A salesperson’s schedule is very hectic, we all know that, but no matter what by the end of the month we have to hit our targets. Only closing counts, which means that all your efforts are worthwhile only if you managed to score a deal. But what if it takes too long and if your…
10 Closing Mistakes That Could Cost You a Deal
Closing is, undoubtedly, the hardest part of the whole sales process. Even the best salespeople have to try hard and invest a great deal of effort into getting their prospects to seal a deal. The math is simple: no matter how much time you spend romancing your potential customers, the only thing that counts is…
From a Cold Lead to A Hot Deal: How to Automate Your Way Through the Sales Process
Believe it or not, but sales reps spend only 36.6% of their time selling! Isn’t it ironic that instead of calling their prospects, following up with them, nurturing them, closing deals and, you know, doing what they have been hired to do, they have to put in a lot of time into administrative, menial work…
5 Most Important Email Metrics You Should Track and How to Improve Them
OK, so far we have established that email marketing is still huge and that its importance hasn’t been diminished by social media and other communication channels. For example, consumers who decide to buy an item marketed through email spend 138% more than those who don’t receive email offers. But before you can enjoy the benefits…
How to Create an Ideal Customer Profile and Buyer Personas for Your Business
Believe it or not, but even some business professionals tend to mix these two important concepts and use them interchangeably. However, despite being seemingly similar, ideal customer profiles and buyer personas are very different, but the point is that you need both in order to effectively advertise and sell your products or services. These two…
How to Slice Your Contact Database and Segment Your Email List for the Best Results
Your database is packed with relevant leads and yet your open and click rates aren’t exactly something to brag about, while your bottom line has hit the rock bottom. Is it possible that those who claim that email marketing is dead are actually right? The answer is no! Still, even the stat about 59% of…
Why It’s Important to Keep Your Database Clean and How to Do That
Did you know that 66% of people change their job every year? In addition to that, almost 20% of addresses and 18% of telephone numbers change every year. We can sum it up by saying that customer data decay at a rate of 30% per year. Here’s another shocker: in the B2B industry, the situation…
How to Create an Effective and Memorable Email Signature
Creating a good email signature is usually the last thing on your mind when you simply want to communicate a message via email. How hard can it be, you ask yourself. I’ll put my name, title, email address, phone number, and that’s it. But, things aren’t so straightforward as they might seem. We’ve already discussed…
How to Master the Fine Art of Creating Effective Call-to-Action Buttons
Click. This sound is music to marketers’ ears as they eagerly wait for conversions. How to entice visitors of your site into clicking the CTA button and purchasing your product or service? Now, that’s the million-dollar question. You don’t want their mouse cursor hovering over your call-to-action hesitantly. Never underestimate the power of an effective…
5 Rules for a Successful, Non-Pushy Follow-Up
Cold calling is at the top of salespeople’s hate list, that’s for sure, but it seems that following up holds second place. However, statistics show that 80% of sales require 5 follow-up phone calls after the initial contact (Source: The Marketing Donut), and yet a whopping 44% of salespeople give up after just one follow-up…
