying customers. Often likened to mining, sales prospecting like mining for gold takes a lot of time, as well as knowing where to find these prospects. 

Gone are the days when sales prospecting only includes cold calling, daily meetings, or networking over a cup of coffee or lunch. In today’s digital world, roughly two-thirds of B2B buyers use online content for their decision-making.

Related: 7 LinkedIn Lead Generation and Sales Prospecting Rules To Follow

3 Simple Ways for Better Sales Prospecting on LinkedIn

We now know that LinkedIn is a huge market for lead generation and sales prospecting. Here are some ways how you can make your LinkedIn profile stand for prospects to easily find you:

Infographic

1. Show your prospects what you got and what you can offer

The first step for better sales prospecting is to clearly define the purpose of your business. 

  • What is your unique selling point?
  • What can you offer?
  • What can you deliver?
  • What are your skills?
  • What sets you apart from your competition?

Think about all those things – what makes you stand out? We are all living in this very lucrative market where competition is fierce. Look back on your previous projects and think about how you were able to help your clients with their respective businesses. Don’t get too overwhelmed, however, and be everything to everybody. Just focus on those prospects to whom you can provide the best solutions — those high-quality prospects who are a perfect fit for your business.

Related: How to Become a LinkedIn Thought Leader

2. Consistency in engagement 

Always be connected with your prospects. We all know how crucial networking is when it comes to the success of your sales efforts. More than ever, networking is now absolutely essential if you want to find high-quality prospects and gain access to their buying process. 

Quote from video

Most consumers buy from brands they like and trust, which can only be achieved through mutual connections between sellers and buyers. Expanding your network and staying engaged with your LinkedIn connections can help create warm paths to reach prospective buyers and earn referrals for better business opportunities.

3. Reach decision-makers

Go through LinkedIn company pages and identify which of the company’s employees are connected to you on a first-degree level. Finding that person who can help you in that target company, will help create a positive conversation.

You may get the contact information directly from the person you spoke with or from online database platforms, such as Data.com. From there, you can use their LinkedIn to get to know them better before giving them a sales call. Start with giving a formal LinkedIn introduction through InMail, and then call them the following day. 

You can also find employees through LinkedIn Groups. Engage and connect with them — strike up a conversation if they have posted.

Ready for Better Sales Prospecting on LinkedIn?

They say, prospect smarter, not harder. Shift your mindset and focus on the right people and companies — it is what separates you from those who prospect smarter. Here are some key points you need to keep in mind:

  • Keep track of existing relationships and leads
  • Find the right people and companies efficiently
  • Always prioritize the right prospects, companies, and sales activities

There is also a useful LinkedIn sales prospecting tools that allow you to prospect smarter:

  • Real-time Sales Update
  • Lead Recommendations
  • TeamLink
  • InMail
  • CRM Widget
LinkedIn Teamlink

LinkedIn is every salesperson’s most valuable sales prospecting resource. With these tips and core factors in place, you can naturally ensure long-term success.

Empowering Your Sales Reps During Trying Times

Sometimes we experience some trying times and it starts affecting the various areas of our lives, especially in our business.

In difficult times, you wouldn’t want it to specifically affect your sales.

Here are some tips to help you empower your sales during these times. 

Ensure You Get Leads

Without leads, you won’t have sales. 

So, it’s important that you’re more diligent than ever in your lead generation. The process can be quite tedious, hence lead generation services providers put much effort into ensuring that the leads they get are relevant.

Provide Updated Materials and Resources

Don’t stop producing content and make sure that your existing content gets regularly updated especially for ones that include data that needs to be updated. 

It’s not Always about Selling. Build Relationships

As important as it is to sell, you also have to ensure a strong business relationship with your prospects as well.

Stay Connected

Staying in constant communication with your prospects and clients is even more important now than ever. 

Uncertain times call for improvised measures and constant readiness.

4 Must-have CRM Features and Tools for Remote Sales

CRM is an essential part of any sales team, and if you’re working remotely it becomes even more important to have the right CRM features to help you stay on top of things.

With years of practice as a lead generation services provider, we know that CRM is definitely a game-changer and could be of big help for companies in reaching their goals. So if you’re working remotely, here are some CRM features to look into.

Easy Meeting Scheduling

Make setting appointments and meeting with your clients and teams.

Hubspot’s free Meeting Scheduling Software is a great tool to help you stay productive while efficiently scheduling meetings. 

Connected to Your Forms

Form submissions should be connected to your database so that you can further manage your leads using your CRM tools like lead scoring, reminders, automated nurturing, and more.

Automated Lead Nurturing

Automated lead nurturing is a great way to supercharge your communication with your prospects.

Integrates well with 3rd-Party Tools

Don’t shy away from adding 3rd party tools into your existing CRM to maximize your reach and productivity. 

Working remotely shouldn’t be complicated and inconvenient as long as you’re equipped with all the right tools and features.

Hit a Sales Home Run While Working From Home

If you are working in sales and working from home, it can get a little complex and more challenging than usual. There are many things that you have to be prepared for when working from home aside from a stable internet connection and a comfortable nook in your house that you can call your office.

So, in this blog post, we are going to discuss the different ways you can hit sales home runs while working from home.

Nurture Prospects with Content

We always emphasize the importance of making content as it is what keeps prospects and clients coming back and checking into your platforms.

Whether you have a creative team that you constantly collaborate with or you make your own content, it’s important that you’re consistent with it. 

Keep in mind that the content you produce should be a balance between it being educational, creative, and entertaining. Your audience will be more likely to get attracted to content that directly addresses their pain points and provides them with solutions in an efficient yet entertaining way.

Related: 5 Types of Interactive Content and How They Can Boost Your Engagement

Relationship Focus

If there is one thing you learn from working in sales is that it’s all about relationships. Your success heavily depends on nurturing your existing clients while at the same time acquiring new ones. If your company already has a good relationship management system, make sure that you also explore all the features it offers and takes advantage of them as you work on your own. If your company doesn’t have one, though, don’t fret. Explore and try to look at different types of CRMs that fit your needs the most. Believe it or not, there are many great CRM tools out there for an affordable price. 

Leverage Video Conferencing

There are countless free video conferencing tools available at our disposal. It’s all about finding which one suits your needs the best. When working remotely, it’s important to regularly keep in touch with your teams and set virtual appointments with your prospects.

Related: Top 5 Sales Tools for Your Work From Home Setup

Find Untapped Market

In this age of technology and the internet, there are new platforms constantly on the rise and audiences engage heavily with a business that took advantage of those platforms first. The only thing is that few businesses actually take the chance to jump onto the chance of taking that first-mover advantage and invest their resources into these shiny new things. We suggest that you constantly search for new marketplaces popping up, do your research in order to be one of the, if not the first one to tap into it.

Related: The Best Lead Generation Tactics for Tapping B2B Niches

Takeaway

Working remotely or working from home has its advantages and at the same time, its challenges especially when working in sales. The beauty is that we live in a technologically advanced time where we have numerous tools at our disposal. We hope that these tips help you get the most out of your working-from-home experience.

Top 5 Sales Tools for Your Work From Home Setup

Businesses across the world are adopting flexible remote work options for their employees. 

With the beauty of collaborative technology, shifting o a remote environment should be a breeze. 

For those working from home, here are some top sales tools to complete your setup. 

Video Conferencing

Meetings face-to-face are still possible from home by using the right video conferencing tools such as Zoom.

File Sharing

Sometimes files, especially large ones, don’t work too well over email which is why having a file-sharing tool such as Dropbox is important.

Messaging

It’s important to stay connected with your team and even more with your clients, and Slack is a great tool for it.

CRM

HubSpot is a great CRM tool that helps you achieve top contact and lead management all while also helping you improve your customer list and interaction.

Tasks Management

Staying on top of all your projects and tasks can be overwhelming especially when there are too many of them, which is why we recommend a good task management tool such as Trello.

Working from home has its share of challenges but with the right tools, it will make everything easier.

4 Warning Signs that You Need Help with Lead Generation

Lead generation is the fuel that makes our businesses grow. 

While some have already figured out the right strategy for them, others are still in denial that they need to hire a lead generation service. 

So, what are the warning signs?

Lack of Skillset

If you don’t have the skills to nurture even after their purchase.

The goal is for them to repurchase and become loyal customers.

Lack of Tools

Do you feel like you and your team are constantly on your feet but not getting any work done.

If yes, don’t be surprised if you have a tired that’s not just tired but also less productive and efficient. 

This means you need to equip yourself with the right tools.

State of Sales

A decrease in your sales is an indication that you’re running out of leads. 

Hiring lead generation experts help save your company from decline.

Running Out of Fresh Ideas

If artists experience a case of art block once in a while, so can your marketing team. 

Have you seen these signs manifest already?

Winning High-Value Accounts with Multi-Channel ABM

Video transcript:

Andrew heads sales at a B2B tech firm.

His team leverages multi-channel ABM (Account-based marketing).

With this approach, Andrew’s ABM program is on a winning streak…

  • Targeted 6.3x more tier 1 accounts
  • Booked 17x more meetings
  • Grew pipeline value by 8x

How?

By connecting with the right stakeholders at the right time with the right touch

Step 1: Identify

Andrew’s team picked their most promising accounts and mapped org charts for each.

Step 2: Expand

They then researched each contact to build detailed profiles.

Step 3: Engage

The team then reached out to contacts via different marketing channels and personalized messaging.

Step 4: Convert

They turned contacts into opportunities using a cadence of touches.

In short, multi-channel ABM sets the stage and opens doors for Andrew.

The Building Blocks of a High-Impact MarTech Stack [VIDEO]

In April, Chiefmartech.com’s Scott Brinker published the much-awaited 2018 edition of his Marketing Technology Landscape Supergraphic. Among other things, the chart showed a vibrant but dizzying rate of growth for the field of MarTech:

  • 6,829 solutions (up 27% from 2017)
  • 6,242 different MarTech vendors
  • 49 MarTech software categories

For marketers looking to build or maintain their tech stacks, those figures can seem very daunting. In fact, more than a quarter (26%) of organizations rank choosing the right MarTech solution as a key challenge.

So, how do you find the right MarTech tools for you underneath all the mountain of possible options?

The secret, says Mary Wallace at MarTech Today, is to understand that putting together or optimizing a MarTech stack is an evolution, not a revolution. You start out with a core set of capabilities that support your current strategy, and then gradually expand your stack as the need arises.

That’s what we explore in this short video. We take a look at seven essential categories of MarTech tools that you need to seriously consider as part of your stack:

  1. Digital Marketing Tools
  2. Direct Outreach Tools
  3. Content Experience Platforms
  4. Customer Relationship Management (CRM)
  5. Marketing Automation Platform (MAP)
  6. Analytics Software
  7. Collaboration Tools

Related: Not Just an Address Book: 4 Hacks to Turn a CRM into a True Sales Tool

A marketer can include any number of specific technologies under each category based on the complexity and requirements of their marketing process.

The crucial thing to keep in mind is that all the parts of a MarTech stack need to be seamlessly integrated with one another. Data must flow uninterrupted from one tool to the next. Otherwise, you’ll simply end up with a stack of disparate solutions, instead of a fine-tuned MarTech stack.

In short, each tool must be able to talk and listen to the rest of the components.

Still, identifying the MarTech building blocks for your own specific use case can be a difficult challenge to overcome. Adestra’s Ryan Phelan gives out five helpful tips to help you make sense of today’s bewildering MarTech landscape:

  1. Stick with what you need to have, not what’s nice to have
  2. Make sure all stakeholders give the greenlight
  3. Ask industry advisors and consult independent sources
  4. Develop a methodology for evaluating potential tools
  5. Know the specific outcomes and assign the right KPIs to measure it

At Callbox, we run marketing campaigns powered by our marketing automation and CRM tools which can easily integrate with your MarTech stack and workflow. Give us a call today, and let’s find out how we can work together.

The 5 F’s of Data Hygiene for Deeper Sales Conversations [VIDEO]

Data is the new oil.
Without it, your sales engine stops running.

Like oil, data needs to be refined.
Or else, it won’t fuel your sales machine.

The problem is that B2B data has a very short shelf life.

  • 24% to 36% of your CRM data decays each year Tweet this!
  • 25% of sales contacts are invalid at any given time

Poor data causes reps to waste 27.3% of their time,
and ends up costing you 12% of revenues.

The good news is that,
by following a few simple data hygiene best practices,
richer data-driven sales conversations are always within your reach…

Learn how to Utilize a Data-Driven Approach to Generate Technology Leads!

#1 Find out what’s wrong

  • Start with a thorough audit of your CRM
  • Interview key data handlers and users
  • Identify what types of errors and potential issues you encounter

Related: Not Just an Address Book: 4 Hacks to Turn a CRM into a True Sales Tool

#2 Fix what’s broken

  • Validate data entry errors and typos first
  • Research and update inaccuracies like phone numbers, email addresses, etc.
  • Define rules for merging and removing duplicate records

Related: Symptoms of an Unhealthy Email Marketing List (and How to Clean It)

#3 Fill missing values

  • Use the main company phone number as a placeholder until you obtain a direct line
  • Infer email addresses from common company-specific email patterns
  • Populate empty fields with data from publicly-available sources and third-party providers

#4 Fit data together

  • Follow standard naming conventions for contacts and businesses
  • Make sure to use consistent abbreviations and punctuations throughout a column
  • Create formatting rules for categorical fields (e.g., job titles, industries, etc.)

#5 Feed into a data management process

  • Plan for each stage of the data lifecycle (from collection to removal)
  • Automate as much as you can, but keep humans in the loop
  • Farm out a specific task when you don’t have the resources to do it in-house

Related: Is Bad Data Hitting You Hard? Here’s How to Roll with the Punches

Keep in mind that data hygiene is a continuous process, not a one-time thing.
Always go back to the 5 F’s:

  • Find

  • Fix

  • Fill

  • Fit

  • Feed

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

Do you want more leads, opportunities, and sales?  Talk to an Expert!

Dial 888.810.7464 | WhatsApp +65 8232 2417

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Empowering_Your_Sales_Reps_During_Trying_Times
4 Must-have CRM Features and Tools for Remote Sales
Hit a Sales Home Run While Working From Home

How to Improve your Sales Prospecting on LinkedIn in 3 Simple Steps

There are so many social media platforms that you can use to find leads for your business. Data shows that as of July 2021, there are about 4.8 billion social media users worldwide. That’s about 57% of the world’s population which suggests that more than 9 in 10 internet users are actively using social media each month. The use of social media has tremendously grown over the past twelve months with about 520 million new users as of July 2021. 

For many decision-makers, digital marketers, or B2B business owners, social media is a great tool to build brand awareness, increase community engagement, and generate leads for higher conversions.

While Facebook is the most popular social media platform, we should not take for granted the many benefits LinkedIn can offer. Whether you are looking for employees to work for your company, or simply trying to expand your professional network, LinkedIn is your social media place to be. But, how many people really use LinkedIn? As a business owner, how would you benefit from it?

Download eBook

LinkedIn User Statistics in 2021

Since LinkedIn was founded in 2002, its members have already passed the half-billion mark with over 722+ million and counting. LinkedIn is the social media platform where Fortune 500 executives and decision-makers like to spend their spare time. This is definitely the kind of market you want to infiltrate if you want to generate leads for your business. These high-ranking professionals are not there to simply browse through wedding photos, answer some Buzzfeed quizzes, or laugh at some memes — they are there actively looking for valuable content that can impact their business, which is very much what B2B marketers love to hear. 

Study shows that 97% of B2B marketers use LinkedIn for content marketing, as well as for prospecting. Most B2B leads — about 80% come from LinkedIn — compared to only 13% from Twitter and 7% from Facebook. 80% may be considered quite low for some, but if you think about it, the majority of B2B marketers can confidently say that LinkedIn is a great source to generate quality leads.

Source of B2B leads (Social Media)
Data Source: https://neilpatel.com/

When it comes to connecting B2B sellers and buyers, LinkedIn is at the forefront, and one of the most critical sales techniques is to understand how your prospects behave. With 50% of B2B buyers using LinkedIn as the main source for their purchasing decision, sales prospecting on LinkedIn becomes a lot easier and more successful.

So, how are you going to leverage LinkedIn as part of your marketing and sales strategy? How are you going to profile your LinkedIn account to attract prospects that will convert to leads, ultimately generating a higher return on investment?

Related: Lead Generation on LinkedIn: 11 Proven Ways to Secure Qualified Leads

What is Sales Prospecting

Considered as one of the most important parts of the whole sales process, sales prospecting for some B2B marketers is still considered a big challenge for a lot of salespeople. Sales prospecting is what it sounds like: going through hundreds or even thousands of businesses and individuals to look for quality prospects or leads who are most likely to convert into paying customers. Often likened to mining, sales prospecting like mining for gold takes a lot of time, as well as knowing where to find these prospects. 

Gone are the days when sales prospecting only includes cold calling, daily meetings, or networking over a cup of coffee or lunch. In today’s digital world, roughly two-thirds of B2B buyers use online content for their decision-making.

Related: 7 LinkedIn Lead Generation and Sales Prospecting Rules To Follow

3 Simple Ways for Better Sales Prospecting on LinkedIn

We now know that LinkedIn is a huge market for lead generation and sales prospecting. Here are some ways how you can make your LinkedIn profile stand for prospects to easily find you:

Infographic

1. Show your prospects what you got and what you can offer

The first step for better sales prospecting is to clearly define the purpose of your business. 

  • What is your unique selling point?
  • What can you offer?
  • What can you deliver?
  • What are your skills?
  • What sets you apart from your competition?

Think about all those things – what makes you stand out? We are all living in this very lucrative market where competition is fierce. Look back on your previous projects and think about how you were able to help your clients with their respective businesses. Don’t get too overwhelmed, however, and be everything to everybody. Just focus on those prospects to whom you can provide the best solutions — those high-quality prospects who are a perfect fit for your business.

Related: How to Become a LinkedIn Thought Leader

2. Consistency in engagement 

Always be connected with your prospects. We all know how crucial networking is when it comes to the success of your sales efforts. More than ever, networking is now absolutely essential if you want to find high-quality prospects and gain access to their buying process. 

Quote from video

Most consumers buy from brands they like and trust, which can only be achieved through mutual connections between sellers and buyers. Expanding your network and staying engaged with your LinkedIn connections can help create warm paths to reach prospective buyers and earn referrals for better business opportunities.

3. Reach decision-makers

Go through LinkedIn company pages and identify which of the company’s employees are connected to you on a first-degree level. Finding that person who can help you in that target company, will help create a positive conversation.

You may get the contact information directly from the person you spoke with or from online database platforms, such as Data.com. From there, you can use their LinkedIn to get to know them better before giving them a sales call. Start with giving a formal LinkedIn introduction through InMail, and then call them the following day. 

You can also find employees through LinkedIn Groups. Engage and connect with them — strike up a conversation if they have posted.

Ready for Better Sales Prospecting on LinkedIn?

They say, prospect smarter, not harder. Shift your mindset and focus on the right people and companies — it is what separates you from those who prospect smarter. Here are some key points you need to keep in mind:

  • Keep track of existing relationships and leads
  • Find the right people and companies efficiently
  • Always prioritize the right prospects, companies, and sales activities

There is also a useful LinkedIn sales prospecting tools that allow you to prospect smarter:

  • Real-time Sales Update
  • Lead Recommendations
  • TeamLink
  • InMail
  • CRM Widget
LinkedIn Teamlink

LinkedIn is every salesperson’s most valuable sales prospecting resource. With these tips and core factors in place, you can naturally ensure long-term success.

Empowering Your Sales Reps During Trying Times

Sometimes we experience some trying times and it starts affecting the various areas of our lives, especially in our business.

In difficult times, you wouldn’t want it to specifically affect your sales.

Here are some tips to help you empower your sales during these times. 

Ensure You Get Leads

Without leads, you won’t have sales. 

So, it’s important that you’re more diligent than ever in your lead generation. The process can be quite tedious, hence lead generation services providers put much effort into ensuring that the leads they get are relevant.

Provide Updated Materials and Resources

Don’t stop producing content and make sure that your existing content gets regularly updated especially for ones that include data that needs to be updated. 

It’s not Always about Selling. Build Relationships

As important as it is to sell, you also have to ensure a strong business relationship with your prospects as well.

Stay Connected

Staying in constant communication with your prospects and clients is even more important now than ever. 

Uncertain times call for improvised measures and constant readiness.

4 Must-have CRM Features and Tools for Remote Sales

CRM is an essential part of any sales team, and if you’re working remotely it becomes even more important to have the right CRM features to help you stay on top of things.

With years of practice as a lead generation services provider, we know that CRM is definitely a game-changer and could be of big help for companies in reaching their goals. So if you’re working remotely, here are some CRM features to look into.

Easy Meeting Scheduling

Make setting appointments and meeting with your clients and teams.

Hubspot’s free Meeting Scheduling Software is a great tool to help you stay productive while efficiently scheduling meetings. 

Connected to Your Forms

Form submissions should be connected to your database so that you can further manage your leads using your CRM tools like lead scoring, reminders, automated nurturing, and more.

Automated Lead Nurturing

Automated lead nurturing is a great way to supercharge your communication with your prospects.

Integrates well with 3rd-Party Tools

Don’t shy away from adding 3rd party tools into your existing CRM to maximize your reach and productivity. 

Working remotely shouldn’t be complicated and inconvenient as long as you’re equipped with all the right tools and features.

Hit a Sales Home Run While Working From Home

If you are working in sales and working from home, it can get a little complex and more challenging than usual. There are many things that you have to be prepared for when working from home aside from a stable internet connection and a comfortable nook in your house that you can call your office.

So, in this blog post, we are going to discuss the different ways you can hit sales home runs while working from home.

Nurture Prospects with Content

We always emphasize the importance of making content as it is what keeps prospects and clients coming back and checking into your platforms.

Whether you have a creative team that you constantly collaborate with or you make your own content, it’s important that you’re consistent with it. 

Keep in mind that the content you produce should be a balance between it being educational, creative, and entertaining. Your audience will be more likely to get attracted to content that directly addresses their pain points and provides them with solutions in an efficient yet entertaining way.

Related: 5 Types of Interactive Content and How They Can Boost Your Engagement

Relationship Focus

If there is one thing you learn from working in sales is that it’s all about relationships. Your success heavily depends on nurturing your existing clients while at the same time acquiring new ones. If your company already has a good relationship management system, make sure that you also explore all the features it offers and takes advantage of them as you work on your own. If your company doesn’t have one, though, don’t fret. Explore and try to look at different types of CRMs that fit your needs the most. Believe it or not, there are many great CRM tools out there for an affordable price. 

Leverage Video Conferencing

There are countless free video conferencing tools available at our disposal. It’s all about finding which one suits your needs the best. When working remotely, it’s important to regularly keep in touch with your teams and set virtual appointments with your prospects.

Related: Top 5 Sales Tools for Your Work From Home Setup

Find Untapped Market

In this age of technology and the internet, there are new platforms constantly on the rise and audiences engage heavily with a business that took advantage of those platforms first. The only thing is that few businesses actually take the chance to jump onto the chance of taking that first-mover advantage and invest their resources into these shiny new things. We suggest that you constantly search for new marketplaces popping up, do your research in order to be one of the, if not the first one to tap into it.

Related: The Best Lead Generation Tactics for Tapping B2B Niches

Takeaway

Working remotely or working from home has its advantages and at the same time, its challenges especially when working in sales. The beauty is that we live in a technologically advanced time where we have numerous tools at our disposal. We hope that these tips help you get the most out of your working-from-home experience.

Top 5 Sales Tools for Your Work From Home Setup

Businesses across the world are adopting flexible remote work options for their employees. 

With the beauty of collaborative technology, shifting o a remote environment should be a breeze. 

For those working from home, here are some top sales tools to complete your setup. 

Video Conferencing

Meetings face-to-face are still possible from home by using the right video conferencing tools such as Zoom.

File Sharing

Sometimes files, especially large ones, don’t work too well over email which is why having a file-sharing tool such as Dropbox is important.

Messaging

It’s important to stay connected with your team and even more with your clients, and Slack is a great tool for it.

CRM

HubSpot is a great CRM tool that helps you achieve top contact and lead management all while also helping you improve your customer list and interaction.

Tasks Management

Staying on top of all your projects and tasks can be overwhelming especially when there are too many of them, which is why we recommend a good task management tool such as Trello.

Working from home has its share of challenges but with the right tools, it will make everything easier.

4 Warning Signs that You Need Help with Lead Generation

Lead generation is the fuel that makes our businesses grow. 

While some have already figured out the right strategy for them, others are still in denial that they need to hire a lead generation service. 

So, what are the warning signs?

Lack of Skillset

If you don’t have the skills to nurture even after their purchase.

The goal is for them to repurchase and become loyal customers.

Lack of Tools

Do you feel like you and your team are constantly on your feet but not getting any work done.

If yes, don’t be surprised if you have a tired that’s not just tired but also less productive and efficient. 

This means you need to equip yourself with the right tools.

State of Sales

A decrease in your sales is an indication that you’re running out of leads. 

Hiring lead generation experts help save your company from decline.

Running Out of Fresh Ideas

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Have you seen these signs manifest already?

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Winning High-Value Accounts with Multi-Channel ABM

Video transcript:

Andrew heads sales at a B2B tech firm.

His team leverages multi-channel ABM (Account-based marketing).

With this approach, Andrew’s ABM program is on a winning streak…

  • Targeted 6.3x more tier 1 accounts
  • Booked 17x more meetings
  • Grew pipeline value by 8x

How?

By connecting with the right stakeholders at the right time with the right touch

Step 1: Identify

Andrew’s team picked their most promising accounts and mapped org charts for each.

Step 2: Expand

They then researched each contact to build detailed profiles.

Step 3: Engage

The team then reached out to contacts via different marketing channels and personalized messaging.

Step 4: Convert

They turned contacts into opportunities using a cadence of touches.

In short, multi-channel ABM sets the stage and opens doors for Andrew.

The Building Blocks of a High-Impact MarTech Stack [VIDEO]

In April, Chiefmartech.com’s Scott Brinker published the much-awaited 2018 edition of his Marketing Technology Landscape Supergraphic. Among other things, the chart showed a vibrant but dizzying rate of growth for the field of MarTech:

  • 6,829 solutions (up 27% from 2017)
  • 6,242 different MarTech vendors
  • 49 MarTech software categories

For marketers looking to build or maintain their tech stacks, those figures can seem very daunting. In fact, more than a quarter (26%) of organizations rank choosing the right MarTech solution as a key challenge.

So, how do you find the right MarTech tools for you underneath all the mountain of possible options?

The secret, says Mary Wallace at MarTech Today, is to understand that putting together or optimizing a MarTech stack is an evolution, not a revolution. You start out with a core set of capabilities that support your current strategy, and then gradually expand your stack as the need arises.

That’s what we explore in this short video. We take a look at seven essential categories of MarTech tools that you need to seriously consider as part of your stack:

  1. Digital Marketing Tools
  2. Direct Outreach Tools
  3. Content Experience Platforms
  4. Customer Relationship Management (CRM)
  5. Marketing Automation Platform (MAP)
  6. Analytics Software
  7. Collaboration Tools

Related: Not Just an Address Book: 4 Hacks to Turn a CRM into a True Sales Tool

A marketer can include any number of specific technologies under each category based on the complexity and requirements of their marketing process.

The crucial thing to keep in mind is that all the parts of a MarTech stack need to be seamlessly integrated with one another. Data must flow uninterrupted from one tool to the next. Otherwise, you’ll simply end up with a stack of disparate solutions, instead of a fine-tuned MarTech stack.

In short, each tool must be able to talk and listen to the rest of the components.

Still, identifying the MarTech building blocks for your own specific use case can be a difficult challenge to overcome. Adestra’s Ryan Phelan gives out five helpful tips to help you make sense of today’s bewildering MarTech landscape:

  1. Stick with what you need to have, not what’s nice to have
  2. Make sure all stakeholders give the greenlight
  3. Ask industry advisors and consult independent sources
  4. Develop a methodology for evaluating potential tools
  5. Know the specific outcomes and assign the right KPIs to measure it

At Callbox, we run marketing campaigns powered by our marketing automation and CRM tools which can easily integrate with your MarTech stack and workflow. Give us a call today, and let’s find out how we can work together.

The 5 F’s of Data Hygiene for Deeper Sales Conversations [VIDEO]

Data is the new oil.
Without it, your sales engine stops running.

Like oil, data needs to be refined.
Or else, it won’t fuel your sales machine.

The problem is that B2B data has a very short shelf life.

  • 24% to 36% of your CRM data decays each year Tweet this!
  • 25% of sales contacts are invalid at any given time

Poor data causes reps to waste 27.3% of their time,
and ends up costing you 12% of revenues.

The good news is that,
by following a few simple data hygiene best practices,
richer data-driven sales conversations are always within your reach…

Learn how to Utilize a Data-Driven Approach to Generate Technology Leads!

#1 Find out what’s wrong

  • Start with a thorough audit of your CRM
  • Interview key data handlers and users
  • Identify what types of errors and potential issues you encounter

Related: Not Just an Address Book: 4 Hacks to Turn a CRM into a True Sales Tool

#2 Fix what’s broken

  • Validate data entry errors and typos first
  • Research and update inaccuracies like phone numbers, email addresses, etc.
  • Define rules for merging and removing duplicate records

Related: Symptoms of an Unhealthy Email Marketing List (and How to Clean It)

#3 Fill missing values

  • Use the main company phone number as a placeholder until you obtain a direct line
  • Infer email addresses from common company-specific email patterns
  • Populate empty fields with data from publicly-available sources and third-party providers

#4 Fit data together

  • Follow standard naming conventions for contacts and businesses
  • Make sure to use consistent abbreviations and punctuations throughout a column
  • Create formatting rules for categorical fields (e.g., job titles, industries, etc.)

#5 Feed into a data management process

  • Plan for each stage of the data lifecycle (from collection to removal)
  • Automate as much as you can, but keep humans in the loop
  • Farm out a specific task when you don’t have the resources to do it in-house

Related: Is Bad Data Hitting You Hard? Here’s How to Roll with the Punches

Keep in mind that data hygiene is a continuous process, not a one-time thing.
Always go back to the 5 F’s:

  • Find

  • Fix

  • Fill

  • Fit

  • Feed

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

Do you want more leads, opportunities, and sales?  Talk to an Expert!

Dial 888.810.7464 | WhatsApp +65 8232 2417

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

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Hit a Sales Home Run While Working From Home

5 B2B Email Marketing Goals that Make or Break Results [VIDEO]

Email remains the Swiss Army knife of B2B Marketing.

It does a lot of things,
and it does them really well.

But email’s performance is only as good as your goals.

Let’s understand the
5 essential B2B email marketing goals,
and learn why you need to focus on each of them.

#1 Connecting with new prospects

Emails are ideal for starting relationships with potential customers.

They enable personalized touches at scale.

That’s why 13% of B2B leads come from this channel.

Related: A B2B Guide to Winning New Customers and Repeat Business [INFOGRAPHIC]

#2 Nurturing leads and opportunities

Emails play a key role in keeping leads engaged throughout the sales cycle.

They help deliver compelling content at each stage of the sales process.

51% of B2B marketers personalize lead nurturing through email segmentation.

Related: Value Your Leads: Lead Nurturing Best Practices to Boost Conversion

#3 Automating response to specific triggers

Emails provide a personalized way to automatically respond to lead activity.

They make your entire marketing automation process run smoothly.

B2B marketers who implement email automation boost their sales pipeline by 10%.

#4 Promoting exclusive offers

Emails work well at promoting free trials, discounts, and special offers.

They let you match relevant offers with an interested audience, boosting conversions.

In fact, 66% of online purchases resulted from an email.

Related: Marketing and Transactional Emails: How to Leverage Both [VIDEO]

#5 Closing sales deals and providing post-sale follow-up

Emails can help sales reps close deals and encourage repeat purchase.

By providing reps with an extra layer of touchpoints, emails shorten the sales process.

Between 31% to 59% of B2B marketers believe emails have the biggest impact on revenues.

Now that you know which goals to focus on, keep in mind that…
a goal without a plan is only a wish.

Related: 4 Email Closing Lines That Close Deals (Backed by Concrete Results)

Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]

Telemarketing still pretty much remains a numbers game.

To deliver results, calls need to be made at scale.

Not convinced?

Let’s do the math…

Let’s say your funnel looks like this:

15% of contacts you reach are decision makers
25% of decision makers contacted become qualified leads
50% of qualified leads become sales-ready

If you want your reps to meet 20 opportunities,
you need to call up over 1,000 prospects.

Keep in mind that’s all based on some pretty decent conversion rates.

If those percentages go down,
you have to call more contacts to hit your targets.

That’s why you need volume to get results.

To manage and improve sales call volume,
keep a close eye on these 4 crucial metrics…

Humanize your marketing automation and lead nurturing process. Learn more on Lead Nurturing: The Callbox Way.

#1 Calls Per Hour

  • This shows you the average rate an agent/rep places calls.
  • High calls-per-hour numbers are generally a good sign.
  • But when this metric is too high, it indicates low-quality conversations.
  • So, don’t look at this metric by itself.

#2 Average Call Length (Average Talk Time)

  • This indicates how much time an agent/rep usually spends on each call.
  • You want to keep average talk times below some threshold.
  • But very low call lengths can also mean low-quality conversations.
  • To understand this metric, also look at script complexity and amount of admin work required.

Related: 5 Data-backed Tips for Better Phone-based Sales Presentations

#3 Occupancy Rate

  • This is the ratio of time spent on calls versus time spent between calls.
  • It tells you how efficiently agents/reps use their time.
  • Occupancy rates greater than 1 indicate agents are spending more time calling than not calling.
  • If it’s below 1, it means something is keeping an agent preoccupied between calls.

#4 Calls Per Record

  • This shows how many times an agent/rep dials a record, on average.
  • It tells you how persistently agents pursue each contact.
  • Keep in mind that it takes up to 18 touches to reach a lead.
  • So, always be sure this metric is flashing on your dashboard.

Related: 5 Winning Sales Cadence Examples (and Lessons to Draw from Them)

To start managing your sales call volume, keep track of:

  • Calls per hour
  • Average talk time
  • Occupancy rate
  • Calls per record

Reach the right prospect at right time. Learn more about SMART  Calling!

SMART Calling: What’s the Edge?

Nurture your leads today and improve your sales numbers! Dial +1 888.810.7464

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