I am pleased to announce that Sales Inside Inc. has now started offering Marketing Automation (MA) Services in addition to the “Data Services” and “Content Marketing Services”. The addition of Marketing Automation Services will help us serve our customers better by enabling us to offer a full suite of Generation services.Read More
Topics: Marketing Automation
If your business has a presence in Europe, or is considering expanding to Europe, you may have noticed that finding a list of European B2B leads can be difficult. While North American lists are relatively easy to find, European B2B lists are not as common. In this post, we'll talk a little bit about why this is, and what you can do to get the high-quality European B2B lists you need.Read More
Topics: European B2B Lists
As you probably know, when it comes to finding the email addresses of your prospects, you have two main options: you can purchase B2B email lists or you can find the addresses manually. If you choose the second option, you will have to do some detective work to find accurate data. In this post, we'll talk about some methods you can use to piece together email addresses for leads.
Before You Begin: Check Social Networks
Pulling up a potential lead's contact information on LinkedIn, Facebook, Twitter, or Google+ could save you a lot of time and effort. These days, most executives and key decision makers remove their contact information from social media, but it never hurts to try this option out before you move on to more in-depth methods.
Piecing Together an Email Address
The key thing to remember is that all email addresses can be broken down into two separate pieces: the domain and the user name. Each of these can be identified separately in order to put together the complete email address.Read More
Cold Calling isn’t dead, but in order for it to be effective you have to go beyond the traditional approach. This means taking a few extra steps both before and during that call. To help your sales team make better, smarter B2B cold calls, follow the best practices outlined here:Read More
In order for an organization to grow, it needs to have a strong sales revenue chain. If there’s a weak link in your chain, you may find yourself in a situation where you have to work harder and harder to maintain a consistent level of sales.
At the same time, not all businesses know exactly what a strong sales revenue chain looks like or where the breakdowns are happening within their own chain. In this post, we will look at some of the most important characteristics that sales revenue chains should have. If your sales chain is missing one or more of these points, implementing them could help you get better results.
1. Clean data
When you start with good information, you’ll get good results out of your sales efforts. On the other hand, sales lead lists that are filled with duplicate entries and out-of-date contact information will leave your team wasting their time and energy chasing after the wrong prospects. Consider using a data cleansing service to clean up your company’s sales data. This will create a strong platform for your sales chain to rest upon.Read More
A good sales staff is like a well-oiled machine, and like any other machine, it depends on having the right fuel to propel it forward. In the case of your sales team, the fuel they depend on is quality leads. Without new business leads to keep the machine running, it doesn't matter how good your sales team is; you'll soon find it grinding to a halt.
If your company is having a hard time finding quality leads for your sales team, here are a few tips you can use to find more.
1. Start with LinkedIn
Most B2B professionals are familiar with LinkedIn as a potential source for new business leads, but not all of them know just how powerful a tool it can be. Using the Advanced Search feature in LinkedIn, is a great way to find people who might be interested in your products or services.Read More
The beginning of a new year is the perfect time for companies to reevaluate their selling strategies, looking for opportunities to improve in the months to come. While many companies do take advantage of this period of reflection, one area they often fail to include in the analysis is data cleansing.Read More
Topics: Data cleansing services
In the past, categorizing B2B sales leads was a pretty simple concept: any decisions having to do with buying technology were generally made by IT leaders, meaning that you could craft your sales pitch to one person. However, this situation has changed over the years, and the changes only figure to become more pronounced going into 2015.
We are now living in a world where technology has direct applications to a variety of business processes--including marketing, sales, customer service, and more--so it should come as no surprise that B2B sales teams can no longer succeed focusing on only one type of buyer. For instance, if you're selling software that supports marketing processes, you might have to sell that software to marketing, IT, and senior management. Buying decisions are now made across departmental silos, so sales teams need to be able to craft sales messages that can account for this new reality.
Determining the buying hierarchy
While buying decisions are increasingly collaborative, there will most likely still be one person who has the final say. Identifying this person is important, as they will serve as the focus of your sales efforts.
In addition, all buying organizations will have key influencers who may not have the final say, but will provide input to those who do. In order to make the most of these key influencers, it's important that you find out who among them would benefit the most from your product, as these people can be advocates for our cause. Once you've identified these people, provide them with resources they can use to sell your offering to others within their company.Read More
No matter how large a company is, one rule always holds true: all companies have a limited number of salespeople to work with. Whether your organization is a large enterprise or a small business, you must be able to make the most of those limited resources in order to ensure success. The key to making the most of your salespeople's time is making sure they aren't chasing after leads that aren't likely to convert in the near future.Read More
Most people know that salespeople often operate in teams, but many of them fail to realize that the reverse is also true: in many companies, particularly larger ones, buyers also operate in teams.
For salespeople, these buying teams can require an entirely different sales strategy than the one they would use when selling to an individual decision maker. That's why it's important to understand what a buying team really is, why they are different from individual buyers, and how sellers can successfully approach buying teams.
What exactly is a buying team, and why does it matter?
In many enterprise organizations, a large B2B purchase is considered too significant to leave it up to one person. In these situations, there may be one individual who gets the final say on whether or not a purchase is made, but that person will also depend on a whole team of influencers who share input and knowledge on a particular subject in order to make the decision-making process easier. This is what we are referring to when we talk about a buying team.Read More
Topics: contact discovery services
The Sales Insider Blog
The Sales Inside Inc blog is focused on impact B2B contact databases on lead generation and revenue growth. We cover best practices and insights on all aspects of databases including list building, list acquisition, data verification & cleansing, contact discovery, data enrichment etc. Please subscribe to our blog to stay abreast of industry news, trends and inside tips on these topics.