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B2B CONTENT, EFFECTIVE PROSPECTING TACTICS & A NEW MINDSET ::: FSG LINKS

B2B_Coffee_315_shadowThis week’s links covers content marketing for B2B organizations, effective prospecting tactics for email and other conversations, as well as some inspiration regarding the way you view your daily work in sales.

Come back daily and be sure to visit this blog every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career:

SOCIAL SELLING:
CONTENT MARKETING :::

openview labs
7 Reasons Content Marketing Is Vital For Your B2B Business
Content marketing maven [and plant enthusiast] Kara Burney (@wkndatburneys with @trackmaven for @OpenViewVenture) uses some convincing data from the 2015 B2B Content Marketing Benchmarks, Budgets and Trends report, and other sources, to make a strong case for the use of content marketing by B2B organizations.

KEY QUOTE: “92% of B2B companies produce content marketing in-house.”

Are you in the 8%? Then it’s time to get started. If you’re a part of the 92%, don’t settle for “doing content marketing.” Never stop improving. #areyouconvincedyet
[Reading Time: 3:00]

HOW TO: PROSPECTING :::

SalesLoft Blog
One And Done: The Email That Will Get You A Demo
Content marketing specialist [and amateur karaoke star] Leah Bell (@leahwinterbell with @SalesLoft) gives us more than just a good example of a successful sales email. She gives us a great example of how to look at testing and learning with the email messages we send out every day.

KEY QUOTE: “We’re not saying that this email will work forever (or even at all) — especially if you don’t test it regularly. Use A/B testing to find the right balance of customization in your email templates. Measure your results, and then test again. Every process is unique, which is precisely why personalization and semi-automation are crucial with sincerity at scale.”

Even with that caveat, and it’s a wise note to add (or I may not have linked to it here), I believe each of you can definitely learn something new from this post. Find what that is for you, then apply it. #multiplysuccesses
[Reading/Listening Time: 2:30]

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Score More Sales Blog
Great Questions to Ask Prospects
Speaker, author, trainer [and connector] Lori Richardson (@ScoreMoreSales) is back with another excellent, useful how-topost. This time, it’s geared toward prospecting. We all know we need to take advantage of it if there’s a way to make us even a little more effective with this task.

KEY QUOTE: “Get them talking and learn from them, without sounding like an interrogator. If you are truly curious and sound that way, it will be a more helpful conversation than if you have a list of questions to answer – so be flexible, and if they go a different direction with their answer, such as the need to find more good staff for their department, go with it and ask them more about that.”

Draw from Lori’s experience to make your next conversation with a prospect more profitable. #thequestionsyouaskmatter
[Reading/Listening Time: 2:30]

INSPIRATION :::

BillCaskey.com
Selling Isn’t Meant To Be A Struggle
Speaker, author, trainer, podcaster [and Dad of two great daughters] Bill Caskey (@billcaskey) offers some great inspiration to help us change our mind sets about the effort we make in our sales work every day. We shouldn’t view selling as a struggle.

KEY QUOTE: “…when you are on purpose, prospecting behavior will never be a struggle.”

Doing hard work doesn’t need to equate to the idea of struggling. Be careful about the connotations you freely attach to things in your life. It really is your choice. #itstimeforchange
[Reading Time: 2:00]

 

>>  View past posts for Friday Sales Growth Links  <<

 

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

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FRIDAY SALES GROWTH LINKS ::: STORYTELLING, TALKING PRICES & MORE

Story_290_shadowThis week’s links offer a reminder about storytelling in sales, getting away from me, myself and I, a healthy dose of inspiration and some frank talk about price.

Come back and visit this blog every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career:

INCREASING SALES :::

ExceedSales.com
Storytelling in Sales: Improve Your Sales Success
Exceed Sales (@elisaciarametar) has an excellent guest post by Christopher Kogler (@cakogler) focused on a single example of the power of storytelling for sales professionals. If you aren’t consistently using the power of storytelling…congratulations! I say that because this is low-hanging fruit within your grasp.

Promise me you’ll at least click to read the last paragraph, if you do, I promise you’ll want to go back and read the rest of the piece. #storytime
[Reading time: 1:30]

Sales Wars Blog
“You” Messaging for Better Sales Communications
This guest blog post on “You” Messaging, by Andrew Moravick (@amoravick) for @AberdeenGroup is both a reminder for all of us and a deeper dive into examples of what this kind of communication is and is not.

In my experience, this communication technique consistently works [much better than not using it] in all industries, in all markets, for all types of people and for all types of products and services. Thank you for posting this one @quotafactory. #itsaboutthem
[Reading time: 3:30]

OVERCOMING EXCUSES :::

The Sales Hunter Blog
Why Your Sales Team is So Afraid of Price (and What You Can Do About It!)
I really like Mark Hunter‘s (@thesaleshunter) boldness and accuracy on calling out an issue too many sales professionals use as an excuse for not having more sales. Are you willing to read it to see if you’re guilty…even a little bit? His four tips at the end of the post are excellent. #getoverit
[Reading time: 3:00]

INSPIRATION :::

CloserIQ
21 Inspiring Dale Carnegie Quotes to Rescue Any Bad Day
Vi-An Nguyen, for CloserIQ (@CloserIQ), accomplished two important things with this post. First, no doubt is left that Dale Carnegie is still relevant today. And second, this isn’t just a list of quotes from a single source. She created a resource for those days when you can use some encouragement from someone who knew a thing or two about sales since he knew more than a thing or two about people. #wisewords
[Reading time: 3:30]

>>  View past posts for Friday Sales Growth Links  <<

 

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

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