How To Get Qualified Leads: 5 Proven Techniques Sales and Selling |
- How To Get Qualified Leads: 5 Proven Techniques
- How to get past building security for doctors offices
- Non Responsive Client
- SaaS- Speaking with small foreign company expanding to US about sales leadership role. What should I ask for?
- Just closed the largest deal in my career, and I owe a lot of it to this community
- AE's, how do you prevent prospects from going dormant/disappearing?
- Finding phone numbers, need software recommendations
- Potential sales job, no sales experience!
- Accelerators with Annual Quota
- Transactional Inside Sales in a start-up
- Europe/Netherlands - Know any companies looking for talent?
- Sales should operate under an apprentice type job than a degree then starting kind of job.
- Considering a career change from admin work to sales. Does anyone have some tips? Thank you
- First sales position advice! Transitioning from Consulting to Sales.
- Closed the biggest deal with the toughest client in Asia.
- Reference USA?
- “Still interviewing other candidates” How do you respond to a reply to your thank you email
- I'm not a sales person, and I have a few questions
- Does emailing / replying via CRM/Helpdesk VS directly effect lead conversation rate ?
- good customer
- Not being paid commission
- CRM Membrain experiences?
- Video resume?
- Increased sales by 14% over 2 years
| How To Get Qualified Leads: 5 Proven Techniques Posted: 05 Nov 2019 05:44 AM PST More than 60% of B2B marketers send random leads to their sales team out of which only 27% turn out to be qualified for sales. Thus, it's a no-brainer that your sales will improve by a huge margin if you get better qualified leads. A business heavily depends on its sales team to generate revenue and the sales team, in turn, depends on the marketing team for qualified sales leads. A qualified lead (be it sales or marketing) is a prospect who is ready for a product pitch in order to get closed as a sale. If you are a new business or your niche is too unexploited, you'll first have to generate demand for your product(s) or service(s). Once you generate the demand, the lead generation process becomes comparatively easy. A brief overview for getting good qualified sales leads and converting them would be:
If you want to amp up your inbound lead generation game, then have a look at these 5 proven techniques for getting qualified leads: 1. Get your Content Strategy rightHaving a good content strategy in place is the first stepping stone to your entire inbound strategy. In order to attract highly relevant traffic to your website, you will have to create rich content related to your niche. But, creating random in-depth content won't take you anywhere unless you get the context right. Remember, if the content is king then context is queen. Ideally, your content strategy should have 2 major points addressed:
Start out by creating buyer personas and map them to the buying funnel. By forming buyer personas, half of your "ideation" part of the first step will be taken care of. Especially, if you are in a very narrow niche – creating buyer personas will make it easier for you to decide what kind of content to generate. Your plan should address questions like "Who are your customers?" and "What are their pain points?" Better yet, map your buyer personas to the simple buying funnel to create different content silos. The buying funnel will typically be of 3 simple stages:
The different stages of the buyer funnel will not only guide you into creating different forms of content but also will help you in adjusting the "sales pitch" tone. For example, you can publish e-books or "How-To" articles targeting the awareness stage of the funnel. For the consideration stage, you can publish in-depth case studies. To nail the content marketing strategy for generating qualified leads, you will have to ensure that your content is top-notch. When a web visitor lands on your site and browses through your content, it should not only keep them engaged but also move the visitor down the funnel. The end goal is to establish yourself as an authoritarian site in your niche and convince the visitor to submit his details in the lead form. Thus, ensure a good content plan to generate qualified sales leads. 2. Optimize your website for SearchNow that you have a good content strategy in place, make sure you get your website properly optimized for search. Your primary focus should be to get ranking for search queries relevant to your business and niche – thus attracting relevant visitors to your site. Engage these visitors and convert them to sales leads with content they are looking for. As far as SEO (Search Engine Optimization) is concerned, well it has evolved a lot over the years. So much so that, now it is often interchanged with UXO or User Experience Optimization. You would want to make sure that your website is fast, snappy, secure with HTTPS, has a good mobile UX, etc. With SEO, you would be primarily looking to rank high up in the search engine's results page. Thus when a user is searching for anything related to your niche, your website should pop up at the top and attract the user to your site. Don't indulge in shady practices like duping a web visitor by serving some different content than what he was expecting to see. Follow a neat and clean SEO strategy and you will be good to go. Also do keep in mind that even with SEO, your end goal is to get web visitors to convert into qualified leads. To achieve that, not only will you have to serve top-notch engaging content but also implement proper CTAs (Call To Actions) in your pages. Amp up your SEO game with these simple tips and get more qualified leads in no time. 3. Use proper Lead MagnetsLead magnets are any form of incentives that you can offer your website visitors in exchange for their email ids or other contact information. Lead magnets are a boon in capturing qualified sales leads. Typically, a lead magnet can be any of the following:
Now, how do you place these lead magnets in front of your website visitors? There are 2-3 ways which you can implement:
While creating lead magnets, ensure that the information you are providing is unique and is of great value. You can easily create e-books and PDFs by tying together 2-3 similar articles or by repurposing old content. Once you have your lead magnets in place, you'd see a huge increase in the number of lead information submission on your site. 4. Ease the Lead Submission ProcessA user dropping off in between a lead form submission is the worst thing that can happen to your lead generation efforts. It is imperative to have a smooth lead submission process. For starters, collect only basic information like name and email id. However, if your business requires several other information like contact number, job title, etc. – break down the info submission process into multiple steps. For example: first, ask for the name and email id. Right after they hit enter, another field pops up asking for the contact number, so and so forth. This approach towards qualified lead generation will grow your contact information collection by manifolds. 5. Distribute your content via different channelsGenerating content is of no use if you don't know how to amplify it. Content amplification is basically how you distribute a piece of content via various channels to amplify its potential. Two major channels that you can exploit for amplifying your content are Social Media and E-mail. Social Media platforms can be extensively used for generating well qualified leads. From Facebook to Twitter to Instagram to LinkedIn, the majority of your audience will be on these platforms. The idea is to repurpose your existing content in a way that is suitable for posting on each of these platforms. You can also make use of paid lead generation campaigns on Facebook & LinkedIn for accelerating the process. If optimized properly, lead generation campaigns can provide a great ROAS (Return On Ad Spend) for your business. Typically, these Ads open up a lead form, which is pre-filled with basic information, when clicked – this ensures a seamless lead generation process from a user's perspective. Emails are a great way to generate quality sales leads if you do it right. A good lead generation email should have a nice & clear email subject and an attractive email body. Again, even with emails – the idea is to provide enough value to the end-user so that it convinces them enough to submit their personal details. How Do You Increase Qualified Leads?To grow your business, you need conversions and to get conversions, you need good qualified leads. To accelerate your lead generation process, you can follow the simple steps discussed above. So, the 5 key takeaways are:
If you successfully implement these 5 simple techniques, you would definitely see a considerable amount of growth in your qualified sales leads. [link] [comments]  |
| How to get past building security for doctors offices Posted: 05 Nov 2019 10:58 AM PST I work in medical device sales, Any tips on how to get into medical offices in downtown Manhattan? [link] [comments]  |
| Posted: 05 Nov 2019 06:20 AM PST Hey guys Are there any tricks available to nudge a client to respond to an email or etc? I have a client that wants a live meeting but when I send an email asking for dates, he never responds. [link] [comments]  |
| Posted: 05 Nov 2019 07:29 AM PST ~40 employee European company has B2B SaaS solution that I think has great potential in North America. Uphill climb to break-through in market, but CEO has the right expectations. <100 deals available in a year across the market, ~6 month sales cycles, average subscription is $140K/year. Company has small existing pipeline in North America. Speaking about role to lead sales expansion in North America. I have ~20 years in industry. SME, great reputation, great win rate/sales performance. To date, I've worked for larger firms. Base has been fairly high and have made ~5% commission on first-year subscription (3 yr term). What should I expect to see in a compensation package, what should I negotiate for?
Thanks in advance for the advice. [link] [comments]  |
| Just closed the largest deal in my career, and I owe a lot of it to this community Posted: 04 Nov 2019 12:33 PM PST Just wanted to share the success and thank everyone contributing to this subreddit for all the great advice, guides and learning sources recommendations. Moved into SaaS sales from a research background due to the knowledge I acquired from this community, applied it day-in day-out and now, 2 years later, I 10x'ed my income, closed the largest deal in my career so far and I can wholeheartedly say that I owe a lot of it to you guys. Wishing you all an amazing quarter! [link] [comments]  |
| AE's, how do you prevent prospects from going dormant/disappearing? Posted: 05 Nov 2019 09:07 AM PST I just started as an AE last month, and am getting towards the tail end of the sales cycle with a couple prospects who told me they're interested and would buy. Only now they're not returning my calls/emails. Our last call(s) ended on such a good note so I'm confused as to why they're doing this. Is there something different I can do in the beginning of the process, or an email I can send to get them engaging in conversation again/moving forward? [link] [comments]  |
| Finding phone numbers, need software recommendations Posted: 05 Nov 2019 07:09 AM PST Hi sales guns - I have an excel / google sheets list of thousands of prospects with their first name, last name, company website and email. The issue is I need a way to extract the company phone number of these prospects from the company website column, so I can call the switchboard and ask for my prospect to get on the line. It takes me hours to find the contact info on the website and populate the column right now - I am trying to automate this. Question: is there any software that does this (I googled but no luck), would be a huge time saver. If not, would you guys see value in a product that does this? Cheers M [link] [comments]  |
| Potential sales job, no sales experience! Posted: 05 Nov 2019 09:33 AM PST Hello! I'm looking for some advice. I work in the hazardous waste industry on the technical side and have been offered a second (and final) interview for a sales role. I have very limited sales experience and have got this far on my technical knowledge and customer relations skills. The interview requires a 20 minute presentation detailing my sales plan for a new hazardous waste facility which should include how I would find new customers, how I would contact them and what I would do in my first 30 days. I'm struggling to come up with many ideas beyond cold calling and am worried that this is too basic. I've never written a sales plan and could really use some help! Thanks in advance. [link] [comments]  |
| Accelerators with Annual Quota Posted: 05 Nov 2019 10:42 AM PST Hey all! I joined a pretty big SaaS company last October and was ramping for 6 months with no quota. So for FY19 I've only been a quota rep from April - December. It looks like I'm going to exceed my pro rated quota. My question is around accelerators.. the company is saying that I need to hit the full 12 month number to obtain accelerators yet if I hit the 9 month number I'd be eligible for trip... Curious if anyone has experienced anything like this and if they pushed back on hitting accelerators at 100% of 9 month number? Thanks for insights! [link] [comments]  |
| Transactional Inside Sales in a start-up Posted: 05 Nov 2019 08:06 AM PST I've worked large corporate jobs with massive brand power. I've taken on an ISR role with no brand power. Everything is being built from the ground up sales wise. Anyone have experience here working with a unknown product? How long did it take you to make the first sale? I'm trying to gauge progress. I want to add that this new role is really fun but it's the hardest stuff I've ever had to deal with in my sales career so far. [link] [comments]  |
| Europe/Netherlands - Know any companies looking for talent? Posted: 05 Nov 2019 08:54 AM PST Hi guys, does any of you know of any good companies looking for sales people in Netherlands or neighbouring countries? I have 10+ years of international sales and business development experience with SME in FMCG B2B. I helped several companies build their customer network on the continent and I have experience with account management, marketing, order management, inventory planning and pulling rabbits out of hats when things go south. I can be a single focus sales machine or business development jack of all trades. I speak English, German & Polish, learning Dutch. I'm currently in Rotterdam and willing to commute at first, then relocate. Let me know if you'd like to hear more. [link] [comments]  |
| Sales should operate under an apprentice type job than a degree then starting kind of job. Posted: 05 Nov 2019 11:37 AM PST I find it crazy that sales orgs are constantly recruiting college grads whether than develop up younger people. The knowledge I learned in college was never really applicable to sales. Some classes and some knowledge yes, but those years could have been better spent working for positive cash flow, learning the actual techniques of sales and an education type expectation. Im simply saying, professional sales people to me seem more akin to professional trades. The technique and sales techniques are the most important aspect, the broad knowledge on news, economics, psychology, geography etc would be better to be the auxullary aspect not the primary. [link] [comments]  |
| Considering a career change from admin work to sales. Does anyone have some tips? Thank you Posted: 05 Nov 2019 11:13 AM PST Hello everyone, I hope all of you are well. I'm an administrative professional and I've been doing desk jobs for almost seven years now. I started out with retail jobs from clothing to furniture, but I quickly lost interest in those jobs because I didn't believe in the products or I thought the company was unethical in some way or form. At one point, I had a call centre job that had a sales component to it; I did really well, scheduling at least 15-20 appointments per day for our sales staff. I moved up the company and eventually left for better opportunities challenged me and that focused more on admin work. Fast forward to now, I work as an admin for a real estate office. I also drive rideshare and food delivery on the side to make extra money to both pay off medical debt faster and save money for going back to college (I will be repeating undergrad, since none of my credits count in the US; afterwards, progressing to a grad programme). Due to my introverted nature and my previous experience in retail, I was hesitant to go back to a sales-focused job. But as long as I believe in the product and I am working with honest people, I'm confident that I have the ability to thrive in a sales environment. Particularly, I am interested in auto sales because it is the most popular in my area. I'm considering starting out in the internet sales department and then progressing to a floor salesman when the opportunity presents itself. As I am going to be a beginner again, I'm going to be looking at firms who offer both base salary + commission, but ultimately, the goal is to make enough money to get rid of my rideshare and delivery gigs and have enough money to pay off my debt and save for college. Any tips on how to interview for them and how I should tailor my admin-heavy resume? I'm not in a hurry to look, however, it's something I'm considering. Thanks in advance! [link] [comments]  |
| First sales position advice! Transitioning from Consulting to Sales. Posted: 05 Nov 2019 11:07 AM PST I recently just finished my first year at a Big 4 consulting firm after graduating college. I've learned a lot, but recently decided I wanted to get involved in software sales, mostly due to the money and lifestyle it offered. Unfortunately I was planning on staying at my company for another year due to a bonus I will have to pay back but just recently got an offer to interview at a pre IPO tech startup as an SDR. It's a cyber security product that has been getting a good amount of exposure and funding recently. I will be taking a pretty large pay cut to make the switch but there is no cap when it comes to commission. The only issue I have, is since it's a start up there is no clear track at the moment for promotion to an AE role. All AE's are currently much older with years of experience. They mentioned they have been promoting current SDRs to SDR Leads etc. and will be building out the inside sales in the coming year. The company also mentions that if sales is not something I end up loving, I can make an internal switch to another department. If I do get the offer, do you think it's worth making the switch? Or should I be waiting for other offers and looking for larger companies like Splunk for my first sales role? Finally, anyone make the transition from consulting to sales and regretted it? [link] [comments]  |
| Closed the biggest deal with the toughest client in Asia. Posted: 05 Nov 2019 10:26 AM PST I joined a Tech firm 8 months ago and was given a conglomerate. Conglomerate, has a central procurement team which is considered to be the toughest negotiators globally. For instance, a global ERP provider provided same licenses to it for x Mil USD, while same number of licenses to a US FMCG giant for 8x Mil USD (I was working in this ERP company previously). When i was introduced to Procurement team as the new AE, they were nice but clear: "No revenue till renewal" (They have not given a single new contract for the lest 6 years to my new company). Apart from that they were slightly threatening and used multiple nego tactics in that intro meetings itself. (Kinda famous for that) Anyways, fast forward 2 months, closed the biggest deal of the country (for my present company) by involving owners & their favorite IT Executive, their by increasing the CV by 150%. This will give me my 2x gross salary. Not much for the rockstars in r/sales, but the challenging sales cycle of meeting 30+ leaders, convincing 4 to fight with their boss for license, then convincing boss to fight with owners (since we had to bypass their mafiasque procurement, we had to reach out to one of the owners), and not even once receiving a call from the client (maybe only post sales due to super scared leaders, cos of the hold procurement has on them) while i kept on convincing them for the last 6 months. But the biggest satisfaction, is when these leaders are thanking me for being aggressively pursuing them, and now these licenses are helping them grow in their current priorities. [link] [comments]  |
| Posted: 05 Nov 2019 06:38 AM PST Is anyone using reference USA as a lead source? Are you having good experiences? The sticky includes some info on finding emails at data.com but that site seems to have been deleted/removed. [link] [comments]  |
| “Still interviewing other candidates” How do you respond to a reply to your thank you email Posted: 05 Nov 2019 08:31 AM PST Hey guys. I had a phone interview and then a face to face interview at this startup. I got along great with the guy (let's call him Jeffrey) from the initial phone interview. For the f2f (last Tuesday) he brought in a member of another team who is also interviewing for the same position. During the interview they commented that they thought I'd be a great fit. "Jeffrey" took me on a tour and kept sounding futuristic by saying "when" and not "if." Even told me where their new office would be middle of next year to see if the commute would work out. Interview/tour ended with Jeffrey letting me know they had to discuss things and interview other candidates and I'd hear from him either way early next week. (Where we are now) Late last night at like 10:45 pm he emailed a response to my thank you email I sent after the f2f and said the basic 'it was a pleasure meeting me.' Wanted to keep me in the loop and they're still interviewing other candidates through next week. Said I'd know by or on the 15th. (Gave me 2 specific possible start dates on phone interview btw. Since the 15th is after one of them I thought maybe things got pushed back?) I don't feel great to hear they're interviewing others. I know that they are just like I'm interviewing at other companies... it kinda feels like they're putting it off the soften the blow. But maybe I'm being too sensitive? TLDR; I sent a thank you email after a f2f interview. Got a reply some days later that they're still interviewing and now they'll lmk a week after they initially said they would. Mentioned they're interviewing other candidates.
They're supposed to be adding on 100 more people while their company expands over the next year. So I would've thought I'd know by now if they were actually interested. [link] [comments]  |
| I'm not a sales person, and I have a few questions Posted: 05 Nov 2019 08:27 AM PST Hello everyone As mentioned, I am not a salesperson but I've started to read on sales (haven't finished the 1st book yet) and I have some questions.
I realise that these questions are very basic, but that's where I am at with sales. my understanding is practically non-existent. Thank you [link] [comments]  |
| Does emailing / replying via CRM/Helpdesk VS directly effect lead conversation rate ? Posted: 05 Nov 2019 03:36 AM PST Guys hi, Let say potential customer fills the form on website, and than we reply to him via email
OR via CRM/Helpdesk so he gets email like
Does it matter ? Details: We are small business, and currently all communication (support and sales) goes through one email and is handled by one person. This set-up is obviously not right (often emails get lost, etc) and that's why as next step we would like to add simple ticketing system. [link] [comments]  |
| Posted: 05 Nov 2019 05:36 AM PST told me all calls / emails need to go theu him and if i go around him he will cut me off at the knees...how i gunna get deeper in the account to sell more ? [link] [comments]  |
| Posted: 05 Nov 2019 01:39 AM PST Hi, I've been with the company for 8 months. Due to be paid commission quarterly. I've yet to receive any payments (Owed ~£30k) When I discussed it with the management they said they have Cashflow issues. However, I know that the other rep is still receiving his payments... WWYD? [link] [comments]  |
| Posted: 05 Nov 2019 01:06 AM PST We are a high complex SaaS company, so we are looking at Membrain, because it seems to support a high level of complexity while still being flexible. However I would love to hear if anyone else is using it on here, and what your thoughts are on it? [link] [comments]  |
| Posted: 05 Nov 2019 01:04 AM PST I heard someone today mention having a "video resume". Do you think this is something I can use to get my next sales job? Or is this only for people in creative fields? [link] [comments]  |
| Increased sales by 14% over 2 years Posted: 04 Nov 2019 06:51 PM PST I joined a company 2 years ago as the main phone sales rep. Since I joined, sales have increased by 14% compared to the previous 2 years I was there. During the two years I have been with the company, my salary has increased by literally 80% from raises. I am now the head of all sales and marketing for said company. [link] [comments]  |
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