No matter what “we” like to think about our “own” news, most of our news releases are of no interest to the media (they are product updates, not “trends” news). But these releases are essential sales tools to send to clients, prospects and feature on your site. Write them with this is goal.
"Help" your clients and prospects read your PR. Simply convert your PR into PDF's and highlight key areas you want them to notice.
Yes, amazing, people still use phones. I set up a direct-dial phone line that 1.) goes right into VM and 2.) generated a .wav file that is emailed and databased.
This allows me to 1.) precisely track "verbal" leads 2.) qualify the opportunity prior forwarding to sales and… 3) once sales received the lead, they could do their pre-call reconnaissance too. This made for focused return calls to the prospect.
B2B prospects tend to leave very detailed messages. It also prevent them from being passed around a VM system looking for an extension.
It’s not coincidental that the exponential growth and subsequent acquisition by NASDAQ followed the decision the head of sales and I made: to create a “sales and marketing center.”
Physically, we took over an area that was originally a six person cubefarm…removed the inner walls, etc. Metaphysically, we removed all sales and marketing silos. Any and everything we presented to senior management, his sales team, my marketing team AND the client/prospect based was as a unified front. We created a nickname for our unison: Solidarity.
Sharing the same space on Friday’s had a benefit too. We would celebrate the week’s success.
Sales contest ONLY based on revenue dollars always favors better geographic regions… and there are ALWAYS better regions no matter how hard you try to balance the market. This real-world unbalanace will demotivate the smaller regions’ sales people even before you launch the contest.
Run a contest based on awarding raffle tickets – an "ticket" for every “whatever” sold. A better geographic sales person will have more “chances” but the small regions with less physical sales WILL have a chance one the drum full of tickets is spinning around.
Mexican restaurants are EXCELLENT venues to host a casual – but large - “thank you” dinners for your national sales / distributors network.
Here’s why: no matter what style of restuarant you select, the bar tab is going to be high – and most restaurant bars are comparably priced. The food if where you can find value. Mexican entrees are generally in the low teens... and most people truly enjoy Mexican food.
(I would host 50+ sales folks each year at an annual conference. After a few pitchers of great margaritas, no one was disappointed that they could not order the $44.00 lobster tails. Everyone had fun and looked forward to the yearly get together)
Work them hard, but THANK them hard too. It is essential you thank the field agents, NOT just the biz-dev team.
To celebrate the one-year anniversary of our partnership, I had grey hoodies made for each of the NASDAQ sales and business reps. NASDAQ presented us their formal offer to buy us two weeks later. Coincidence…?