How To Get Leads That Actually Convert
Donald C Kelly
The Sales Evangelist | LinkedIn Top Voice In Sales | 3X Top Salesforce Influencer | LinkedIn Sales [In]sider | Helping Teams Generate More Pipeline
Have you ever been in a situation where marketing sent you a "promising" lead, but you never hear back or get a hold of that person? Nothing is more frustrating than approaching a lead with optimism only to have it go nowhere.
I want to introduce you to a solution called account-based selling (ABS). Account-based selling allows you to create content specifically for your ideal client. While the reach might be smaller, the likelihood of moving those ideal clients through the funnel is much more significant.
While the reach of ABS may be smaller, the likelihood of moving those ideal clients through the funnel is more significant.
One of the many benefits of ABS is that it puts more of the focus on your customer. According to a study by Statista, 47% of B2B marketers said personalization will play a key part in their marketing campaigns. It's time to change our approach from targeting everyone to creating a market of one at each account.
It's time to change our approach from targeting everyone to creating a market of one at each account.
I share these things with you because I want you to succeed. I want you to talk to the right people and to say the right things. And as always. I want you to go out and do big things!
TSE 1504: What Exactly Is Account-Based Selling?
Every salesperson has been in this situation at some point: marketing delivers a handful of leads, only for nobody to respond after you initiate contact. This is an unfortunate downfall of lead-based selling and one reason people are pivoting to an account-based selling model. To start, make a list of the people most likely to buy from you, discover companies that fit these descriptions, and try reaching out to multiple people in the company. Listen below for more details.
Whether or not you and your business utilize account-based selling, you won't obtain the sales figures you want without the right messaging and communication. Scott Leese, founder of Scott Leese Consulting, joins the show to show how to ensure your messaging delivers results. Some strategies are finding out more about your target, avoiding talking about yourself, and being thoughtful and customer-focused. Listen below for more of Scott's tips.
Tip of the Week:
Too many sellers center their messaging about them. Who they are, what they do, why customers should connect with them.
Our messages and outreach attempts need to be dialogue-centered. Ask questions and find out about the customer and their problems.
Once you can identify their problems, they will open up and begin asking?you?the questions.
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Despite the popularity of account-based marketing (ABS) strategies among B2B and enterprise companies, salespeople are still largely focused on individual leads. This is no longer the best approach for B2B companies. ABS enables you to spend more time talking to the right accounts and gives you the best chance to ultimately close them.
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领英推荐
Join us for the next episode of our new LIVE Sales Session. Andy Paul, host of The Sales Enablement Podcast, will join the episode to explain how to easily overcome objections enterprise sellers face.
Thursday, Nov. 18 @ 2PM
Tool of the Week:
BombBomb is a powerful tool designed to embed videos directly into emails. Imagine how cool it would be to receive a personalized email as a prospect from a seller? BombBomb.com
Want To Guest on our Podcast?:?Apply Here!
We're always looking for great guests to speak to our large community of sales reps and sales leaders.
Donald's Book Recommendation
Human-Centered Communication provides a philosophy and practice to help you connect in more meaningful and effective ways with prospects, customers, team members, and every stakeholder in your success.
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Helping sales teams build pipeline
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