Try searching for some combination of “millennials” and “selling” and you will find something surprising. [Read more...]
A huge thank you to Switch Video for this incredible video.
This video is self-promotion which is a little uncomfortable for me but I think it’s great. I am excited to think of the different ways I will use it going forward. Enjoy:
At Compile, like most companies these days, we prefer an open office where engineering, sales and operations sit side-by-side. As a result, I am now spending a lot of time with developers (they will helpfully point out that this keeps me grounded in reality!).
In some ways it’s the classic yin and yang: methodical programmer versus instinctive marketer. But moving beyond the stereotypes, it seems to me that sales and marketing has evolved from a “gut-driven” discipline to a more “data-driven” science.
Whether it’s A/B testing your outreach, measuring lead conversion or tracking prospects, everything we do can be tracked and measured. So even though I’ll not admit it in front of the developers, there’s a lot we can learn from engineering. For instance, the concept of GIGO or garbage in, garbage out. This is a central tenant in computer science which says that a machine is only as good as the data you put in — the smartest computer will spit out nonsensical output if you feed it nonsensical input.
It’s the same with your sales pipeline. Your organization may have a great sales machine and well-defined processes, but if you feed your team bad leads, your conversions will be low. Besides losing revenue by tying up your sales team, poor leads demotivate even the most efficient and dedicated reps. And no amount of process or people optimization can undo the damage of a bad lead.
Leads that result in a sale
There was a scene (Season 4, Episode 10) that caught my eye where Ari Gold, the agent for the star of the show, Vincent Chase, has to go sell a movie to the studio boss where he has absolutely no chance in hell. I don’t want to bore you on too much background. Just focus in on how he sells the movie. [Read more...]
Editor’s note: Today’s post is from Erika Goldwater, a veteran in demand generation strategy for early stage companies. Leadspace has been getting buzz lately, I wanted a “how-to” on them and Erika delivered. Enjoy.
Imagine how great it would be to build a profile of your ideal customer, and then find plenty of prospects that match that profile, all in just four easy steps? And what if your sales and marketing teams could easily “vote” on those leads, ensuring only the best of the best make it into your virtual lead database?
That’s exactly what you can do with Leadspace, the leading B2B social demand gen solution. Leadspace uses semantic search technologies, so you can tap into social, internal and external data in real time to discover, enrich and enhance prospect data. What’s more, Leadspace incorporates subjective input as well, using a Pandora-like interface that allows your team to score and prioritize each lead.
The result: You maximize marketing effectiveness and sales conversion, by generating hyper-targeted, accurate, highly relevant lists.
This entire process takes a few minutes. For example, let’s put a quick hypothetical campaign together right now.
Our Campaign Objective: Invite 50 marketing buyers in the Boston area to an exclusive event with key thought-leaders. We’re targeting midsize to large enterprise organizations (based on revenue) in the biotechnology industry. This is an invitation-only event, and space is very limited – so there is no room for error in inviting the wrong person, it could cost a sales opportunity. The list needs to be impeccably targeted to support a comprehensive campaign including multi-touch email, direct mail and tele-prospecting.
Here we go: