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We live in an unprecedented age of options. Cars, phones, jobs, products, lifestyles — at no other point in human history has there been such a variety of choice.
Restaurant Owner Roy. Caregiver Katie. Landscaper Larry. Do you know who your business’s buyer personas are? And exactly how much do you know about them?
Buyer personas (sometimes referred to as marketing personas) are fictional, generalized representations of your ideal customers. Personas help us all — in marketing, sales, product, and services — internalize the ideal customer we’re trying to attract, and relate to our customers as real humans.
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“Round up the usual suspects,” the gendarme ordered in the famous line from the movie Casablanca. And frequently, that is how executives think when they create teams, committees, or task forces. The boss says or thinks something like, “Let’s appoint anyone who might know something about this issue.” Or, even more likely, “Grab anybody who’s got a stake in this thing.”
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To many salespeople, “social selling” equates to “LinkedIn.” According to a survey conducted by PeopleLinx, 76% of reps understand LinkedIn’s potential for sales, but a scant 16% see the value in Twitter for social selling.
This post originally appeared on HubSpot’s Sales Blog. To read more content like this, subscribe to Sales.
Can you sell when you’re on vacation? Sure you can … but dragging out your laptop and taking calls from the beach is sure to annoy your family. There’s another way to keep selling when you’re out of the office, and this option doesn’t require any work on your behalf.
CRM. If you work in sales or marketing, you’ve probably heard this three-letter acronym tossed around before. Maybe you’ve even been told you need one. No matter what, you’re curious about one thing: What does it actually mean?
CRM stands for ‘customer relationship management.’ I know, I know — that doesn’t exactly clear things up. Keep on reading, folks, and we’ll explain exactly what CRM software is and how to figure out whether you actually need one.
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Go to any grocery store and walk to the condiment aisle. You’ll see dozens of varieties of mustard — Dijon, honey, whole grain, yellow, spicy, brown — but probably fewer than five types of ketchup from a small handful of brands. Of those brands, one reigns supreme: Heinz, boasting a number one or two market share position in over 50 countries.
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Salespeople can make or break an organization. Do you have the next big idea? Great. But if you don’t have someone on your team who can sell it, your idea might be dead in the water.
This post originally appeared on HubSpot’s Sales Blog. To read more content like this, subscribe to Sales.
If you haven’t started incorporating social media into your sales process, you’re not alone. According to a survey from PeopleLinx, only 31% of sellers currently use social to sell.
This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.
One of the most common hurdles to social selling adoption is lack of time. Salespeople’s days are packed with meetings, demos, emails, and prospecting calls. Where can they find a spare 10 minutes — much less an hour — to monitor prospects’ behavior and interact with them on social media?
We all know how frustrating it is to lose an argument — especially when you believe strongly in the value of your idea. If you’re going to get better at convincing others, you need to figure out why you lose arguments in the first place (and then avoid those mistakes in the future).
Most of the time, you can find a specific diagnosis for your lost arguments. Did you lose the argument because you relied on anecdotes to support your claim?Continue Reading
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Sales can be a stressful job. Some months are good; others are tough.
When things aren’t going your way, you’re constantly feeling the weight of quota pressure.
Most marketers are concerned about building a strong relationship with their sales team. After all, the marketing team is supposed to generate leads and assist the sales team in closing deals for the company. To make all of that happen, these teams need to have a good relationship.
But any marketer can tell you that there can be tension between the marketing and sales teams. It could happen for many reasons — the leads number could be down, the quality of leads could be down, or there could simply be clashing team priorities (among other things).
This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.
The trend can’t be ignored any longer: Buyers are more informed and self-sufficient than ever before. They can do all the research they want about a particular product or service on the company website, and even buy online if the option is available.
