How to use #socialmedia as part of an integrated omni-channel strategy https://t.co/AVjmp7Tm5A by Lilach Bullock https://t.co/z6KFdk5h5x
If you’re thinking about using video in your sales process, but aren’t sure where to start–we’re here to help you out. Video Vednesday delivers industry-leading tips right to your inbox every Wednesday on how to use video to increase response rates, book more meetings, speed up sales cycles, and close more deals.
Increase Response Rates
Previously we shared our tips for getting your team on board with video, but now we want to focus our attention on some awesome users. Which is why we are showcasing how one of our customers, Terminus, is increasing response rates with video.
Check out the video below to learn how Terminus is successfully implementing video across their sales teams.
Pump Up Your Pipeline
Time is money as they say, but how do you take advantage of the latest sales tools to save your precious time when you don’t have an unlimited budget or even any budget at all?
Lucky for you there are tons of completely free workflow enhancements that you can use to save time and take your selling game to the next level.
Check out the video below to see some of our favorite ways to pump up your pipeline.
Don’t miss getting industry leading sales knowledge directly in your inbox!
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Let’s focus on some tactical ways you can build trust in your outreach efforts. Video is a great way to reach that ghost buyer. You know that contact that wants to avoid a sales person at all costs. They much prefer to go deep on your website and research then speak to someone.
So, video then becomes a great way to reach out, teach them something or explain something, and build rapport.
This month we delivered key tips that aimed to help salespeople become more confident behind the camera, craft even more engaging videos for their outreach efforts, and learn where they can replace traditional messaging with video to make their message more consumable for prospects.
Happiness & sacrifice go hand in handHere is why you should optimize for both. @wilschroter @startupsco https://t.co/mE0UWhibs6 https://t.co/4h15YaNAgl
"Okay Google tell me more about Voice#Marketing..." Google pulls up article @TennileCooper https://t.co/ltxEndbQCX https://t.co/dcLklE2qto
Making Money on the Side of a Full Time Job: How to Master the Side Hustle https://t.co/5XAbqawA7Q via @planio @MaddyOsman https://t.co/plaAt8kw8J
Where To Find #WooCommerce Compatible Themes And What To Do If A Theme Or Add-on Is Not https://t.co/oLgxbhjsx8 #ecommerce #themes via @codeablehq
#Brand Storytelling Isnt Just Important to Your Business Its Absolutely Critical https://t.co/Q9b62xq0Bj via @ElementThree #branding https://t.co/3HowBfzcHe
The Little-Known Relationship Between Emotional Intelligence And #Success https://t.co/ZUAbf1E4JW @forbes #marketing https://t.co/bxyvkEGuXJ
Content possesses a God-like characteristic in its presence.
Whether we’re at home or work, in a car, flying in a plane, riding on a boat, or on our phone, tablet, or laptop, we live in a sea of communication.
Content is everywhere we turn, and it’s everywhere we look. And we cannot escape its reach unless we travel to a remote part of the world without access to the Internet, television, or radio.
We are bombarded daily with a slew of messages. The amount of information we swim through every minute is staggering. Every minute, Internet users:
This amount of information presents a daunting task for small businesses, solopreneurs, and even large corporations. Breaking through this noise can feel like offering someone who just finished drinking from a fire hose a glass of water.
But here’s the great thing.
You can rise above the noise, cut through the clutter, and connect with your customers without having to take out a television ad during the Super Bowl, a billboard in Time Square, or conduct a multimillion-dollar marketing campaign.
You can build an audience of people “who will rely on your for information, advice, and help, and will seek out your expertise” with nothing more than a blog. Individuals, non-profit organizations, and businesses of every size have developed highly engaged audiences who place them in a position to launch a career, further a cause, or establish a profitable company.
But, to do this, you have first to understand how today’s media-rich environment has forever changed the way we obtain information and make purchasing decisions.
People’s insatiable appetite for content
Marketing has been flipped on its head.
The proliferation of information has taken the old marketing funnel, grabbed it by the neck, and turned it upside down.
Image via Marketo
Historically, individuals and organizations found customers. Today, customers will predominantly find you. They do this through online searches, polling their friends on social media, and browsing websites. People are online foraging for information. They’re hungry and in search for answers to their questions and solutions to their problems.
People no longer wait passively for someone to approach them with a solution. They search for answers online and read reviews on Yelp, Amazon, or a retailer’s website.
People are taking steps to educate themselves about you, your organization, and your product or service way before you even know one iota of information about them beyond the data provided by your analytics. And the amount of information they consume before making a purchasing decision is astronomical. The number of sources people usually consult before making a purchase averages 10.4, but will increase or decrease based upon the cost and complexity of what they’re looking into, and these numbers will continue to grow.
From reading content online, watching videos, or listening to podcasts, people are consuming a vast amount of information before making a purchasing decision. This goes for every product and service, too. Whether it’s books, clothes, or insurance, people are filtering through a ton of information before making a decision.
Why your marketing strategy must be built with content
After recognizing a specific need or want, consumers will generally seek out information to help them further understand their situation, answer their questions, and find solutions to his or her problems.
This is why you must build your marketing strategy with content. Publishing and promoting high-quality content is the best way you and your organization can adapt to today’s new buying process.
You can no longer rely exclusively on paid media to reach out to customers; you need to help customers find you. This small pivot in your digital marketing strategy will make a tremendous difference in connecting you with your target market.
Whether you’re an author, small business owner, or a large corporation striving to connect with consumers, then you must build your strategy on content that will not only help you project your message to people, but help people find your message.
Working with a content marketing agency
If you’ve made it this far, then you understand your need for publishing top-shelf content. Content that stands head-and-shoulders above the rest that your customers will savor.
To create this type of content takes more than a prayer and merely throwing words together on a page like a modern artist splashing paint on a canvas. There’s an art and science to distilling clear, concise, and compelling content for your customers, which is why I started Stillhouse Marketing.
From providing you and your team content marketing support
At Stillhouse Marketing, we follow a 3-step process to craft your content marketing plan:
If you and your team need help developing content, or a team to come alongside you to build your content marketing plan, then drop me a line at Stillhouse Marketing. I’d love to hear from you, and see whether or not we’re a good fit.
The post Why Your Business Needs Content Marketing More Than Ever appeared first on The Copybot.
Welcome to this edition of Modern Sales Point of View. Today we hear from the tremendous Tiffani Bova, Global, Customer Growth and Innovation Evangelist at Salesforce. Tiffani joins us to discuss what’s changing in B2B sales, how sales can become more human, and her strategies for capturing a potential buyer’s attention.
How things are changing in B2B sales
Tiffani thinks the shift that’s happening in B2B sales is a change in who holds the power. Where sales used to control the information and the steps in the buyer’s journey, now all of that is in the hands of customers. Back in the day, as Tiffani quips, “we’d give ’em quotes when we were ready, we’d give ’em references when we knew we had the references lined up”—today all that has changed. Today’s consumers are more informed than ever before and tend to bounce between points in the “regular” sales cycle. It’s up to sales to adapt and stay engaged with customers in this new reality.
“What makes you different?”
According to Tiffani, what “sales” really means is what makes you different? “If everybody is selling, and you have people who are selling computing products against you and your brand, what makes you different?” she says. That means it’s more important than ever for salespeople to think about their personal brands and how they’re going to stand out.
How to get the attention of a potential buyer
Like Tiffani discussed earlier, sales isn’t about salespeople anymore—it’s about the buyers. That means that tried and true tactics, like taking a prospect to lunch, might not work anymore. The challenge facing salespeople today is to personalize their outreach to each individual customer, their needs, and their pain points. That’s not to say that you can’t have go-to strategies, but you shouldn’t have one set script. Instead, Tiffani recommends leveraging the data that you have in your CRM to come up with a tailored outreach program for each buyer, based on what you know has worked for similar situations in the past. “Each customer is gonna be different, each pain point is gonna be different, each opportunity is gonna be different,” she says, “so, you’re looking for commonalities.
What makes you different in your sales process/cadence? Let us know what’s working (or not working) in the comments below.
The post How Sales Can Be More Human</Br>Featuring Tiffani Bova appeared first on Vidyard.