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The LeadG2 Blog

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6 Steps to Create Call Scripts that Don’t Suck

Posted by Dean Moothart

June 14, 2017

 

The telephone is still a powerful tool that can be used effectively in the sales process. Sales and Marketing organizations can leverage technology to generate traffic to their website, capture leads, qualify leads and even nurture long-term opportunities. But in most cases, you still must eventually have some human interaction to build customer relationships and close business. That human touch typically starts with a telephone conversation and it’s not unusual for an entire sales process be completed over the phone. 

Using a telephone conversation to accelerate the movement of an opportunity through the sales funnel is both art and science. Unfortunately, salespeople have traditionally relied too heavily on the art of conversation. Many people mistakenly believe that their “gift of gab” and “bubbly personality” is enough to carry the day. Too often, this attitude leads to sales people who are just “winging it” and “shooting from the hip.”

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Topics: inbound sales, cold calling

Why Your Sales Process is Slow and How to Make it Faster

Posted by Alan Vitberg

June 7, 2017

In the work we do with media companies, staffing firms, and other professional service businesses, two topics consistently appearing on our clients’ radar screens are how to accelerate prospects’ movement through their sales pipeline and how to close more sales, faster.

There are basically two areas we focus on as causes for a slow sales process.

First, we look for key infrastructure that may be missing or misused or underused. This can range from lack of sales training programs to missing technology like a CRM or marketing automation platform.

Second, we look at micro-level factors focused mainly on how the firm engages with prospects on a one-to-one or customized level. We know to a high degree of certainty that if a firm is using a one-size-fits-all approach to closing a sale, then a more customizable approach may be just the ticket for reaching sales goals quicker.

In this post, I’ve summarized what's holding you back from making your sales process faster.

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Topics: inbound marketing, sales process, sales enablement, inbound sales

Sales Content that Helps You Make More Sales

Posted by Dean Moothart

May 12, 2017

Are you asking your sales team to perform with one hand tied behind their back or blindfolded? Maybe you’re not hindering their ability to sell to that extreme, but many organizations are creating unproductive environments when they don’t provide their sales teams with the resources they need. Often the scarcest resource of all is content the sales person can use to at various stages of the sales process. Research indicates that sales reps can spend up to 30% of their day looking for or creating content (KnowledgeTree). It’s getting more and more challenging to capture the attention of a prospect; uncover a need and opportunity; demonstrate value; and maneuver through the increasingly complex decision-making processes of our prospects. Having the right content to share with a prospect in just the right format and at just the right time can be invaluable.         

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Topics: content strategy, inbound marketing, Sales, inbound sales

How Many Times Should I Follow Up With an Inbound Lead?

Posted by Dani Buckley

March 3, 2017

As with most marketing and sales questions, there is a short and long answer to this question. The short answer is: as many times as it takes. The longer answer isn’t quite so black and white.

Let’s start with exploring why someone would ask this question in the first place. What I’ve found in my many years, working with companies of all shapes and sizes, is that there is a natural inclination to treat inbound (or website or marketing) leads very differently than prospects identified and cultivated by individual salespeople. This is especially true for those industries that still rely heavily on cold calling.

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Topics: lead nurturing, inbound marketing, danibuckley, inbound sales

Anatomy of an Effective Sales Voicemail

Posted by Dean Moothart

December 26, 2016

For anyone who spends any time at all prospecting for new business it’s no secret that it’s getting more and more difficult to get a decision-maker to answer a call.

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Topics: deanmoothart, inbound sales

Inbound Marketing: The Gift that Keeps on Giving

Posted by Brian Hasenbauer

December 23, 2016

Regardless of which holiday you celebrate this holiday season, most if not all holidays have one thing in common. The tradition of giving gifts and presents! The giving of a gift to celebrate the holidays is something that is very special to both the gift giver and the receiver. It’s something that should be remembered throughout the entire year and hopefully for years to come.  

As the father of a 7-year-old and an 11-year-old, I know how important gifts are for any occasion and how much time and MONEY we spend on getting them exactly what they want with the intention that they will cherish our gifts and play with them for hour upon hour for years to come. However, as their rooms which are full of seldomly-used toys indicates, this is often not the case. It’s usually more true than not that, even though we get them exactly the gift that they wanted so bad, it’s often forgotten a few weeks or even days later.  

What if there was a gift that you knew they would play with and it would return countless hours of fun over the years? Wouldn’t that be a better investment than the latest shiny object (like a Hatchimal) that will be soon forgotten after the holidays?

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Topics: inbound marketing, brianhasenbauer, inbound sales

Fundamentals of Inbound Selling for Staffing Agencies and Recruiting Firms

Posted by Alan Vitberg

December 7, 2016

Do your sales processes align with how prospects buy?

When it comes to securing new accounts, the Internet has turned the buyer-seller relationship on its head. Yesterday, buyers depended on sellers for information. Consequently, sellers had an upper hand in structuring and guiding the sales process.

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Topics: Buyer's Journey, staffing+recruiting agencies, inbound sales

How to Improve Your Inbound Marketing ROI by Educating Your Salespeople (and Our Course to Help!)

Posted by Dani Buckley

November 10, 2016

The most important role I have as a Consultant at LeadG2 is helping ensure my clients see ROI from their inbound marketing investments. However, as with all marketing investments, there are many variables that can get in the way of this. It's our job, as leaders in this industry, to figure out how to work around those obstacles and still ensure success. 

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Topics: lead generation, inbound marketing, danibuckley, sales and marketing alignment, inbound sales

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