Archive for 'Sales'

If you’re new to marketing automation or considering implementing it for your business, here are some tips to keep you on the right track.

These tips are based upon experience with multiple businesses. Some have failed miserably with automation while others have achieved incredible success. Which would you rather have?

Where to Begin with Marketing Automation

For starters, work on building out your follow up sequences with emails and steps before you begin stockpiling leads. This keeps the leads from your promotions from slipping through the cracks or going stale.

Build a sequence with no fewer than 10 steps because it takes an average of 11.1 exposures to a new prospect to get them to buy today. Your promotions obviously count for exposures although they won’t be included within your automation application.

Ideally, you’d offer a monthly newsletter that goes out to everybody (clients and prospects) with specific follow up based upon behavior and interests.  The newsletter gives you 12 exposure opportunities, and most won’t cry spam at the top of their lungs or opt-out immediately over a newsletter.

Don’t make the common mistake of generating leads first only to wonder what the hell to do with them to get them to buy when the first swipe doesn’t cut the cake. This is the most costly mistake when someone starts to leverage marketing automation … they put the buggy ahead of the horse then wonder why automation “doesn’t work.”

20 Questions to Answer to Help You Build a Solid Follow-up Campaign

Most business leaders and marketers jump into an automation program without giving much thought to what your prospects are going through as they consider their products and services. Rise above your uninformed competition by completing the quick questionnaire below.

The questionnaire is designed to help you flesh out solid follow-up content while building better relationships with your ideal target audience.

  1. Who is your ideal prospect?  Which 20% of your clients generate 80% of your profits? Focus on profits versus revenue … sales for sales sake doesn’t do you much good.
  2. Where are your ideal prospects located?
  3. How old are they?
  4. How much money do they make?
  5. Do they have kids? Do the kids live at home or not?
  6. What keeps them awake at night? (whether it relates to your products/services or not)
  7. Who are they mad at right now?
  8. Whom do they pay attention to/follow right now? Why?
  9. What interests or hobbies are they into? How can you relate that to your offers?
  10. What’s the typical buying process someone goes through when they buy stuff like yours? Who is involved in making the final decision?
  11. How long of a sales cycle is it?
  12. What 10 questions do they frequently ask?
  13. What 10 questions should they be asking?
  14. Why should they listen to you instead of your competitors?
  15. What 5 things should they look for in a product/service like yours that you excel where your competitors don’t/can’t?
  16. What myths or misinformation exists within the marketplace?
  17. What’s the reality your prospects should know about before buying?
  18. If your pricing is higher/lower than a competitor, why?
  19. Are there any data or trends that make your products/services more important today?
  20. Of your sales reps, who is the top performer? What does he/she do to close more business the others don’t? What can you do to replicate that more?

When you take the time to complete the exercise above, you’ll likely reach your growth goals faster. You’ll also end up building enough relevant follow-up content to outlast your competitors.

Easy Content Production

The answers to the exercise can also become sources for blog posts, slides, videos, Q&A sessions, info-graphics, articles, documents, white papers, reports, webinar topics, infomercials, print ads, advertorials, etc.

Take action now then share your results below.

Sales Training For The B2B Sales Team

Sales Training For The B2B Sales Team

Sales training for B2B is inherently different than B2C sales training.  Selling to a business requires a stronger investigatory approach and an understanding of business operations as well as product performance.  B2B sales training can accelerate B2B sales growth by training your sales team in the intricacies of sales organization, business sales relationships, and complex business sales presentations.

Business to business sales are generally more complex than business to consumer sales.  Lead management involves individuals, clients, departments, teams and businesses.  Business sales cycles generally take longer than B2C sales cycles. Businesses have a higher resistance to sales and are knowledgeable on sales and marketing strategies.  Chances are high they have their own sales and marketing strategies developing within their company.

Sales training can help a B2B sales professional upgrade his skills to generate more leads, nurture and manage leads more thoroughly, use sales technology proficiently, understand the nuances of the business sale as opposed to a consumer sale, and develop new and inspiring business presentations and sales techniques.  A B2B sales professional must be alert to the changing nature of sales and marketing and the changing nature of the business economy. 

B2B sales professionals that aren’t trained in the latest sales and marketing techniques are likely to portray the company as not being capable of moving ahead with the business climate.  Your business must show credibility through your B2B sales team.  B2B sales typically require a consultive approach to relationships, rather than a product focused approach.  Sales training can develop consulting skills and strengthen the consulting credibility of the B2B sales professional.  A credible and trustworthy sales professional that is aware of current business trends will develop long-term relationships with clients that can contribute to cross-referrals and contribute to long-term revenue growth.

The most fundamental increase in complexity between a B2B company and a B2C company is the mere size of lead relationships.  Because B2B companies must sell to many individuals to make one sale, it is necessary for B2B sales professionals to be familiar with multiple selling techniques that can be applied to individual and departmental presentations.  Sales training for B2B sales professionals can provide sales professionals with unending ideas for sales presentations. The B2B sales professional will then have the presentation skills necessary to effectively present and sell to a large and diverse business audience.

Sales training for a B2B sales team or B2B sales professional is available at basic, intermediate and advanced skill levels. B2B sales require unique, complex sales and organizational skills that can be continuously improved upon with B2B sales training.  B2B sales training will provide your sales staff with skills that will increase their credibility and consultation skills with sales targets. 

Training for B2B sales professionals can also train sales professionals to formulate presentations that are hard for the target to resist.  Strong sales relationships that are given winning sales presentations will keep your business winning a healthy sales revenue. 

For more information on sales training or to contact us, visit our website –   

Tim Williams founded Deakon Pty Ltd. in 2004 to provide professional Sales Training, Sales Courses, Sales Programs, Sales Training Courses & Sales Recruitment Services in Melbourne, Sydney & Brisbane.

His background encompasses 17 years of Technical Sales roles in the IT & T + Automation industries having been a Business Development Manager for Hewlett Packard, Agilent Technologies, Trend Micro and Schneider.

Tim is as a leader in the sales training industry in Australia.

Channel Sales Strategy: Support and Motivation for Channel Partners

B2B or Business to Business channel distribution consists of a different kind of business relationship. Vendor and reseller are of equal standing and generally have the same objective and that is profits. Resellers are not dependent on vendors because they can ally themselves to other parent companies without batting an eyelash.

Vendors have the responsibility therefore to provide support and motivation to their channel partners in order not to lose their loyalty. This should be a part of their channel sales strategy. Support and motivation need not always be financial although majority of motivation is the incentives attached to the partnership.

How can vendors offer motivation?

Open Communication
Just like in every relationship, open communication is key to addressing issues that could breed increasing damages. Informal communication line is recommended and encouraged to build rapport. Using web 2.0 tools like social networking sites, Twitter, Facebook, blogs, etc. are channels of communication that are now acceptable in the business world. In having open communication, resellers can open up about issues they encounter and through efficient channel management, questions are answered as soon as possible.

Channel Auditing
Regular check up and evaluation of the channel partners ensures that goals and objectives are being reached and that the organization is right on track. Questions to ask are: Are the sales teams reaching their quotas? Are the products meeting sales expectations? Are competitors’ sales greater than their own company? How much time is spent on sales? Is the price or margin too high or too low? Etc. This is a great channel sales strategy to prevent future conflicts and problems. Of course after auditing, the vendor has to provide solutions and recommendations to resellers on better improving their sales activity.

Channel partners are given a contract before they represent the vendor’s products but the recruitment is just the start of a hopefully long and productive relationship. Vendors are responsible for fast and easy turnover of incentives. In today’s high tech world, vendors use partner portals to facilitate a lot of channel sales activities including incentives distribution.

How can vendors offer support?

Product Development
While the product is meant for end consumers, the reseller should also have inputs on future product development. Their experience with different customers offers a bird’s eye view of the overall customer response and not just a limited perspective. They can represent the customers and offer valuable feedback on possible improvements or add-on features.

Sales training for new products is important for the success of a channel sales strategy. For VARs or Value Added Retailers, this is especially true since they deal with vertical market products or products that are highly specialized that only a niche market of which are mostly business institutions as well have the ability or necessity to buy the product. Sales teams have to be especially knowledgeable if questions come up.

For more information about channel sales strategy, visit us at

A graduate of Computer Engineering and loves to travel. Reading current news in the internet is one of his past times. Taking pictures of the things around him fully satisfies him. He loves to play badminton and his favorite pets are cats.

When Your Business Calls To Outsource B2B Sales Leads

B2b sales leads are critical in improving your marketing programs, but it is not easy to get one for your company. Investing and improving strategies such as these has a huge impact on your lead generation campaign.

When you build a strong foundation for your campaign you’ll have a much greater chance of achieving success for your business. Sales time is so precious, so you have to meet with prospects who are really excited to meet you.

When does it make sense for companies to generate sales leads through outsourcing rather than in house? What are the things you have to consider when looking to hire an outsourced company?

Experts in b2b marketing- When you have plans of outsourcing make sure that they are really good at business to business leads. There is a difference between business to consumer calling agency and b2b. B2b deals with other businesses, b2c deals directly with the end user.

Forecast -to -staff- Make sure that the company observes this strategy, it would suggest more permanent callers and a greater likelihood of success for your business. If you don’t do this the quality of leads will eventually fluctuate.

Adequate number of callers- There should be permanent callers who will deliver leads for your business. You also need to know the type of people who is calling in your behalf for an agreed period of time. The callers should also be well trained and competent to make calls on your behalf.

Competence- Make sure that the company has the right type of callers to talk to people you want to market your business. Their labor market should support the level of your target market. They must also have a sustained lead development strategy for your business.

Expertise- You also have to ensure that the outsourced company has the experience in calling profiles that matches your target market. They should also have recordings of calls and allows you to listen to them.

Technology- Their technology must also be compatible with your needs.

In-depth knowledge- The company should have an in-depth knowledge and business skills. You should invest in educating yourself of strategies to better market your products and services.

Frequent discussion- This is especially important among marketing, sales, prospects and customers. There might be changes in the marketplace that needs to be immediately address, these people can help in making suggestions to better execute your next marketing strategy.

Now you have just been presented of the things you should consider when looking to outsource your sales leads needs. The next question lies on the real definition of qualified leads for your business. Some of the problems however lies on the absence of a clear definition. What you can do is to talk it out with your outsourced company and set clear rules to meet it.

It would also help if you know how many attempts it would normally take to talk to a customer and engage in a real conversation.

Despite the advent of online technology and online marketing people have not thrown away their phones. Customers are still willing to talk to marketers which brings good news for you. Engaging customers in a conversation is crucial in that aspect of that business.

Pursue leads by phone, it helps in your marketing strategy. Your business strategies must clearly communicate value and generate more business.

There are a lot of companies who can deliver revenue for your business. Contact them and see how they can help in bringing in more sales for better ROI. is one of the reputable companies who can help you uncover qualified sales leads and show you how to maximize lead generation.


Sarah Barnes is a telemarketing expert with 11 years experience as a sales leads analyst for small and medium companies. Sarah invites you to visit for more information on pre-qualified sales leads and appointments.

Easy List Building Video

I just uploaded a video on easy list building to go along with the free eBook “Endless Lead Generation.” Watch the video below:

There is also an accompanying report to go with this video entitled “Easy List Building” that is embedded below:

Easy List Building

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