Solutions

A sales playbook refers to any means of codifying and documenting sales best practices. A good sales playbook should tell reps specifically what to know, say, show, and do for any given scenario across sales cycles, industry factors, specific buyers' journeys, and unique pain-points of consumers.

The process of targeting these prospective customers and nurturing their initial interest in a particular product or service. The overall goal of lead generation is to convert the interested party into a buyer and increase your company's sales.

Developing a fictionalized characterization of your best customer(s) based on information about them and how they use your product or service. These descriptions mirror your various market segments, with names to match the type of buyer.

The action or activity of gathering information about consumers' needs and preferences.

A series of marketing efforts that are sent via email to multiple people at once. The goal of an email campaign is to entice the recipients to purchase a product or service or to learn more about the business.

Content marketing examples include media like newsletters, podcasts, social media posts, and videos. All of these forms of content are meant to provide useful and relevant information that delights users and attracts them to your brand.

A written dialogue or guide used by sales representatives during interactions with prospective customers. Sales scripts take many forms. They can be as detailed as a word-for-word conversation or as open as a list of key talking points.

Building a rapport with the buyer and asking strategic questions to go past the surface level objection being offered, to ultimately understand what's actually holding them back. Once you truly understand the problem that's holding a buyer back, you can start solving their problems.

The best sales presentation tells your customer's story, shows data, offers a demo and more. It's a major undertaking that shows the strength of your product. Done well, it keeps your prospects engaged and will make them want to do business with you.

The process of installing CRM software so an organization can manage current and potential customer relationships. Successful CRM implementation can help businesses analyze customer interactions, efficiently track leads and streamline processes.

A measurement tool that helps companies make sure that their business processes align with their business strategy. It allows a team to keep track of the progress of company goals so that they can make improvements to their marketing efforts when needed.

A brief way of introducing yourself, getting across a key point or two, and making a connection with someone.

Questions you ask a prospect to gauge whether or not they are a good fit for your product or service. These questions should be open-ended and focus on the prospect's obstacles, processes, and goals as they relate to the product or service you are offering.

Advocating that a certain position is the best way to go or that a certain solution is best for a particular problem. When it is used for commercial purposes, it could influence the decision-making processes of current and prospective customers.

Any content that describes how your product or service has helped past customers in an attempt to convert leads into customers. Case studies are relevant for marketing B2B products, as you can gather data over time and outline how your product made a difference.

A piece of writing or other item of content posted on a blog.

A form of sales solicitation from businesses to customers who've never interacted with the salesperson making the call.

A long-term business plan detailing how to create and develop a company's online presence with a website in alignment with a digital and business strategy. A website strategy is important to a business because it is seen as a foundation for any success within the digital sector.

An overview of your upcoming social media posts, organized by date. Social marketers use content calendars to plan posts, manage campaigns, and review ongoing strategies. Social media calendars can take many forms.

A form of advertising that takes place across a brand's social channels. These campaigns often involve several uploads or posts and deliver targeted advertorial content to your audience. They aim to increase brand awareness, drive sales or achieve other business goals.

A formal process that involves ongoing, individualized teaching on the part of sales managers to improve rep performance. Rather than a manager telling their team what to do, sales coaching includes: Guiding sellers to discover how to achieve their objectives.

Designed to improve your sales team's skills by teaching them new sales techniques, new software tools, novel approaches to selling, or a combination of the former. Sales training is as much about coordinating the efforts of a team as it is about coaching the individual.