Sales Checkup: Out with the old, in with the new!

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Are you behind your sales goals or do you think you will finish the year sharing bottles of champagne with your CEO?

The first six months of 2016 have flown by so fast and it seems it was just yesterday we were building our 2016 KPIs, objectives and strategizing our action plan to achieve them.

Sales leaders are not paid for setting the goals! Achievement is the key, that’s why your company is paying you for and it will determine your level of commission.

 

Sales top performers use extensively mid-year check-ups regarding their accomplishments, objectives and unforecasted challenges they had to face during the last six months in order to perform better for the next half year. The check-up is not and should never be a punishment, blame, or excuse; but has to be seen as a renewal, correction, or replacement.

 

A methodology, so call 4-R Goal Review, has recently emerged in order to transform your mid-year check-up into a very productive and efficient strategy sales road map.

 

  1. Review

Take a deep look into the executed actions, the used metrics, and behaviors. Review and identify strictly and impartially if they are on track, or not! For each goal: Renew, Revise, and/or Replace.

 

  1. Renew

If your objective is still relevant and your action plan is still applicable then ask for renewed commitment, time-frame, and activities toward the objective. Renew the compensation that will be received when the goal will be achieved.

 

  1. Revise

If the objective is no longer achievable or the plan needs adjustments, revise. Ensure the target objective set up today is realistic according to the actual environment and by taking into consideration the issues faced during the first half year.

 

  1. Replace

If the objective does not make sense anymore for the company, remove and replace it by a new one. The new objective has to be meaningful, timely, and specific for the targeted business.

What’s next?

  • Schedule immediately a joint monthly 4-R Goal Review for the remainder of the year.
  • Celebrate objectives achieved and progress toward the rest.
  • Commit to the support or resources needed to achieve new objectives such as training, tools, marketing support, and so on.
  • Make your objectives as transparent as possible and determine how to keep them visible.

Schedule now the time for this sales mid-year checkup with your team and you’ll be celebrating December 31st with the highest bonus.

5 Sales Bloggers Every Sales Reps Should Follow – Part 2

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After Episode 1

Who is Disrupting the Sales Industry?

In this second episode we will focus again on sales bloggers who are revolutionizing the sales process and methodology and pushing the research in this specific field. Salestools.io – Outbound Sales Acceleration is always looking for new processes and features, develop by sales researchers, to help its valuable customers to hit their quota!

 

Episode 2: 5 Sales Bloggers Every Sales Reps Should Follow

Matt Heinz

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Very prolific author and sales blogger Matt Heinz has more than 15 years of marketing, business development and sales experience from various organizations in different industries with diverse sizes.

He always delivered remarkable results in terms of greater sales, revenue growth and customer loyalty.

The sales process Matt Heinz defend and promote is very simple and efficient. First you have to determine what is your objectives & what is your success. Second build a crystal clear customer profile. Third map your sales and buying process using the following scheme Pain – Solution – Objective. Fourth score your leads, execute and build relationship.

Matt’s company, Heinz Marketing, is specialized in strategic customer acquisition and retention strategy and execution.

Visit www.heinzmarketing.comTwitter: @HeinzMarketing LinkedIn: mattheinz

 

Geoffrey James

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Famous sales contributor at Inc.com, Geoffrey always offer a very sharp and original point of view on business in his articles. Quite provocative, his vision of sales best practices has emphasized the decreasing importance of cold calling in today’s society in his famous “Cold Calling is a Waste of Time” article in Inc.com. Indeed he highlights that prospects and decision makers have changed their behaviour while receiving a call from someone they don’t know which has turned cold calling into an inefficient sales process in comparison of emails. If you’re looking for a sales management blog that propose original content and gets straight to the point, Sales Source is for you!  

Visit Sales Source Twitter: @Sales_Source  LinkedIn: Geoffrey James

 

Jill Konrath

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Jill Konrath is a multi awarded sales speakers and bloggers by top rewards websites such as TopSalesWorld, OpenView Labs,  InsideView, etc. Sales management is her field, “sales effectiveness” and “agile selling” are her keywords. In Jill’s blog, she highlights the “How-to” process of selling. If you need advice about how to prospect, start sales relationship, handle objections, or lead a demo, her blog is the place to be. Moreover she emphasize the “smart” way of selling using different methodologies and tricks (monotasking, prioritizing, connecting,etc.).

Visit Jill Konrath Twitter: @jillkonrath  LinkedIn: Jill Konrath

Lori Richardson

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Lori is the CEO of Score More Sales and is recognized on forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori Richardson  has always emphasized the multifaceted (email, phone call, referrals, social media,etc.) approach of B2B sales prospecting. Moreover sales prospecting planification is the key to perform in your sales job! So when you arrive the morning you should know exactly by what you start, what’s next and what you do later on. No improvisation, only planification. Lori has accumulated a large knowledge about sales and provide very high quality tips on her blog. Very recommended blog.  Visit: www.scoremoresales.com Twitter: @scoremoresales LinkedIn: scoremoresales

 

Dave Stein

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Dave stein has a really untypical profile. First he got graduated in music and then switch to computer science. He founded & run the ES Research Group, the Gartner of sales training, for 8 years. Dave is now leading sales acceleration-related projects with IT companies he has invested in. His major book is certainly Beyond the Sales Process (2016) in which he highlights the best practices of 3 steps sales process (before, during and after sales). His main idea is a successful sales campaign has to start by a good understanding of the prospects and very good pre-qualification of leads. During the sales stage, sales reps has to build a trusted relationship with their prospect. The after sales stage is dedicated to nurture relationship, get feedback and find new potential needs, in current customers, that could be solved by the actual product linkedin for sales prospecting.

Visit: www.DaveStein.biz Twitter: @davestei LinkedIn: davestei

Episode 3 is on track, but you will have to wait to see who will be highlighted!

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Ultimate Guide To Set the Right KPIs for your Sales Team

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Identifying & creating sales Key Performance Indicators (KPI) for your team is like looking for the right diet: Everyone claims to have the greatest one! Setting up KPIs for your sales team is highly subjective, same than following the right diet, and has to rely on various metrics.

Instead of  highlighting the “Top 5 best KPIs”, I will emphasize the different metrics your sales team can play with. Then you are free to determine the right KPI according to your strategic goals. In order to help you with some examples, common sales KPIs will be listed in Part 5.

The real question is what’s right for you? What sales metrics will help you achieve your company goals?

IDENTIFY THE RIGHT KPIS

Start with the big picture

What are your company-strategic goals? Revenue? Growth? Customer acquisition? Customer Retention? On average, businesses have a main objective with one or two second goals that provide context and support to the first one. In skyrocket growth startups, everyone in the company know by heart those goals which help them to work altogether in the same direction. Here an example of 1st and 2nd goals for a SaaS company:

  • Main goal: Increase growth by X%
  • Supporting goal: Increase Customer Acquisition 10% month over month

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Go Deeper

To reach your objectives you have to break down them into more sales specific goals according to specific metrics. You need to find out which sales metrics will help you to measure & track step by step your main and second goals. What sales objectives will help your company reach their overall goals?

Sales Specific Goals

  • Main sales goal: $ Monthly Sales
  • Supporting sales goal(s): % growth month over month

Common Contextual Metrics to Determine Sales Goals

a. Average Sales Cycle Length

Represent the amount of time from your first contact with a prospect to closing the deal, averaged across all won deals.

STEP 1 

Sum (#) of days from 1st contact to customer conversion for all deals = Total (#) of days for all sales

STEP 2  

Total (#) of days for all sales combined / (#) of deals = (#) of days for Average Sales Cycle

b. Activity Per Rep

Activity Per Rep is the total number of tasks a sales rep completes in a certain time period.

Add (#) of activities completed for each rep for certain time period (daily) = Total (#) of Activities Per Rep (daily)

c. Average Follow up Attempts

Average Follow-up Attempts is a metric that refers to the average number of tasks your sales reps do to close a lead (Win or not).

Total (#) of Follow-up Attempts / Total (#) of Leads = Average (#) Follow-up Attempts Per Lead

d. Average Purchase Value

Average Purchase Value is the average amount spent (in a single transaction) for your product or service. APV can be calculated based on the value of the contract, annually, monthly, weekly or daily value depending on your business model and the length of contracts in average.

Total ($) Value of Orders / (#) Orders over a Defined Period = ($) Average Purchase Value

e. Lead Response Time

Lead Response Time is the average time a sales rep need to follow-up with a lead after it got identified as a lead (submitting a form, downloading an ebook, etc.). This metric get more meaningful if it is calculated by lead source since the warmer a lead is the more important it is to follow-up quickly.

STEP 1 

Time/date of new contact – time/date of follow up = (#) of min/hrs/days to respond

STEP 2  

Sum of (#) min/hrs/day to respond for all contacts / (#) contacts = Avg (#) of min/hrs/days to respond

More Contextual metrics

  • Average deal size ($)
  • Average sales cycle X days/weeks/months
  • Cost of sales ($)
  • Opportunity win rate (%)

KPI focus on Action

Use the goals and contextual metrics you have outlined in step 3 and spread targeted one to your team according to what they need to reach their goals. The best practice to determine which goals and metrics can be leveraged is to go backward.

First determine how many leads you need to reach your target. Based on that, how many opportunities should be in your funnel? How many calls/emails/meetings are required? How many leads the marketing department needs to generate according to that number? Keep drilling down until you have a deep understanding of the key tasks driving your revenue.

Funnel flow:

  • (#) of wins
  • (#) of deals/opportunities
  • (#) of sales qualified leads
  • (#) of marketing qualified leads
  • Funnel Volume vs Goals

Funnel Volume vs Goal compares the number of leads in your sales pipeline to targeted goal (number of leads required to realize the quota). It’s a complex KPI consist of a mix of sales metrics – one for each stage of your sales funnel.

STEP 1  

Determine each level in your sales funnel.
Here the 3 most common stages:

Marketing Qualified Lead (MQL)

Marketing Qualified Leads (MQL), are individuals who have shown a higher interest than other leads, but are not enough ready to fully commit.

Sales Qualified Lead (SQL)

Sales Qualified Leads (SQLs), are individuals that your sales team has recognized as ready for a direct sales follow up.

Closed Deals

Closed deal represent the final stage in the sale funnel and is hitted when the sales rep close the deal with a customer.

STEP 2

Calculate the conversion rate between each level.

    • MQL-SQL Conversion Rate:

(#) of SQLs / (#) of MQLs = (#) MQL-SQL Conversion Rate

    • SQL-Close Conversion Rate:

(#) of Deals Closed / (#) of SQL = (#) Close Conversion Rate

STEP 3   

Measure your goal for (#) closed deals.

($) Monthly Revenue Goal (MRG) / ($) Average Purchase Value = (#) Closed Deals Goal

STEP 4  

Go backwards to measure the Pipeline Volume Goal for each stage.

(#) Closed Deal Goal / (#) Close Conv Rate =(#) Sales Qualified (SQL) Lead Vol Goal

(#) SQL Vol Goal / (#) MQL-SQL Conv Rate =(#) Marketing Qualified Lead (MQL) Vol Goal

Actions required:

  • Send X cold emails
  • Send X follow-up
  • Make X calls
  • Conduct X Demo
  • Send X proposals

Prioritize your metrics 

Not all metrics are necessary, so do a first test using most of KPIs highlighted in step 3 & 4 and then start focusing on 5-8 sales KPIs (both contextual metrics and action metrics).

  • Contextual example: Weekly Sales $ to date vs target weekly sales $
  • Activity example: X cold emails vs (#) sales qualified leads

Here an example of dashboard used to analyze and inform in real time your sales team about their sales performance. 

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Usual Sales KPIs For Sales Executives:

  • Monthly Sales Target ($)
  • Marketing Qualified Lead (MQL) to Sales Qualified Lead(SQL) Conversion Rate
  • Sales Qualified Lead (SQL) to Close Conversion Rate
  • Sales growth vs goal
  • (#) Deals closed vs goal
  • Activity per rep vs Close per rep
  • Average sales cycle
  • Average follow-up attempts

Usual Sales KPIs For AE, BDR & SDR:

  • Opportunity funnel
  • Individual Monthly Sales Target ($)
  • Lead response time
  • (#) Qualified opportunities
  • Individual Sales activity (# calls/emails/meetings) vs efficiency
  • Value of closed deals this month ($) vs targetmadewithlove-01

The Ultimate Guide to Find Out Pain Points of your customers

1In today’s fast and competitive world, hunting your leads isn’t an easy job. What can do a sales rep to have the best outbound sales strategy? Are you present on social media and you have already created a Buyer Persona profile? Kudos! You successfully passed the first level! Next you need to understand pain points of your prospects.

What is a Pain Point?

A Pain Point is a business problem that companies or end customers are struggling with. As a sales person, it is vital to understand the customer pain points in regards to offer a constructive solution and create sales opportunities.

Successful sales rep identifies and explore these pain points from various angles. They always ask themselves these three questions:

– What can be the root cause of their pain?

– Does a solution exist?

– How can I avail this opportunity?

Is every pain – worth a pain point?

Try to be a sneaky guy: Work life example

           If you casually ask someone regarding their pain points, their answers may not be real. For example, if you ask a junior sales reps what’s his biggest professional pain point. He would rather say his “lack of experience” is the major issue. That sounds like a reason, but the truth is that he doesn’t work enough to build the right skills require for his jonb. So experience is not a real pain point.

4 steps process to find the pain points:

  1. In-depth reviews with your sales and support team: During team meetings, clarify with your sales and support teams which issues are facing your customers. Make a list of these problems with the name of the employee who shared each of them with you, to ask further details.
  2. Interviewing clients: Based from the previous findings from your sales head, the next step is to invite your customers for a detailed know how. Interview has to involve customers from all your buyer persona scope. You can ask two kinds of questions: Open ended and close ended questions. Open ended questions will help you to discover new needs and Close ended questions yields more organized and statistical datas which help you to confirm or infirm pain points obtained during employee or customer (open ended questions) interviews.
  3. Client group meetings: A marketing strategy that use group customers discussion to highlights uncover needs or trends. Interviews regarding this group discussion is led by an appointed facilitator.
  4. The 5 Why’s: A flexible management strategy that allows you to open up a meaningful conversation with the customer. In the example given below we show how this process can be used to make the customer talk. Talking leads to the discovery of pains. Pains leads to the Pain Point!

           

           

Here an example of how to work with the 5 why’s process to get the customer talking:

Me: Why you need more trade shows for your company?

Customer: To get more limelight.

Me: Why you need more limelight?

Customer: To make my business reach cloud 9.

 

Me: Why you want to reach cloud 9?

Customer: To make my business successful.

 

Me: Why you want your business to be successful.

Customer: In order to have a good brand image and also have time to do personal stuffs.

 

Me: Why do you want to do personal stuffs?

Customer: Because that makes me truly happy.

How to use the pain points to lock your target while cold emailing?

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  1. Create a list of keywords: Each Pain points can be used for the creation of a related keyword. For example if the customer’s issue is “Security issues with sales management software”, then the keyword can be ‘software security’.
  2. Create a killing subject line: Cold email subject line has to be informational and go straight to the point. Using keywords is key to attract the attention of your prospect. Here 16 cold email subjects that works!
  3. Master the body: First paragraph should again contain your keywords and explain the structure of your email. Another tip is to always ask a related question in the first paragraph of the body to implement the customer in the discussion.
  4. Happy Ending: Adding a call to action at the end of your article is necessary as the purpose of your email is to move your target to the next stage of the prospect journey (usually a call or a demo). It should be simple and direct sales prospecting.

 

Here 3 proven templates our sales team is currently using:

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  • “Let me know if you have about 10-15 minutes this week to schedule a quick call.”
  • “{First}, let’s schedule a 10 minute call so I can share this idea with you. When works best for you?”
  • “When do you have 10 minutes so I can tell you a few other warning signs {{Company}} can look for to prevent churn?”

 

How to Go to Market with a low Sales/Marketing budget?

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  1. First you have to know by heart your Buyer Persona

You might have already a rough idea of who you are targeting and who might be interested by your product. Great but it is not enough! Building, analyzing and improving your buyer persona is key to build a winning marketing/sales strategy with a low budget.

You cannot sell your product everywhere to everyone! The best is to nail your specific niche and then expand your market when you are recognized as a leader.

First thing first you need to fully understand who are your dream customer in terms of demographic, social, professional, needs, goals criterias. Deeper is your understanding, more efficient will be your strategy and higher will be your ROI.

Here a quick process to build your Buyer Persona:

1) Look at similar trend among your existing pool of customers

2) Browse on related groups on social media to determine some general trends

3) Build a form on your website to catch personal informations about your visitors (Use Google Analytics as well)

4) Propose subscriber sign up for free content (personal info)

5) Ask feedback to your sales team about leads

6) Ask your existing customer (interview, phone call, skype, email) for feedback

 

  1. Build Content

Building content is a necessary first step in your marketing/sales process. Without content there is no successful social media strategies. For that create a blog tab on your website and start writing content in relation with your business.

There are 3 types of content:

  • First start writing about tips on “how to” improve processes, methodologies and give valuable tips. This content has to be informational and give a real input to readers. No need to self advertise as those article will be published on your blog and has to sharable by everyone interested in your specific industry. Then later on you will be able to use that kind of content for guest blog posting (offering content to other blogs in regards to drive traffic from other sources).
  • Second start writing about processes & methodologies related to your business by implementing some self-advertisement about your business, product, companies. This kind of content can be publish on external blogs (Disqus, Livejournal, WordPress, etc.)
  • Third content is focus on yourself, your product, your company and your key strength in relation with a  specific industry subject. This content can be share on social media or for social bookmarking strategies (microblogs such as Quora, Reddit, Delicious, etc.)

 

  1. Share on Social Media

Time to make your content alive and spread it to your early community. Without sharing and using social media, your content has no value. The number of views, share, re-tweet, like, etc give the real value of your content. Using social media automation tools such as Buffer is highly recommended as it will help you to schedule your posts, track them, analyze their impact, do some A/B testing and finally improve them.

Sharing on the right social media website is essential to avoid wasting time. Specify on your Buyer Persona which social media networks is the most frequently used and impactful for your dream customers.

  1. Growth hack on social bookmarking sites

Very cost effective new marketing process is to use social bookmarking site to promote your business while answering or commenting related questions/posts of users. Having a successful social bookmarking strategy require the following:

  • The right group with active users who fit your buyer persona,
  • Answers to post has to bring a deep and constructive solution in relation with the question/post.
  • Posts has to be interested for the overall community or subcommunity (pain points, benefits, new trends, news and so on).
  • Posts has to incent the community to answer, discuss and share them

Bookmarking strategies are nowadays very powerful as they offer you a great way to touch a large pool of potential customers, improve your SEO ranking on google while attracting potential inbound leads. Quora, Delicious, Reddit, StumbleUpon are very generic social bookmarking sites but more specific one exist.

  1. Generate outbound leads and start your sales campaign

Now you have knowledge about your customers and you have enough content to attract them on your website. Next step is about contacting those who did not came by themselves on your website. In other word you are ready for hardcore outbound selling!

However before sending any emails or calling, you first need to build a contact list of your dream clients.

For that you first have to hunt on social media and social media groups where your potential customers are. This task is call social prospecting and start to be the way of getting leads for marketing & sales campaigns. Professional social media websites are the most useful one to gain contact info, as users fill their profile with true information and update it constantly.

Then contact info of your prospect has to be exported to a CSV file or CRM to start and manage your campaign. Extracting manually all those data is very time consuming and can be done in a single click using social prospecting software such as salestools.io. Those software will help you to extract contact info of your targeted prospects on social media and export them on any CSV file or CRMs.

When you have a database full of accurate and targeted leads, you can start cold emailing and cold calling with the confidence of someone who have already won prospecting sales tools.

 

6- Hunt review websites & ask for reviews

Having your website on review sites is key to increase your SEO ranking and building your reputation. Nowadays the whole customer journey is based on reviews. Thus having good reviews is crucial to attract new customers.

  • Hunt very professional review websites related to your business and create an account with full details, videos and screenshots.
  • Ask to your happy customers to post a review in exchange of free credits, after sales services, etc.
  • Focus your happy customer reviews on 2 – 3 websites, to have a large number of reviews, and then share your profile on social media.
  • Create company profile on all other review websites to increase your SEO ranking.

 

Salestools tips:

  1. First you have to know by heart your Buyer Persona
  2. Build Content
  3. Share on Social Media
  4. Growth hack on social bookmarking sites
  5. Generate outbound leads and start your sales campaign

6- Hunt review websites & ask for reviews or use our email finder tool.

5 Tips to Master the Sales Voicemail Headache

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Leaving sales voicemail is hard! No doubt. Most of sales reps prefer even to hang up than leaving anything to the scary voicemail. But you SHOULD leave a message and a good one!

Indeed even if you will get a lower response rate with voicemail at least you will receive answers with an highest level of of interest in comparison of emails or other type of message. What you lose in quantity, you gain in quality but at the end you boost your business!

Here the six keys you need to completely master sales voicemails, get high quality responses and skyrocket your business growth.

1) Length: Max 30 Seconds

A perfect sales voicemail should not exceed maximum 30 seconds as most of your prospect don’t have time to listen more than. However you need to give informations about your product/solution and why you are calling, so you need to have at least a 20 seconds message.  

Most cell phones show number of the person calling and the length of the missing call. So if you receive a 1 min message on your voicemail there is no chance you will take time to listen to it. 30 second seems to be more reasonable.

2) Lead with information relevant to the prospect.

Sales reps start their message in a very declarative way! Something like “Hey John, my name is Mike Harper and I work for XYZ Inc.” It seems good, clear and straight to the point but it is not the most effective way to leave a voicemail.

Indeed as soon as the prospect understand the voicemail is a sales pitch from a sales reps, he/she will automatically delete it. Thus the best practice is to leave a relevant thought or question to the prospect. You can start with “I am sure you are struggling with [main issue you are covering] such as [name of their competitors]. We are providing an innovative service/product to companies in your industry to get rid of this recurrent problem.”

3) Ask a different question than what you pose in emails.

If your voicemails and emails messages are exactly the same then you loose the possibility of testing 2 different messages and analysing results. Thus make them different by keeping certain questions for voicemail instead of email.

While both messages has to be customized to specific customers, voicemails has to be ultra-specific. In a voicemail the question you ask has to be so specific that they could never be intended for another listener. The more personal and specific your question/pitch is, the more likely you’ll get an answer.

Example: If you start to have very hard chest pains on a crowded street, and you scream, “someone call 911!” you might get some help but you might not as well! However, if you target one specific person and cry out, “Call 911 for me?” It is certain the stranger you have focused on will take his phone and call the emergency.

The difference is you request specifically to one person in the last circumstance so you placed the responsibility on that person. With sales voicemails: The more specific the question/pitch is , the more responsibility the person feels towards you.

4) Never closing the call in a traditional way.

If you close with a classic “call me back before x” or “please email me on xyz@xyz.com” it will decrease the feeling of responsibility you have tried to build during the 20 first second of your voicemail. Instead just pose your question and end the call there or finish with a very original end.  

 

5) Don’t hang up without leaving a voicemail.

If you’re going to call a prospect, you have to leave a message.

Even if your prospect hang up you have to leave a voicemail. Indeed if you do not leave any voicemail, your prospect will see your number popping up each time you will call and follow up. As they do not receive any voicemail they will automatically recognize your call as not important. If you do record a few messages with the identical ultra-specific question then the prospect will feel the responsibility of calling back because they feel they owe you an answer.

I recommend salespeople start voicemails at their normal tone of voice and then go gradually lower. This trick will suggest that you’re at confident making the call, and also that the call is unusual linkedin integration with salesforce.

 

Salestools tips:

  • Length: 30 Seconds Max
  • Lead with information relevant to the prospect
  • Ask a different question than what you pose in emails
  • Never closing the call in a traditional way
  • Don’t hang up without leaving a voicemail

4 Secrets every startups should know to reach the right influencers

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Social media has revolutionized the way companies approach their customers. In the same time new customer behaviour appears. Number of reviews, number of “stars”, who is promoting this product/service, how many views has the “ad”, are new indicators that help today’s customers to find the right product/service.

One of the crucial point of this social media marketing war is the the amazing importance of influencers in success of most of startups.

92% of customers look for referrals from sources they they trust. When you have in mind this figure you understand the importance of being backed by a niche influencer that promote and reinforce trust into your brand/product/service/solution.

However finding and reaching the right influencer is not easy, and worse is to convince him to bet his social media reputation and his name with your product/service.

BUT if you read fully this article you will then know the 4 secrets to determine, find & persuade the right influencer to follow and back your brand.

 

  1. Determine what do you want: Influencers won’t automatically increase revenue right away. You have to think and strategize for the long run. First build awareness around your brand by using some influencers to spread the right word around your vision, product, team, solution, etc. Then use this new brand awareness to grow your list of subscribers and inbound leads and develop your social media activity.                                
  2. Pick the right one: It is crucial to find the right influencer that match with your philosophy, organizational culture, solution and customer spirits. Find the superstar that your dream clients respect and trust and is connected to your brand in one way. For that you need to really understand your target audience and hunt where they spend their time. Is your dream client on Linkedin, Twitter or Facebook? Is your dream client more sensible of videos, writings, articles, white papers, presentation, infographics? You need to ask yourself that kind of questions to determine which influencers will have the best/important impact on your targeted audience.                     
  3. Find the right contact: Influencers have different sized and different level of interest. First you have to scores and grades each influencer according to a very specific and custom scale. When the scoring and grading step is done you can start prospecting and extracting their contact info. For that you only need to use a modern prospecting tool also call email finder tool that extract contact info of a specific audience on social media websites. The best on the market nowadays is certainly salestools.io or salesfinder.io as they provide up to 80% accurate contact info and make those data exportable to Salesforce, Zappier (+70CRMs) or CSV files.                                                        
  4. Nurture relationship with your influencers: The final step is maybe the most important one as it will help you to build a soft and natural approach. Indeed nothing worse than a cold message. First you need to follow them on their social media profiles, then you can make comments, like their posts and show interest in what they are doing. When the very soft approach is completed you can send them a very personalized email explaining what you are doing and why he/she should engage its reputation with your solution.

If you take the time to build a trustful relationship with your dream clients then the everything is possible, especially for a startup that follow a freemium business or a C2C platform.  Do your homework on the best influencers, generate the right contact info using an email finder tool and then reach out.