5 Things You Can Learn From The Best Performing Sales People


I work with some of the best sales people in the business, and I’ve summarized a few things that they have taught me about why they are so successful at what they do.

  1. Develop Solid Relationships

You notice I said “relationship,” right? That’s because the top sales people know that it’s not about going for the sale, it’s about building the relationship so the sale organically falls into place. You will have a higher close rate and better repeat business if you foster your relationships.

  1. Add Value Whenever Possible

If you bring value to your communications with prospects, your conversion rate will respond favorably. Use every touchstone as an opportunity to build value and thus momentum in your prospects’ decision making.

  1. Implement A Multi-Channel Approach

Take advantage of all of the different platforms you have at your disposal to reach your prospects. Tailor your messages to these different platforms so you can add value to your prospects wherever they are accessing your information in the sales process. By leveraging a multi-channel approach, you create more chances to interact with your prospects in a meaningful way.

  1. Build Relationships That Lead To Referrals

Top sales reps know the better job they do at building a relationship with a prospect or customer, the greater the chance the prospect or customer will refer them to someone else who could use their product or service.

  1. Educate At Every Opportunity

No matter where your prospect is in the sales pipeline, make sure you have a strategic plan on how and what you want to communicate in order to educated the prospect on your product or service. And, leading sales reps know that the education and courtship doesn’t stop with the sale. These five steps continue throughout the lifetime of your relationship with your prospect, building consistent and lasting revenue opportunities.

The key to better sales is to use today’s technology to spark meaningful conversations that build a lasting relationship, just like we did in the good ol’ days.

Do you have any sales tips you’d like to share with us? If so, let us know.


Make Your Next E-mail Campaign A Success With These 18 Proven Tips


E-Mail ImageAre you doing everything you need to do to make your next e-mail campaign a success? Are your e-mails being opened, read and responded to?  I have developed a checklist of 18 tips to create a winning program that will help generate leads, build your pipeline, increase quality web traffic, and accelerate deal flow.

Implement these 18 tips and you should get great results on your next e-mail campaign.

1.  Start by asking the right question. Who is your audience and how do you build a list that can reach them?

2.  E-mail addresses change frequently so make sure that you are managing bounces and opt-outs.

3.  Response is more than just a completed form.  Clicks and opens have value.  Be sure to segment (and score if you use marketing automation software) this activity. Segmenting by behavior will improve your next campaign’s results.

4.  Are you nurturing and scoring your responders?  Marketing automation software like eMaximation has tools that can help you manage and nurture responders and leads.

5.  You should be focusing your efforts on building and segmenting a database.  Visualize your efforts like a funnel with the warm leads (based on behavioral scoring) on the top and the hottest leads (most interested and fully engaged) at the bottom. What’s in between are prospects with various levels of interest.

6.  When gathering information only ask for what you absolutely need.

7.  Interesting messages that offer value in exchange for contact information are key to the success of any campaign.  Be creative. Study your competition. Sign up for their content.

8.  Keep the length right.  Text works better than html. Keep the message personal and folksy.  Don’t over sell.

9.  Test various subject lines.  Set up an A/B split test to learn what subject lines work best.

10.  Make sure the “From” is personalized.  Make sure the prospect knows whom the e-mail is coming from.

11.  Avoid using words that look like spam like “Free.”

12.  Use subject lines that will get attention and make sure that the copy in the e-mail ties back to the subject line. Be honest.

13.  Encourage the reader to forward the e-mail to someone who might be interested in your message.

14. Personalize the e-mail.  That will significantly increase your open rate.

15.  Include links to video testimonials.  Provide something for your reader to scroll down to.

16.  Use lots of white space and bullets in text messages.

17.  Make it easy for your reader to scan the message.

18. Track opens, clicks and leads.  As mentioned earlier, use A/B split testing to test subject lines, content, format, and offers.

Good luck on your next e-mail campaign! Let me know how these tips worked for you.

Be sure you click on one of the links to get my FREE booklet 34 Killer Ways To Improve Your E-Mail Now.


How To Design Your Website For More Leads And Profits


websiteIs your website underperforming and if it is, what can you do about it?

To help determine the performance of your website, start by establishing the following benchmarks:

  1. What is my site’s domain authority?

Do Google and the other search engines see your site? Are your pages properly indexed and optimized? Domain authority helps indicate how well your site performs in a search engine. This tool provides your site with a score between 0-100.   There are several online tools that will look at your site and provide you with this score. Let us know if you need help with this, and we will happily assist you with providing your site with its domain authority.

  1. Where is the traffic to my website coming from?

Google Analytics provides you a tool that will show you where the traffic is coming from. Generally categorized as free and paid traffic, Google separates traffic by referral (coming from other sites), direct (paid traffic), organic (free search), and social (LinkedIn, Facebook, and Twitter).

  1. What is the net traffic to my website?

Google Analytics provides the number of visitors to your site. Calculating the number of net visitors is the number of visitors subtracted by the back rate or bounce rate. The back rate is the number of visitors who leave immediately after they visit the site. The bounce rate is the percentage of single-page sessions (i.e. sessions in which the person left your site from the entrance page without interacting with the page).

  1. What is my site’s conversion rate?

Conversion rate represents the percentage of visitors who complete your desired action. That could be filling out a form, purchasing a product, or calling a telephone number. Simply, conversion rate is the number of conversions divided by the net number of visitors to your website.

Establishing these benchmarks is important to setting goals that will help improve the performance of your website. And, the beauty of website performance improvement is that you can increase revenue without increasing advertising spend!

Our white paper How To Improve Your Website For More Leads and Profit is full of additional ways to turn your website into a powerful lead generator. To request your free copy, click here.

Have you had success turning your underperforming website around? If so, tell us how you did it.

Learn The Top 10 Digital Marketing Best Practices


How would yocontent-marketing-wheelu like to gain access to the top 10 techniques used by leading brands to drive quality web traffic, increase website conversion, and fill your pipeline with quality prospects? I thought you would. That’s why I put together an e-book that highlights what’s new in marketing and gives tips you can put to work now to start seeing results right away. This e-book is a beneficial, quick overview that will assist you in your efforts to master the new world of marketing and deliver results. Click here to request your free copy of 10 DIGITAL MARKETING BEST PRACTICES.

What are you doing that’s effectively driving web traffic and creating quality leads? Share your tips with us!

How To Use LinkedIn As A Powerful Lead Generation Tool




LinkedIn LogoLinkedIn provides many opportunities for you to build your professional presence online. LinkedIn also works excellently as a powerful networking tool, enabling you to build professional relationships like never before when you join applicable industry groups. In my User Guide: How To Use LinkedIn As A Powerful Lead Generation Tool, you learn everything you need to know to get started using LinkedIn to drive leads. To request your free copy, click here.