Want More GOOD Leads? Outsource Your Lead Generation!

Want More GOOD Leads? Outsource Your Lead Generation!

Sales Tips
Lead generation used to fall squarely on the shoulders of sales reps. Afterall, their job is to get new business, so they should be able to bring in leads, right?  Well, times have changed. Generating quality leads takes a specific messaging strategy and multichannel prospecting (email, LinkedIn, calling). Sales reps need to be good at moving people through the sales pipeline, but they often don’t have the skills necessary to craft and conduct effective lead generation ideas. In fact, 40% of sales reps say lead generation is the hardest part of their job. One solution: outsource the lead gen. What is Outsourced Lead Generation? Outsourcing your lead generation involves bringing in an outside company to research leads, drive them to your sales team, and trigger sales growth for your business.…
Read More
How to Make Messaging All About the Customer

How to Make Messaging All About the Customer

Sales Tips
Messaging is crucial for business growth and success. If not done properly, it can cost you the opportunity to reach customers who would benefit from your services. In my video below, I review the importance of focusing your messaging on the customer’s problem and your solution to that problem.  Continue reading for three ways to craft your sales messaging around your customers. The trick is to think like the buyer – what catches their attention and motivates them to respond? https://youtu.be/b7hp_qPFTeM 1. Unique Value Proposition A unique value proposition (UVP) is a clear and concise statement that defines the benefit your customers will receive from your service. To construct a UVP, consider customer challenges and how you can solve their problems.   Many businesses lack a well thought out value proposition…
Read More
How to Craft Effective Sales Messaging | May 2022 Newsletter

How to Craft Effective Sales Messaging | May 2022 Newsletter

Newsletter
May 2022 Is Your Sales Messaging Effective?by Kelly Hill, President, Sales Advisors of FloridaWe hear this a lot: “If I can get in front of the buyer, I can normally close the deal. The challenge is getting in front of the buyer in the first place.” Of course, that’s assuming your sales messaging is effective.When your sales messaging is effective, it opens more opportunities for you to have direct conversations with qualified buyers.Here’s an example of a before and after sales message... Read More Sales Messaging Tips https://youtu.be/b7hp_qPFTeMWatch this video for three tips that will improve your sales messaging.  GrowFL Nominations Are you a second stage company in Florida in growth mode? You belong with this group of successful business owners who are recognized every year: Florida 50 Companies to Watch,…
Read More
How to Qualify Your Leads ✔ February 2022 Newsletter

How to Qualify Your Leads ✔ February 2022 Newsletter

Newsletter
February 2022 Don't Waste Time on Unqualified Leads! by Kelly Hill, President, Sales Advisors of Florida Most of us receive inquiries that come from various lead generation resources: websites, referrals, social media, etc. How many of these leads actually turn into new business? Often, not many. That’s because they haven’t been adequately qualified. By qualified, I mean, the prospect is a good fit for your ideal client profile and the business they represent is a good fit for your company’s capabilities. We go by the saying in our practice, “we only want to work with people who want to work with us.” This is one way to create a qualifier. Other ways are the size of your prospective companies, government vs. commercial business, or even financial health of the prospect. So,…
Read More
Clean House Before the New Year | December 2021 Newsletter

Clean House Before the New Year | December 2021 Newsletter

Newsletter
December 2021 December’s a Great Time to Fire a Client! by Kelly Hill, President, Sales Advisors of Florida Every company has experienced the client from hell – never happy, drains resources, berates employees, etc. Well, why do we continue to do business with them? Often, they are a legacy client who has been with us from the beginning, or their account represents an outsized portion of annual revenues. Keeping these clients is painful and disruptive to your company’s culture. As hard as it is, you must make a conscious decision to “fire” them. After you’ve developed a plan to replace the revenue they represent, here are some strategies you can use for firing a client: 1. Raise their prices above market rate. They will complain but will ultimately decide your price…
Read More
Is Outsourcing Right for Your Company?

Is Outsourcing Right for Your Company?

Sales Tips
Until recently, growing businesses that needed sales management would assign this role to the CEO or another high-level person, or spend a great amount of effort hiring their own manager without fully understanding what to look for. Then ending up with a bad fit. Now, many companies look to outsourcing sales management. Not only does it save on time, money, and resources, but it also gives your team access to someone who knows how to support your growing business through effective sales practices and management. If you’re ready to scale your business and not sure if outsourcing is right for you, consider these top three reasons other scaling companies have chosen outsourcing: 1. Proven Experience and Success When you outsource, your business gains instant access to experts who have years…
Read More
Sales Enablement Part 2: Types of Sales Enablement Tools to Increase Revenue and Create Greater Internal Alignment

Sales Enablement Part 2: Types of Sales Enablement Tools to Increase Revenue and Create Greater Internal Alignment

Sales Tips
In our last post we discussed how sales enablement creates greater success for your team and provides the ability to scale your business. We reviewed its many benefits, from shorter sales cycles and scaling success to better alignment with internal departments and stronger data.This week we’d like to dig deeper and explore the types of sales enablement tools that have helped my clients and others align processes across the sales and marketing departments, and empower sales teams with the necessary customer info and metrics. Sales Training Sales training helps salespeople learn and/or improve their selling techniques, skills, and processes with the ultimate goal of driving revenue growth.Once a sales rep finishes onboarding, training tools can be used to promote a culture of continuous learning, allowing reps to be ready to…
Read More
Sales Enablement Part 1: How Sales Enablement Creates Greater Success and the Ability to Scale

Sales Enablement Part 1: How Sales Enablement Creates Greater Success and the Ability to Scale

Sales Tips
Sales enablement helps companies and teams move the needle where it matters most - driving sales teams to top performance and customers to brand loyalty. With over 75% of companies using sales enablement tools reporting higher sales and increased sales quota attainment, it is key to the new way of selling. Sales enablement is crucial for overall growth and success of your sales team and can be one of the single biggest differentiators when it comes to winning business from your competitors. What Exactly Is Sales Enablement? Sales enablement is simply equipping your sales team with strategic resources needed to excel, from tools to technology to content and beyond. The most talented sales reps stand to benefit from the right support and structure, just as top athletes benefit from the…
Read More