There was a time when thrice a week I would craft an email that I would send out to all of the leads in my CRM that I did not rate High. I used a Low - Medium - High rating system to organize my inbound leads and generated enough appointments through this tactic to consistently fill the top of my pipeline. My emails all offered 2 things, 1 – a piece of valuable content, 2 – a request for an appointment.
I tested different titles and some emails worked better than others, but overall, if I sent out enough emails, I would generate enough appointments. Seemingly overnigh this tactic stopped working. You can view my lead grading system here.
Every day around 9a, I leave my desk and head down to the kitchen in my office. I take a plastic cup, fill it with cereal (either Honey Bunches of Oats, or Frosted Mini-Wheat’s) add Silk soy milk, grab a spoon and walk back upstairs to my desk. On the way up and down, I pull my phone out of my pocket and check my email, and maybe Instagram.
People check their phones all day every day. If business is on their mind, their email app is likely what they spend a good deal of time checking.
It is no secret that working at a startup requires a special skill set, but according to Mashable, a startup might be your best shot at a new job in 2013. 87% of tech startups plan to add seats during 2013, and most will surely looking to turn their developer man hours into revenue.
You would think with a still lagging overall economy and droves of college graduates entering the job market, startups would have an easy time finding suitors. Interestingly, 9 out of 10 tech startups said it was challenging to find employees that “fit their needs”.
The list below details my personal startup sales experience, and what I believe to be the most important skills a salesperson can possess (or be working to improve) to get serious love from HR departments. (If startups had HR departments)
When I speak with sales teams across the country, there are 2 major areas they wish to improve upon. New lead generation is generally the focus for startup companies and business that sell to a variety of potential buyers. Established companies with well defined or niche markets are desperately looking for better control of their pipeline, and opportunity management.
Crushpath is a lightweight SaaS tool that aims to assist in both categories. The overlying concept of the platform is to provide new lead generation for marketers and sales both by creating “pitch sites”. Pitch sites are basically a user friendly landing page builder, where users can customize pitches to target specific prospects and garner interest for their product or services.
People use the web to get their questions answered. If your website successfully answers the questions that your prospects are looking for answers to, you will drive qualified traffic to your site. Once this happens, your sales process has begun.
Recently, a colleague of mine was looking to engage a prospect with whom he did not have a follow-up call set. He was preparing to reach out to the prospect, but was having difficulty phrasing an email that was not "cheesy". We threw around a few ideas and quickly came to our first conclusion. Whatever you do, do not send a "Just Checking In" email. Then, we chose a better path.
If you are in sales, you have most likely sent the following email:
Email open and click tracking allows sales reps to get real time indications of buying signals, and react in real time to sell most effectively. This data has been utilized by marketing teams for years, but until recently was not thought of as a tool that could make sales reps more productive. Over the past 8 months, I have been personally experimenting with and discussing what I believe to be the most transformative sales technology since the emergence of CRM.
Even the best sales reps at top technology startups often struggle to effectively understand signals, and how to best interpret this data to know when to deliver information to prospects. Trying to understand buying signals is not a new concept by any means, but with exposure to endless data and dramatic changes in technology, it is hard to know what information is the most telling of a prospect’s intentions. Jeff Hoffman discusses this concept on the sales director and manager level as “exit criteria” which can also be used for improved sales management and forecasting.
This post contains excerpts from an interview conducted by Michael Pici, with Tristan Barnum, the Marketing Director at Voxox who recently purchased HubSpot through myself, John Sherer a member of the HubSpot Sales Team. The following focuses on key decisions in the sales process, insights from the customer and the importance of Smarketing.
Tristan got in touch with HubSpot via classic inbound marketing. After selling the company she started and choosing a job as the marketing director at a newly funded company, she was doing research on how to most effectively design and build a new marketing strategy. HubSpot caught her attention while researching online marketing, "everywhere I turned, you guys had content for me" and having previously heard of HubSpot as a powerful marketing platform, she made the decision to engage HubSpot by filling out a demo request form.
Demo requests are often considered the best quality of leads and they get this reputation for good reason. When a prospect requests a demo it usually indicates they are ready to see the product and are closer to a purchasing decision. Reps love these leads, and in a perfect world all leads would be demo requests.