0Starting from this week, Market Republic is going to provide you with a digested round up of most informative articles in the sales. You can learn from them, share them with your colleagues or bookmark them and forget they ever existed five minutes after.
So grab your cup of coffee and let’s start.
How to increase sales using Google Analytics report
Neil Patel’s blogs are everyone’s favorite source of digital marketing information. This week he graced us with a tip on increasing our sales just by using Google Analytics report.
It’s aimed at all busy marketers, salespeople and entrepreneurs out there. Neil is pointing only at metrics that you actually need – site search, behavior flow report, create Goal reports and see which social media network is bringing the customers. Then do the same to see how many people are looking for you through mobile and whether the numbers are significantly different from your desktop version.
Find out which are your top converting pages and which content brings you most customers.
Lastly pay attention to, so called, Lifetime Value of your conversions because more leads do not always mean more converting leads.
How the best sales reps work smarter not harder
HubSpot published an amazing motivating story about what separates best sales people from the rest.
The author Lee Bartlet debunks the myth about overworked sales people and gives his own perspective on the profession. He focuses on goals, plans ahead and makes sure that they are achieved at any cost.
Oh, and most important habit – he steers clear from office politicking and other activities that will not result in revenue.
Why being too helpful will hurt your sales
Another great piece of advice comes from HubSpot about trying to be as responsive as possible to your (potential) customers.
In today’s B2B highly competitive market, buyers are more educated and informed than ever and are constantly being bombarded with more new information.
The author Bret Adamson claims (based on his research) that you will help your potential customers more by not giving them too much information.
The best way to help them is to be their buying coach and not only to try and sell yourself.
How to manage a sales team and predict their performance
Close.io blog offers many a useful topics with latest one being the management of a sales team which, as every sales manager knows, can be pretty difficult.
They suggest that you focus on the three important metrics: activity, quality and conversions.
Determine the average sales performance of above mentioned metrics for each of your sales reps per day and try to maintain that consistency.
How to do Account Based Marketing?
Our favorite topic as of late is the Account Based Selling and consequentially Account Based Marketing well simply because THEY MUST BE ALIGNED.
HubSpot gives you an insight about what is Account Based Marketing and what isn’t, how to identify your Target Accounts and deliver the right content to them.
They also look back at the good old Inbound to make sure it’s still relevant. Unsurprisingly, it is.
PureB2B blog explains what you need to do to have an effective Account Based Marketing.
Firstly, you need decide how are you going to measure your efforts, then align sales and marketing and determine your Ideal Buying Persona aka Ideal Target Account. However, make sure you don’t bite more than you can chew with your ABM efforts and that you measure and optimize all your data.
Make customers love your emails
Emailing is one of our top subjects, because you can never compose a perfect one. There’s always something to be added or erased, adjusted and there’s always something that works better. You will know this by A/B testing, of course.
GetResponse gives us tips on how to make the irresistible email, primarily for marketers, but sales reps can learn something, too.
Personalizing your emails is a must. Images are desirable, but mostly in marketing emails, not so much in sales. Subject lines are directly responsible as to whether your email is opened or not. After the emails are opened you need to draw their attention with superb copywriting.
That is how you get customers, but what about keeping them?
Every sales rep knows that keeping an old customer is way cheaper than gaining a new one.
GetResponse once again reminds you about personalization and maintaining a relationship with your customers. Ask them for a recommendation or simply a referral and then award their trust with a something little extra. Listen to their needs and suggestions and be quick to reply to any feedback – positive or negative.
Week in sales – wrap up
This is what we found to be most interesting in sales during this week.
Did you read or write anything that could help us learn something new?
If so, feel free to contact us send us interesting links, we’d be happy to share the article with the world.
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