"Sales Enablement" Category Posts
More data about customers’ usage can only be a good thing for improving the product and customer communication strategies, but it typically doesn’t help us drive software adoption – to truly do this well, you need a human touch. Ideally this would be somebody who understands both the customer’s problem(s) and exactly how the software can help them overcome the issue. That sounds an awful lot like sales.
Here are the top 3 ways your sales team can help drive software adoption.
For any sales team, there’s nothing better than being handed a batch of freshly qualified leads. But even the best Marketing department can’t tell you everything about who’s picking up on the other end of the line. Lucky for sales, there’s social.
Yes, the title sounds ridiculous…but I promise the story will not disappoint.
I’m going to share how to use social media to generate sales. Social media is, without a doubt, a great marketing channe; however, for many it’s harder to quantify any sales dollar value. In this post I will focus on how I used social media to specifically target and “spear” a lead rather than “casting” nets and gaining likes or followers.
Another post in my “Make It Repeatable” series, this one is about sales and consistently hitting your quota. Sales reps by and large have a lot more going on than the stereotypical used car salesman, and the best ones aren’t lucky. What follows below is a mental model of a pro salesperson and why luck isn’t involved. In hindsight, maybe I should have entitled this post, “In Search of the Probabilistic Sales Rep.”
Developing a clear and consistent brand is always an important step in growing a business. This process usually involves the highest decision makers and a significant amount of budget.
Surprisingly, much of the responsibility to keep the brand message consistent and apparent across all channels of communications rests upon the shoulders of the employees that tend to have the least amount of experience and smallest paychecks.
In case you didn’t catch my debut blog post Best Practices for Hunting Leads, my role at Optify as a member of the inside sales team is to generate new leads for our corporate solutions executives. Using BANT: Budget, Authority, Timing, and Need – the Optify inside sales team and I reach out to prospects and identify an interest, a need, and most important a problem within their business that Optify’s digital marketing solution can solve. Although my role as an inside sales rep isn’t rocket science, or in this case as challenging as the role of a software engineer, there are definitely ups and downs that my team and I go through on a daily and weekly basis.
In marketing and sales conversations, lead scoring is a hot topic these days. I want to review what lead scoring is, what it is not, and some helpful tips to keep in mind as you apply lead scoring to your business.