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The Center for Sales Strategy Blog

"Earn my attention. Don’t steal it." 7 Best Practices Using Video to Breakthrough Your Prospects' Email Clutter

prospecting with videoIf you try and engage me with a serious conversation via email, you will almost always find me walking to your office or calling you on the phone. Verbal communication is usually the best form of communication for people who meet other people for a living. To people like us, we only prefer written text when confirming dates or answering 'yes' or 'no' questions. Surely, most salespeople are more effective when they have a face-to-face opportunity than when they depend on their writing abilities.

Nevertheless, we need email to help us breakthrough to people that we don’t know in order to get a face-to-face call. While I was at INBOUND18 in Boston this year, I made a point to attend presentations on how video can help me stand out with email prospecting and capabilities.

Video has become so prevalent that it is now practical to use on a daily basis and reps that use video in prospecting, relationship-building, and sales emails see 5x higher open rates and 8x higher open-to-reply rates. It works because it has a higher attention factor and is more personable to your prospect. So, video can also make you a better communicator. 

There are three reasons that now is the time to start practicing your video skills and implementing video into your sales strategy to improve sales results:

Topics: video sales strategy sales process prospecting

Weekly Roundup: Video, Video + More Video

salesperson-video-prospecting-999015-edited

- WHAT'S MOTIVATING US THIS WEEK -

"IT'S NOT YOUR CUSTOMER'S JOB TO REMEMBER YOU. IT'S YOUR OBLIGATION AND RESPONSIBILITY TO MAKE SURE THEY DON'T HAVE A CHANCE TO FORGET YOU."

-PATRICIA FRIPP

 

- WHAT WE'VE BEEN READING THIS WEEK -

Today, we're changing things up to bring you content only focused on video and how it relates to the sales process and sales performance. Enjoy!

<< If you only read one thing >>

Can I Embed a Video in an Email?  LeadG2

Video is an important part of any marketing and sales strategies, and utilizing video in your prospecting efforts is effective and can be achieved with a few steps. This post shares how you can send video via email for sales or marketing efforts. 

If you're a Hubspot Sales user and want to learn how you can embed video directly into your sales emails to contacts in your database, check out this post that shares how to embed personalized video into your Hubspot Sales emails.

Topics: Wrap-up

8 Things You Should Do To Turn Talent Into Performance

turn talent into performanceAfter an interesting talent feedback call, I had spoken with a sales manager who was dealing with a challenge that most managers deal with at some point in their career. Can you identify with the following situation – and can you learn from this story?

The good news: The salesperson he is managing is highly talented. She has a lot of natural ability, and when she is engaged, she’s one of her company’s top performers.

The bad news: She is not that engaged. She is occupied with other things outside of work and seems to lack the desire and drive to succeed in her job. 

We talk a lot at The Center for Sales Strategy about putting the right people in the right jobs and we believe that when you do that, they naturally soar with their strengths. Throw a fish in the water and it swims. Put Taylor Swift on stage and she belts it out. Hire someone who is born to sell, and they sell.

Except when they don’t.  

Topics: sales performance Talent coaching

Using The Consumer Journey to Sell Solutions

propose solutions around the consumer journeyAs sales professionals, we are trained to listen to our prospects’ needs and then create a tailored solution based on the products we have to sell. As managers, we coach our team on this daily, and as salespeople, we continually work to evolve and better this process. We present a solution, and then explain why these products make sense. But in today’s complicated world of marketing, there is a key piece we often forget — consumer behavior. What does your target persona do before making a purchase decision? 

Topics: Buyer's Journey

A 5-Step Campaign Recap Template to Keep Your Customers Coming Back

campaign recap templateYou sold the campaign. You executed the campaign. Now get the credit you deserve! 

Creating a successful digital campaign designed to deliver desired business results takes time and expertise… not to mention a great deal of work! It makes sense to present a recap during the campaign—to make sure it is on track—and after the campaign, to get credit for a job well done.

The best way to do this is to create a campaign recap and present this to the customer. This process allows sellers to get the credit they deserve for a job well done as well as open the door to the next sales opportunity with a satisfied customer!

Topics: sales strategy sales process sales accelerator

It’s OK to Say You Are Sorry

In fact, it’s better than OK. The reality is, in the course of any business relationship, something is going to go wrong at some time and it’s smart to get out front of it and to be very transparent.

Here’s a recent example of a problem we encountered in our own company we had to deal with, and an email we sent to the affected clients shortly following the incident as an apology: 

Topics: business relationships Management sales management marketing strategy company culture

Weekly Roundup: Sell to C-Suite Execs + More

sell to c-suite executives

- WHAT'S MOTIVATING US THIS WEEK -

"THE ONLY LIMIT TO OUR REALIZATION OF TOMORROW WILL BE OUR DOUBTS OF TODAY."

-FRANLIN D. ROOSEVELT

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

The Sobering Truth: Why You Can’t Sell to C-Suite Executives  Hubspot

Senior decision makers in general are becoming fatigued by salespeople’s questions. This post shares data that supports strategies to help you sell to C-Suite executives.

Topics: Wrap-up

Are You Using Your Sales Superpowers?

talent sales superhero

Sales superpowers? Yes, really. To understand what I mean, please take a step back from the world of selling and focus instead on the process of buying.

The easiest way to wrap your mind around this is to consider a few common business-to-consumer (B2C) purchasing processes like buying a car, remodeling a kitchen, or selecting a college. Looking through that lens, it is easy to see how different the process of buying is today than it was only 10 years ago. I’m sure you would agree that the most notable difference is the amount of time the consumer spends researching in advance.

This sort of pre-purchase work is just as prevalent in the B2B world! Whether an individual is shopping for office space or office supplies, or selecting a bank, an accountant, a lawyer, or an insurance agent, chances are they will do a lot of pre-work before they ever engage in a significant conversation with a representative from any company. And when they do finally begin that conversation, they will come loaded with information and expectations.

Topics: Buying Process sales management Talent Sales

Want Your Sellers Focused on High-Quality Prospects and Clients? Try This.

account list management systemWe're partially through the 4th quarter of the year, and as planning is in the works for the following year, it’s a great time to do an account review with your team. After all, their success equals your success, so it’s vital that you help them set a strategy that helps them meet their goals.  

Decisions Made Easy: A Sales Manager's Strategic Cheat Sheet

sales manager strategic cheat sheetHow many decisions does a sales manager make in day? 10? 25? 50? That number probably varies, but most people would agree sales managers make a lot of decisions each day as they navigate changing conditions, corporate demands, and plenty of persuasion from their salespeople about doing what they want them to do. Better sales managers make good decisions more often than mediocre sales managers. So, how do they do that?

Topics: sales strategy sales performance sales management coaching

The Foundation of a Strong Campaign Recap

campaign recapCampaign recaps have become an expectation of doing business in the digital marketing era, but they often become a delivery report instead of reporting on the performance of a campaign. The goal of any recap should be to sell the results of that campaign in an effort to retain and grow the business. Over the years, I’ve seen some really good recaps, and I’ve seen some bad ones.

Topics: sales performance salespeople customer service

Weekly Roundup: Inbound Marketing Data: An Often-Overlooked Intellectual Asset of a Business + More

inbound marketing sales data

- WHAT'S MOTIVATING US THIS WEEK -

"THE HARDER THE CONFLICT, THE MORE GLORIOUS  THE TRIUMPH" 

-THOMAS PAINE

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

Inbound Marketing Data: An Often-Overlooked Intellectual Asset of a Business  LeadG2

You can’t think of your database as just a list of names and contact information. It’s so much more than that. This data represents what’s possible for your business. It’s your future customers and referral sources. It’s next month’s closed deals and next year’s revenue. A company’s database can be the lifeblood of its revenue growth strategy.

Topics: Wrap-up

24 Ways to Effectively Coach Millennial Salespeople

effectively coach millennial salespeopleDo Millennials simply have less sales talent than prior generations?

After conducting tens of thousands of sales talent assessments, we here at The Center for Sales Strategy can assure you that’s not the case.

In part one of this two-part series, I shared four key differences in how the Millennial generation was raised, insight I gained from Brad Karsh in my never-ending quest to learn more about how to activate Millennials. These differences explain much of the enormous disconnect between many Millennial workers and their managers today.

Topics: sales management Talent Sales coaching company culture