Today I’d like to talk a bit about lower-tier accounts (as a part of your sales territory strategy) and what, if anything, you’re doing to target them. A normal scenario is that you’re an enterprise outside rep or an inside sales person and you’re responsible for a certain number of accounts. You have …
How to Prospect Lower-Tier Accounts in Your Sales Territory Read More »
Do you have trouble identifying which companies are visiting your website? In this targeting website visitors video, I walk through how to figure out which companies are visiting your website using IP Tracking Software, and how to setup outbound marketing campaigns to set up meetings with those organizations.
Let’s take a minute to talk about the fundamentals of designing cold calls as a part of outbound marketing campaigns. Lots of people nowadays say cold calling is dead, which I think is just a cheap tactic to get headlines. There are certain aspects of cold calling that are dead, however. Things like …
Today I’d like to talk about the sales stack, and outbound marketing software that helps manage multi-touch campaigns. This software is something inside or outside sales people need if they have any kind of responsibility with prospecting or outreach to customers. With a lot of my clients I work with, I find that …
A multi-touch campaign consists of multiple touches happening over a period of time during an outbound marketing program. For example, 6 to 8 touches over a 20-day period using a mix of contact methods (email, call, social media, mailers, etc.). My favorite way to start a multi-touch campaign is something that works really …
B2B Email Marketing – How to Start a Multi-Touch Marketing Campaign Read More »
One of the most effective ways to find leads from an outbound marketing perspective is to set up a multi-touch outbound marketing campaign. Lots of people send random emails or one-off calls without following up or doing it in a specific series. Multi-touch means utilizing a specific series. For example, you may decide …
Building Multi-Touch Outbound Marketing Campaigns Read More »
Designing Inside sales training can be a complex, intricate topic. For it to be beneficial, it must be designed in an effective and strategic way. Within this overview, we will cover some of the key steps to designing successful training programs, specifically inside sales training. With the rise in platforms such as Youtube, Linkedin, and …
The problem Anyone working in sales has heard time and time again how important it is that they prospect. When you talk with VPs of Sales, one of the most common complaints you’ll hear is that their salespeople aren’t finding enough opportunities. More frequent issues are that marketing is providing no leads, or the leads …
Sales Prospecting – Why Salespeople Don’t Prospect Read More »
Below is a detailed guide of how to build B2B email and call lists via outbound marketing and inbound marketing. List building and management are absolutely critical steps to delivering predictable pipeline and revenue. A detailed strategy to build initial lists, as well as ongoing list development is important – very, very, important! …
I recently went through a demonstration of insidesales.com’s newest product, Playbooks – a major player in the outbound marketing software space. As most people know in the industry, insidesales.com is a leader in inside sales technology. The insidesales.com core platform started as a power dialer but they are quickly adding on incredible new functionality. The …
