TSE 1178: B2B Sales Optimization

B2B sales optimization requires a longterm commitment to create quality content that will grow your audience and increase your success. Bill Bice, CEO of  boomtime, said he was born to be an entrepreneur, launching his first business when he was 14. He loves to talk about sales and marketing because it makes the biggest difference in business.    Data and marketing As business owners, we all know that we have to spend money on marketing, but it’s tough to do if you’re not seeing the ROI. For Bill, marketing is about data, which allows you to understand what’s working. The difficulty occurs when you have too much data because it can be difficult to gather valuable insights that help you improve marketing. Smaller companies often have more freedom to bring their sales and marketing together. In larger companies, the two disciplines are separate, and they are often at odds. Marketing isn’t doing the support work the sales team needs and each blames the other for lack of performance.  In smaller companies, the CEO or entrepreneur can decide to tie the two together.  Bill calls himself a big fan of the challenger sales approach, which resulted from research done in Fortune 500 companies. The concept of using key insights to drive a sales approach creates sales optimization in smaller companies. It’s a perfect example of tying together marketing and sales so that marketing generates insights that truly help sellers. It creates better opportunities which result in better success.  Optimize sales To begin with, businesses must be better at  capturing leads  following up on those leads staying top-of-mind with that larger audience that we’re building  In any complex, high-value sale, a content-driven approach to marketing is the perfect way to optimize the sales process.  Then, if you’ve done the hard work of taking care of your customers, they’ll tell others about your business which creates referrals. Now the goal is to amplify that effect.  How do we make word-of-mouth work even better?  Capturing leads Micro-commitments are the most effective part of capturing leads. Your website was once a replacement for the Yellow Pages, and a way to get people to pick up the phone. Now, the most important piece of information for a prospective client is an email address.  If you ask for the prospect’s name, you’ll reduce conversion by 20%. If you ask for the phone number, you’ll reduce conversion by 60%. Every additional field you add reduces conversion by another 8%. Ask for the one thing you really want from the prospect, which is an email address. You have to be willing to do something that is really hard in order to get those referrals and capture those leads.  You have to give your best stuff away for free. Give away your deepest and best expertise in exchange for the really valuable thing, which is the email address. #CaptureProspects The traditional battle between sales and marketing centers around what makes a qualified lead. All we really want is to get people to follow us on LinkedIn and to get the prospects’ email addresses. If we grow our audience in those two places and we’re constantly sending people back to our website with high-value insight, that creates success.  What’s actually hard to do is the day-to-day work in the trenches, because it’s the consistency that makes this work.  Marketing mistakes Many marketers commit the number one mistake of talking about themselves. Nobody cares.  Are you talking about the problems your target audience struggles with, and are you helping them solve those problems?...