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The Center for Sales Strategy Blog

5 Metrics to Measure the Success of Your Digital Marketing Efforts

content marketing metrics

As websites continue to become more and more important in the consumer journey, the need to measure the efficacy of digital marketing also increases. This is a shared burden between those selling digital media and business owners/marketers who are looking to maximize their ROI. We know that “clicks” provide an incomplete picture into the impact of digital advertising, as most users do not click on ads but still find their way to a businesses website after being exposed to ads.  

So what should we look at? Here are five metrics to help give deeper insight into the effectiveness of your digital marketing efforts.

Topics: digital marketing internet marketing Digital integrated media solution SEO inbound marketing

Using Industry Insights to Get in the Door

using industry insights to get in the doorHave you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you? It’s a pretty overwhelming number when you think about it. Day-in and day-out, decision makers are being bombarded with voicemails, emails, drop-ins, and various other methods your competition is using to gain access.

In today’s competitive marketplace, it’s tough to cut through the clutter. Leading with a compelling insight that you can turn it into a valid business reason (VBR) is essential for your prospect to want to connect with you.

Topics: valid business reason sales strategy sales process prospecting

Eliminate Hiring Mistakes by Evaluating These 8 Fit Factors

using fit factors to hire salespeopleWorld-class managers understand this essential element of hiring salespeople: talent is meaningless without FIT!

As a hiring manager, considering fit as carefully as talent is critical to a successful hire. Unfortunately, some managers discover fit problems after they hire a seller. Avoid this problem by evaluating these eight fit factors during the hiring process.

Topics: hiring salespeople sales management

How To Get The Most Out Of Your Sales Team: Building Trust (VIDEO)

This is the third post in a series, "How to Get the Most Out of Your Sales Team." Check out the first and second posts in this series.

I'm back again to talk about ways you can get the most out of your sales team. One of the best ways to motivate your team is to build trust with your team. A trusting team is a motivated team.

Think about it. Have you ever had a boss that you didn't trust? Did you work really hard for them? The answer is: you probably didn't.

So, how do you build trust with your sales team? 

Topics: motivation sales management

Weekly Roundup: Keys to an Engaged Sales Team + More







<< If you only read one thing >>

Keys to an Engaged Sales Team — LinkedIn

We’re doing better, but we still have work to do. This is the conclusion reached in Gartner’s latest research around employee engagement, which found last year that 34% of U.S. employees are engaged. That’s tied for the highest number Gartner has surfaced in its many years of tracking, but clearly there remains room for improvement.

It’s a critical consideration. Gallup reports that, “Compared with business units in the bottom quartile, those in the top quartile of engagement realize substantially better customer engagement, higher productivity, better retention, fewer accidents, and 21% higher profitability.”

Employee engagement should be top-of-mind for sales managers, especially those running a modern selling program.

Topics: Wrap-up

Lack of Leads Hurting Your Revenue? 5 Reasons Why You Need a Lead Generation Strategy

lead generation strategy

The hardest job in sales these days is getting an appointment with a new prospect. As a sales manager, it's fairly easy to stand up in the sales meeting and tell your salespeople that they need to do a better job prospecting or that they need to just commit more time and energy to getting appointments. But they already know those things, and they're facing huge hurdles that their counterparts of a few years ago didn't face.

Here are five of those hurdles. Feel free to add to the list in the comments section below.

Topics: lead generation Management Sales

How to Develop and Deliver the Best Campaign Recap

campaign recap“Wow, this is the best campaign recap I’ve ever received!”

As a seller, have you ever heard this from a customer? The odds of getting this type of feedback are low. Don’t feel bad because most campaign recaps are mediocre at best. Most are a bunch of data that do not tell a story. Most are forgettable at best.

Topics: selling digital advertising sales performance sales process

How to be a Thought Leader on LinkedIn

establish thought leadership on linkedinThe starting point of being a thought leader on LinkedIn is to use social selling as a way to connect with high potential prospects. Through social selling, you can illustrate empathy, expertise, and problem-solving ability which helps you build trust and create value for those who want to engage with you.

I am still surprised by the number of salespeople I meet who don’t use social selling as part of their attempts to connect with a high-potential account. Many tell me they are connected with current customers, but not with prospects.

I tell every salesperson who doesn’t attempt to connect with prospects on LinkedIn that they are missing out. For every seller I talk to who doesn’t use social selling, I know of one who is, and who is successful at generating new business. So why wouldn’t a salesperson add social selling to their approach?

Topics: Social Media LinkedIn

How To Get The Most Out Of Your Sales Team: Manage Them Like They Want (VIDEO)


This is the second post in a series, "How to Get the Most Out of Your Sales Team." Check out the first post in this series here.

Last week, I started a series on how you, as a sales manager, can get the most out of your sales team. This week, I'm focusing on working with them in a way they like to be worked with, and how they want to be managed.

NEWS FLASH: You can't do that if you don't know your salespeople. The only way you'll know your salespeople is if you spend some time with them and ask them some questions about what they like, what they don't like, and honestly... what motivates them.

Topics: motivation sales management

Weekly Roundup: 5 Ways Automation Can Improve Your Sales Strategy + More







<< If you only read one thing >>

5 Ways Automation Can Improve Your Sales Strategy and Increase Revenue — LeadG2

While the usefulness of automation technology has become relatively well-established for those on the marketing side, many neglect the potential it also holds for sales. Automation and other sales enablement tools can help your sales team find new business, communicate quicker and smarter with prospects, and increase their conversion rates throughout the sales process. This use of automation and technology is a critical part of any sales enablement initiative. Plus, when your marketing automation platform works alongside your CRM and sales enablement tools, or they can all be integrated, the potential increases drastically. >>> READ MORE

Topics: Wrap-up