Category Archives: Sales Strategy

Inside Sales Solutions: The Five Part Outreach Approach

By | Sales Strategy, Sales Tips | No Comments

When it comes to inside sales, veterans and newcomers alike struggle with the same thing: prospect outreach. Outreach is the critical connection between a lead in a pipeline and a new customer. We’ve got the insides sales solution to help you make that connection: an intentional outreach cadence.

The Five-Part Outreach Approach

Effective prospect outreach comes from a combination of tested cadence and templates coupled with careful personalization. Your jumping-off point is a carefully crafted email and call cadence to keep prospected engaged and moving through the sales funnel.

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On-Board Better: 4 Keys to Finding the Best Sales as a Service Partner

By | Sales as a Service, Sales Coaching, Sales Strategy, Uncategorized | No Comments

According to a recent survey, sales as a service (SaaS) providers are growing fast (32% per year) and showing no signs of stopping. While that growth is encouraging, not all SaaS providers are created equal. Some providers merely want to turn a profit. Yet, others strive to serve their clients with lasting strategies, attacking development shortfalls. If you’re in the market for development solutions through SaaS, there are a few key qualities to look for in a provider.

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Making Marketing Automation Work for Your Outsourced Sales Campaign

By | Marketing Automation, Sales Strategy | No Comments

An Infusionsoft Small Business Marketing Trends Report recently showed that 43% of businesses with in-house marketing say their efforts are ineffective. What’s holding them back from transforming their outreach efforts into sales? In many cases, it’s a lack of planning around the marketing and sales connection, especially for those leveraging an outsourced sales campaign. One tool can bring both together: marketing automation.

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Content and the Sales Journey: The Essential Outsourced Sales Campaign Pieces

By | Lead Management, Sales Strategy | No Comments

Cadence and content are vital elements for an effective sales campaign. These two elements are also challenging for many internal teams to perfect, which is why savvy managers turn to an outsourced sales campaign to help.

When we work with businesses to improve their sales campaign, it’s imperative to match content with our proven outreach cadence. The right content can move a prospect to the next stage in the sales journey and provide an anchor to sales team members as they make contact. Examples of matching content to the sales journey include:

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Sales as a Service Development Strategy Essentials: 6 Outreach Cadence Tips

By | Lead Generation, Lead Management, Sales as a Service, Sales Strategy, Uncategorized | No Comments

In all my years working in sales as a service, I frequently encounter the same development outreach issues among clients. One of the most common is an inefficient outreach strategy. Whether it’s contacting too often or too little or issues with messaging or data, many development managers find they’re getting stuck on their initial outreach tactics.

If you’re struggling with your outreach cadence, these top tips can help.

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Demystifying Trade Show Outreach – Nine Tips to Optimize the Trade Show

By | Lead Generation, Lead Nurturing, Sales Strategy, Uncategorized | No Comments

Trade show outreach matters.

In our super-connected, digital age, in-person trade show events may seem old-fashioned and passé. Yet, they remain an effective business strategy, with 81% of B2B companies leveraging them to gain and convert leads. Meetings generated from events net an average of $1,294 per participant and the trade show industry generated over $13 billion in revenue in 2017.

These numbers show trade show outreach is alive and well, and something your company should leverage. But, how?

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Data and Sales as a Service: What You Need, Why You Need It, and How to Get It

By | Sales as a Service, Sales Strategy | No Comments

Data is essential to our success as a sales as a service provider. Our goal is to help businesses fill in gaps in their development processes. Well-organized data can show where those gaps occur and point to how to fill them. That’s why organizations with reliable data management and analysis can generate up to 70% more revenue.

According to McKinsey & Company research, companies that leverage data in their development processes see profits jump 5-6%. That’s an impressive stat, but it can be challenging to know what data to record and how to put it into action. We have the sales as a service secrets to answer these questions.

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Business Development Strategy Tips: The Essential Discovery Questions

By | Sales Strategy, Sales Tips | No Comments

When we work with companies, many have a solid business development strategy that, in theory, should work but isn’t getting results in practice. Often, the issue lies in a lack of connection with the prospect through discovery.

If you leave out discovery, you’ve shot your chances to establish trust and gain insight on a prospect’s individual needs. You need both to be able to successfully move prospects from one stage to the next in your pipeline.

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