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The Center for Sales Strategy Blog

The Impact of Bad Email Etiquette on Sales + 7 Tips to Avoid Clumsy Mistakes

email-etiquette-salespeopleRecently, I've had a few run-ins with bad email etiquette. Not just in a quick email thread from a co-worker (I'll admit, my email etiquette gets sloppy in this arena), but I've received emails from salespeople attempting to get me (the marketing manager) to subscribe to their software, utilize their platform, or allocate some of my budget to their product, and all had major email etiquette issues, misspelled my name, or included verbiage that clearly showed me we aren't on the same wavelength. I also received an email from a potential candidate for a freelance writer that included major grammatical mistakes... WHAT!? 

Topics: email salespeople prospecting

Email Etiquette Mistakes to Avoid When Sending Cold Emails

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If you think cold emailing is dead, you are wrong.

63% of B2B companies say email is the most effective channel for generating revenue. It's one of the most cost-effective forms of outreach that there is.

At the same time, you need to realize that you're not the only one sending emails. The average number of emails received by an individual in 2014 was 121, now, in 2017, it is at 147. Out of this 147, people typically reply to 12, and the remaining 135 are either deleted or marked as spam. 

If you want to get a response to your emails, you'll need to employ the magic of etiquette, one of the best ways to create a human connection with the reader.

In this post, I'll talk about a few common mistakes people make writing cold emails, and some advice on how to improve these areas.

Let’s dive in.

Topics: email Sales

Increase Your E-mail Open Rates and Avoid the Trash with These 10 Subject Lines

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Okay, here’s the scenario. You’ve done your due diligence on a prospect and your extensive research tells you that:

Topics: email Sales

You’re Not as Important as You Think You Are — 7 Ways to Get Prospects to Respond to Your Email

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Today we have a guest post from Mike Donnelly. Mike is the founder of Seventh Sense, a SaaS platform designed to plug into your Hubspot account and existing email systems and quietly listen—listen for the times that individuals engage with you, capture their patterns and allow you to take action on that data. Mike is a data fanatic who’s always looking for new and creative ways to help sales and marketing professionals get better at their trade.

 


Two years ago, I was trying to get connected with a highly-sought-after prospect who I knew would be a great client. I sent several emails, trying to get him to respond and meet with me, but he kept ignoring my emails—or so I thought. I almost gave up, but he finally responded.

Even after this executive became a client, I realized I still had the same problem—he just wouldn’t respond to over half of my emails. We were meeting over lunch one day, and I finally asked him why he so frequently didn’t respond. He laughed and said, “Mike, I don’t even see any emails that come in after 11:00 in the morning.”

Today’s decision-makers are so busy that they don’t have time to read all the emails in their inboxes, much less reply to everything. But there are a few tried-and-true ways to get prospects to read and respond. During my 14 years in sales, I discovered seven practices that doubled my response rate.

Topics: email Sales prospecting

Your Communication Sales Strategy: Nice to Know vs. Need to Know

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My job includes constantly searching for industry and consumer trends, so I subscribe to a voluminous list of trade and news publications… more than I could possibly read thoroughly on any given day. However, I’ve taught myself to speed-scan the headlines rapidly, and separate the important stories that I need to know from the merely interesting stories that might be nice to know (if I had more time).

Chances are, you do precisely the same thing as you’re checking email, your Facebook page, or your Twitter feeds. At rapid-fire speed, you visually sift through hundreds of messages… “Junk, junk, junk, junk… Oh! This one looks like something I should read!”

I don’t raise this issue because I care about the way you prioritize the information you consume. I raise it so you’ll stop and think about the information you send.

When your client or prospect receives your message, logic tells us that it resides among hundreds—perhaps thousands—of other messages and issues that are screaming for that person’s attention.

Topics: email customer focus content marketing sales strategy inbound marketing

4 Winning Approaches for Writing a Cold Email

writing-a-cold-emailYou found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened.

Writing a cold email can be much more effective than picking up the phone to place a cold call.

Follow these four approaches and you'll increase your chances for success:

1. Create a Compelling Subject Line

The subject will determine whether your recipient will open your email (or whether they'll delete it immediately).

Here are a few that work:

Congratulations

Topics: email Setting Appointments Sales

Sales Strategy: Five Things to Consider Before You "Reply All"

Sales Strategy

Topics: email sales strategy sales performance Sales

Email Marketing: When Is the Right Time to Send?

Emails Scheduling for primetimeA study of 21 million email messages sent in 2012 found that email opens and click-throughs have two “primetimes” per day—the first between 8 and 9 a.m., and the second between 3 and 4 p.m.

Topics: email internet marketing Sales

Improving your sales performance! Is your message smart enough?

My question for you:  Is your message important enough and smart enough to sit among the many other priorities on this person’s smartphone?  

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Topics: customer satisfaction email using technology Sales

Attack of the Zombies—Cyber Monday

inbound marketingI woke up this morning, dreading the 525,600 Cyber Monday emails I would have to sift through to get down to real business today. It was worse than just Cyber Monday email—since I was out of town for Thanksgiving, I hadn't touched a computer since Wednesday afternoon... which meant I also had all the pre-Thanksgiving, early bird and Black Friday notices filling up my inbox.

Topics: email content marketing lead nurturing internet marketing Digital inbound marketing