Predictive analytics ...
Inbound marketing attracts leads with valuable content:
Increases the QUANTITY and QUALITY of sales leads.
Improves conversion rates.
Enhance sales using customer dataanalyze past to predict future
Facebook® generates new business for:
Consider social selling
67%
B2C41%
B2B
42% of companies use
Twitter® to attract new business.
47% of US consumers have
made a purchase based on Pinterest® recommendations.
Balance your opportunities
More than half check their devices every hour!
Mobile
56% of Americans
own smartphones.
34%own tablets.
Face-to-face
Reduce company travel costs for
sales specialists by
50%
Virtual specialists
In-person meetings equate to
2.5 x higher sales conversion rates.
Think like a consumer
Sources
1. Myatt, Mike. "To Increase Revenue Stop Selling." Forbes. Forbes Magazine, 01 May 2012. Web. 28 Oct. 2013. <http://www.forbes.com/sites/mikemyatt/2012/05/01/to-increase-revenue-stop-selling/2/>. Foley, Len. "The 10 Laws of Sales Success." Entrepreneur. N.p., n.d. Web. 30 Oct. 2013. <http://www.entrepreneur.com/article/65984>.2. "How Marketing Functions Have Changed Over the Years." Marketing Strategies and Ideas. N.p., n.d. Web. 28 Oct. 2013. <http://chooseneindiana.blogspot.com/2012/10/how-marketing-functions-have-changed.html>.3. Kagan, Marta. "12 Mind-Blowing Statistics Every Marketer Should Know." HubSpot, 11 Apr. 2011. Web. 28 Oct. 2013. <http://blog.hubspot.com/blog/tabid/6307/bid/11414/12-Mind-Blowing-Statistics-Every-Marketer-Should-Know.aspx>.4. Abrams, Rhonda. "Strategies: Marketing Tools Can Boost Business." USA Today. N.p., 19 Sept. 2013. Web. 28 Oct. 2013.5. Davie, Christopher, Tom Stephenson, and Maria Valdivieso De Uster. "Three Trends in Business-to-business Sales." McKinsey&Company, May 2010. Web. 22 Oct. 2013. <http://www.mckinsey.com/insights/marketing_sales/three_trends_in_business-to-business_sales>.6. Kent, Andrew. "Does Face-to-Face Contact Still Matter?" Web log post. CEB Blogs. N.p., 8 Mar. 2011. Web. 04 Nov. 2013. <http://www.executiveboard.com/blogs/does-face-to-face-contact-still-matter/>.7. Kagan, Marta. "12 Mind-Blowing Statistics Every Marketer Should Know." HubSpot, 11 Apr. 2011. Web. 28 Oct. 2013. <http://blog.hubspot.com/blog/tabid/6307/bid/11414/12-Mind-Blowing-Statistics-Every-Marketer-Should-Know.aspx>.8. "5 Pinterest Stats To Consider." RSS. N.p., n.d. Web. 07 Nov. 2013. <http://socialmediatoday.com/gillpolard/1839431/5-pinterest-stats-consider>.9. "Inbound Marketing." The Center For Sales Strategy. N.p., n.d. Web. 04 Nov. 2013. <http://www.thecenterforsalesstrategy.com/services/tactics/inbound-marketing>.10."How Inbound Marketing Can Increase Your Return on Investment." IMPACT Branding Design. N.p., 1 Oct. 2013. Web. 04 Nov. 2013. <http://www.impactbnd.com/inbound-marketing-can-increase-return-investment/>.11."The Most Effective Sales Strategy Is a Great Message." Corporate Visions Inc RSS. N.p., n.d. Web. 30 Oct. 2013. <http://corporatevisions.com/resources/article-archive/the-most-effective-sales-strategy-is-a-great-message/>12.Dishman, Lydia. "The Case For Losing Your Sales People And Killing Cold Calls Forever." Fast Company. N.p., 18 June 2013. Web. 23 Oct. 2013. <http://www.fastcompany.com/3013073/dialed/the-case-for-losing-your-sales-people-and-killing-cold-calls-forever>.13.Dishman, Lydia. "Phil Fernandez And Marketo's Mission: Eliminate Cold Calling Forever." Fast Company. N.p., 17 May 2012. Web. 24 Oct. 2013. <http://www.fastcompany.com/1837621/whos-next/phil-fernandez-and-marketos-mission-eliminate-cold-calling-forever>.
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Changing consumer behavior, communication channels and technology are good reasons for revamping your sales strategy.
Why not get started today?
To Cold Call ...Leverage technology to learn as much as you can before making a call.
Ditch the prepared sales script.
Have a simple conversation about your prospects business needs and your product or service can help solve a problem.
... Or Not to Cold CallOnly 10% of executives found that sales calls provide enough value to warrant the time spent on them.
Only 7% of executives say they would schedule a follow-up to a cold call.
Some even say cold calls could end up hurting your business.
Identify consumer preference
technical expertise
flexibilityfast and easy transactions
product customization
knowledgeable sales staff
42% of companies that use
inbound marketing increase their lead-to-sale conversion.
Inbound marketing costs
60% less than traditional,
outbound techniques.
videos
eBooks
e-newsletters
white papers
blogs
podcasts
Make your sales team experts
Use inbound marketing
Reevaluate cold calling
Telemarketing: 200 million are registered on the FTC’s DO NOT CALL list.
Email marketing: 91% email users unsubscribe from email lists they previously opted in to.
8 Tips forOn-Target Sales
DO NOT CALL
Unsubscribeof emailusers91%
Direct mail: 78% use catalogs to browse and discover products.
Purchaseof shoppers78%
Today’s consumer ...
Is well-informed
Buys—they are not sold
conduct online research on a product before purchasing.
have a negative view of salespeople.
78% 85%
Online
66% of marketers say blogs increase Web traffic.
Blogs
Customers expect:
social media
#1
#2
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#5#6
#7
#8
#3