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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

thought-leadership-linkedin

- MOTIVATION -

"EITHER RUN THE DAY OR THE DAY RUNS YOU."

-JIM ROHN

 

- AROUND THE WEB -

<< 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.
 
>>> READ MORE

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

marketing-automation-lead-generation

- MOTIVATION -

"IF FOOTBALL TAUGHT ME ANYTHING ABOUT BUSINESS,
IT IS THAT YOU WIN THE GAME ONE PLAY AT A TIME."

-FRANK TARKENTON

 

- AROUND THE WEB -

<< 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

6 Tips to Help You Secure a B2B Sales Appointment

secure a B2B sales appointmentJust getting the appointment can be one of the most difficult steps in the entire sales process. Having a referral or industry success story can make this task a little easier (so, use them if you have them). But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?

Topics: valid business reason Needs Analysis sales process

Spring Cleaning: A 10-Step Guide to Cleaning Up Your Account List

spring cleaning your sales account listSpring is in the air, and perhaps it is time for some Spring cleaning in your sales organization. A great place to start is your master account list. Is your account list a mess? Perhaps bloated and out of date? If so, follow these 10 steps to clean it up and get things back on track.

Topics: key account growth account list management

7 Power Skills That Help You Lead Through Change

lead sales team through changeWorkforce agility is necessary for any company to adapt to a rapidly-changing environment, and it’s safe to say that many companies today are operating in rapidly changing environments. As a leader, are you prepared to embrace and manage change without a reduction in performance?

If you are, then you likely have a strong culture of engagement and the seven essential power skills needed for success. However, if you are questioning whether or not you are on the right track to best manage and profit from change, I encourage you to read on.

Building a culture of engagement is a process that requires a commitment to transparency, integrity, and the desire to develop and grow your people. It also requires you as a leader to master the use of soft skills and hard skills at the same time. Soft skills are the innate ability or talent and hard skills include experience and expertise. Together, they are power skills.

Topics: sales management sales culture leadership company culture

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

CASH IS KING… or at least that's what we've always been told

Over the next few weeks, I'm going to talk about how you can get more out of your sales team by motivating them. I'm going to focus on ways to motivate your sales team to get the most out of them.

We've always thought that cash is the way to do that. You do a sales contest, you give out money, people are happy, and BAM! You're doing great work. That's still the case, and it might be for your sales team.

But if you've found that cash isn't the motivator that you've always thought it would be, it's time to think outside the box and get creative. There's two main ways you can get the most out of your sales team by getting creative.

Topics: motivation sales management

Weekly Roundup: The Sales Resources The Never Takes a Break + More

inbound marketing sales resource

- MOTIVATION -

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

-THOMAS PAINE

 

- AROUND THE WEB -

<< If you only read one thing >>

Inbound Marketing is the Sales Resource that Never Takes a Break [VIDEO] — LeadG2

Salespeople aren’t always very productive. In fact, according to HubSpot Research, salespeople spend just one-third of their day in sales-related activities. Imagine if you had a sales resource that never went on vacation, or took a break, or got sidetracked by unproductive activity. Inbound marketing is that resource. >>> READ MORE

Topics: Wrap-up

4 Tactics to Make Sure Your B2B Content is Converting and Generating Leads

b2b content convertingCreating compelling B2B content is only half the battle when it comes to a solid lead generation strategy for your sales plan and your business. While your content must be grammatically correct, educational, formatted properly, and a good representation of your brand, it must also be strategically created following proven best practices that most inbound marketers and sales teams follow. These tactics are what help ensure your content isn’t just interesting or nice to read, but ultimately driving prospects closer to doing business with you and taking some kind of action or next step.

Topics: content strategy thought leadership lead generation

The Case for Company Culture + Stats to Support It

accomplishment-culture-1Company culture is a vital component of a successful business -- or at least that's what 'they' say. Studies show that it affects recruitment and hiring top talent as well as retention and employee engagement. It's a baseline for productivity and can set the tone for work ethic, expectations, team camaraderie, and even brand recognition. 

You hear the words bounced around. "Company culture" is a term that a lot of people are talking about. But what are they doing about it? Is it really impacting their organizations? I decided to dig in and see what I could find as far as the impact company culture is playing in organizations. Here's what I found. 

Topics: sales culture company culture

Improve Your Team's Sales Performance with These 4 Words (VIDEO)

Often, clients come to us when their sales are not where they want to be, and the first thing they say is that they need us to come in and do sales training. Yes, sales training will help, but alone, it won't be the only thing that helps improve sales performance. 

In this video, I discuss four words you need to remember to help your team improve sales: 

  • TRAIN
  • REHEARSE
  • COACH
  • MEASURE

Topics: sales management sales training coaching