In Business-to-Business Sales, Contact Intelligence Is Vital

If you know your customers’ daily challenges, you can easily explain how you can help them, whether that’s with a product or ad inventory. Most sellers, when they find a business opportunity, lead with email outreach. But a one-size-fits-all approach might not be the best way to identify the best way to reach the most valuable opportunities. What can you do with a name and a business email address? There’s a ton of information you can find out about your prospects if you can get a business email address for them. At the very least you’re going to have their company name and website URL. Once you visit that URL you will probably get a sense of what your prospect’s business is and how you might help them achieve their goals. Everyone email in a company’s business email address directory will tend to follow the same format, too, so once you know one person in an organization, it’s not very difficult to extrapolate that out over the people in the organization you want to reach. Usually you’ll be looking at some combination of first name (or initial) and their last name (with or without a dot separator). Some companies limit their name-side of the email address to a specific number of characters so there might be some truncation involved, but you don’t have to be Wikileaks to figure out the pattern. This knowledge is particularly useful if you’ve heard about a promotion or new hire in your target organization and want to get on their radar before anyone else. Unlock their social media accounts Business email addresses will also...

Advantage You: How to Baseline Business Intelligence Tools

Serving up leads and sales is easy with the right sales intelligence. Knowing what you want in a platform, however, can prove to be a bit more challenging (think trying to take down Serena Williams or Andy Murray: Not an easy task!). We thought we’d break it down a bit, giving you the top four tips for finding your must-have sales resource. Human-verified data While a machine can serve you tennis balls to help up your game, one thing technology can’t do accurately is verify data for prospecting. The people checking the data in your business intelligence solution should understand how you’re going to use the information to ensure the data they gather is up to date and useful. Some providers data-scrape websites or social media communities for contact information. But if there’s no verification by actual humans, then the contact information you get could be out of date, inaccurate, or just wrong. Like strawberries and sour cream, or cucumber sandwiches in principle. Relationship mapping The ideal business database contact platform needs to break down the who’s who for you in a way that’s accurate, valuable, and easy to understand. You shouldn’t have to guess which agency and marketing contact is working with which brand. Bigger corporations often have multiple marketing divisions, each dealing with individual brands. Sometimes getting the contact information for the CMO of Nissan UK will be less helpful than getting the contact information for the SVP of marketing for the Nissan Micra team. Unless you’re looking for a conversation that ends with “you cannot be serious,” let your sales intelligence platform serve up something you...

Is Your Sales Crew Pulling Together?

On Sunday, Oxford and Cambridge students will gather at Putney Embankment to contest the 163rd Boat Race. The crews have to work together, synchronizing their sweep speeds, drive, and recovery, to power their team’s boat to Chiswick Bridge finish line, 6.8 km away. If you’re a sales team manager, you can probably relate to the focus and exertion required. Making sure your sales team are all rowing in the same direction can be the difference between leaving your competitors in your wake or running aground. There are three key areas where managers can influence their team’s performance, and there are more nautical puns ahead, so let’s get to them… All hands on deck! Communicating your vision and expectations is one of the most important things you can do as a manager. If your team doesn’t know what you want from them, they can’t possibly deliver it consistently. Your expectations are informed by your department’s sales goals, which hopefully help the company meet revenue numbers. As those expectations trickle down to your team members, it’s imperative that you do a few things: Take them on a fantastic voyage Christopher Columbus somehow managed to persuade three boatloads of sailors to embark on a voyage that, by contemporary understanding, would sail them off the edge of the world to certain doom. Think on that for a moment when you’re wondering how you can motivate your team to make a few more calls every day. If you can visualise a destination your team wants to go to, where untold riches await them (maybe actually untold riches if that’s how you structure their commission),...

Entertainment Opportunities

With both the Grammys and BAFTAs handing out their awards over the weekend, we thought it was a good excuse to look at other opportunities in the entertainment industry, which has been bustling with activity since the turn of the year. As usual, Winmo subscribers can click the brand to jump to more information on this opportunity — non subscribers should request a free no-strings trial. Star Trek: Discovery Boldly go where no ads have gone before. Starting in May, the latest entry into the Star Trek canon will be available in most countries the day after its broadcast on CBS in the US. Leslie Moonve, CEO at CBS, says Netflix “struck a significant international deal” for licensing, which includes every other Star Trek television property. Creative and media opportunities with Netflix are often on a per-project basis, so if you have a handle on the sci-fi convention-going millennial male market don’t just sit there marveling, engage (see what I did there, twice?) Ready to beam up new business? With Winmo it’s no tribble at all.  Spotify Will new chief marketer strike the right tune? Contributing 92 percent of total revenues in 2015, paid subscribers keep Spotify’s needle in the groove, and 40 percent of Spotify users pay for the service. The problem is Karen Staughton, recently hired as head of consumer marketing, is heading to the US for a new gig away from Spotify. Whoever takes her vacant seat will have big shoes to fill, and as with any movement at the top of the marketing organization, that’s a strong indicator of changes to agency relationships in the...

Higher Education Opportunities Study Guide

Sit up straight and pay attention because there will be a test on this later. Since the first deadline for UCAS applications was last week, we thought now would be a good time to direct your attention to some opportunities that involve institutions of higher education. Consider this the York Notes version. University of Bath – PR Services | PR Agencies | Sponsorship https://dv.thelistonline.co.uk/hubnews/articles/26815 The University of Bath’s Sports Training Village hosts the British Modern Pentathlon Championships in 2017, though the venue has been the home of British Olympians for almost 20 years. The school has put work out for tender among public relations agencies and consultants to represent the University of Bath’s Department of Sports Development and Recreation, along with the Sports Training Village and the “TeamBath” brand, from summer 2017 to summer 2020. So whether you pronounce it to rhyme with “Kath” or you pronounce it wrong, you have until 2nd February to get your paperwork in order. Deadline: 2nd February University of Huddersfield – Media | Advertising | OOH | Broadcast https://dv.thelistonline.co.uk/hubnews/articles/26830 The Times’ named the University of Huddersfield Higher Education University of the Year in 2013, and in 2015 Prince Andrew became Chancellor. Now the West Yorkshire university is looking for an agency to handle its out of home advertising—on public transport vehicles and in stations and stops, along with roadside and social areas—and radio and broadcast advertising for the next three years. Deadline: 6th February University of Warwick – Creative | Design | Agency https://dv.thelistonline.co.uk/hubnews/articles/26825 The University of Warwick, best known to me as the first choice on my UCAS application which rejected me almost as soon as it...

5 Ways to Increase Sales and Love Your Job in 2017

Let’s face it: 2016 has been a tough year all round, and not just for celebrities. Despite rumours that the global recession is over, B2B and enterprise sales are still not back to pre-recession levels. If you’re feeling disheartened, here are a few ways to re-set your brain and get the most out of 2017. Getting organized will not only help you work more efficiently, you’ll feel more in control of your workload and even other parts of your life. As a sales person, the number one, top of the shop reason you should have for staying organized is not dropping the ball, missing an email, a phone call or demo. Nothing makes you look less professional than the appearance of not having things under control. Everyone has a different way of staying organized. For some it’s a clean desk that helps them focus on the tasks ahead, for others it’s getting up at the crack of dawn to hit the gym and get the endorphins pumping before the day really starts. So whether you need Post-it notes or work from home days, figure out what keeps your work life organized and plan your productivity around those habits. By finding and using the right tools, you can recover wasted hours in your week, which you can use for activities that generate revenue.  If your usual style is more mend-and-make-do than tooling up, there are tools and software applications that will help you show your sales goals who’s boss (it’s you). Sales Enablement or a Prospecting Contact Database First you need something that’s going to make your prospecting easier. We’re...
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