Complete Guide: How to Use Account Based Marketing to Win Big Clients and Grow Your B2B Business

Unlock the Ultimate Strategy to Win Big Clients with Account Based Marketing: Your Complete Guide to Boosting B2B Sales Discover the Ultimate Strategy to Win Big Clients with Account Based Marketing. By focusing your marketing and sales efforts on specific, high-potential accounts, Account Based Marketing (ABM) has become a powerful approach to opening doors with major clients in the B2B landscape. This comprehensive guide offers valuable insights on how to successfully implement ABM strategies to boost your sales, optimize relationships with large customers, and achieve significant results. By adopting a personalized and targeted approach, ABM allows sales and marketing teams to align more effectively, concentrating their efforts on high-value prospects and creating more meaningful connections. Through precise segmentation, message personalization, and relevant content delivery, businesses can demonstrate their value more impactfully, establishing lasting relationships with potential customers. To maximize the benefits of Account Based Marketing, it is essential to develop a solid strategy based on a deep understanding of the target market, customer needs, and strengths of your offering. Utilizing marketing automation and data analytics tools can amplify the effectiveness of ABM campaigns, enabling a more intelligent and insight-driven approach. By implementing ABM best practices, businesses can not only open doors with large customers, but also strengthen their market position, increase profitability, and drive sustainable growth. This comprehensive guide provides the guidance needed to succeed with Account Based Marketing and consistently win high-value customers. Explore the possibilities of ABM, transform your sales approach, and discover the unlimited potential of closing deals with big clients. Are you ready to take your B2B sales to the next level? Learn more and dive into the world of Account Based Marketing right now! What is the best platform to acquire customers? The best platform for acquiring customers will depend on your target audience and your company’s sales strategy. However, some common and effective options include using social media such as LinkedIn for active prospecting of B2B customers, creating an optimized website for lead capture, using marketing automation tools to nurture qualified leads, participating in industry events and trade shows for networking and generating business contacts, and investing in segmented email marketing campaigns. It’s important to test different approaches and measure results to identify the most effective combination for your business. How to attract customers through digital marketing? To attract customers through digital marketing in the context of business, sales, commercial area, consultative sales, sales techniques, negotiation, business administration, business management, leadership, process automation, productivity gains, and B2B sales, it is essential to follow some specific strategies. Target audience definition: Before starting any digital marketing action, it is crucial to know your target audience’s profile. Understanding their needs, desires, and consumption habits is crucial for creating effective strategies. Producing relevant content: Producing relevant and quality content is one of the most effective ways to attract customers. Use blogs, videos, podcasts, and social media to inform, educate, and engage your audience. SEO (Search Engine Optimization): SEO is a fundamental strategy for increasing your brand’s visibility on search engines. Use keywords related to your business and produce optimized content for search engines. Email marketing: Email marketing is still a powerful tool for attracting customers. Send newsletters, promotions, and exclusive content to your base of leads and potential customers. Social media: Be present on the main social networks where your target audience is. Use social media to interact with followers, disseminate content, and humanize your brand. Online ads: Invest in segmented online ads to reach your target audience more effectively. Use platforms such as Google Ads, Facebook Ads, and LinkedIn Ads to reach potential customers. Monitoring and analysis of results: Finally, it is essential to monitor and analyze the results of your digital marketing campaigns. Use analytics tools to measure the performance of your actions and make necessary adjustments. By following these strategies and adapting them to your business and your target audience, you can attract customers more efficiently through digital marketing. How to sell to big brands? Selling to big brands requires a well-defined strategy and a consultative approach to the sales process. Here are some key steps you can take to achieve this: Research: Before approaching a big brand, it is essential to conduct thorough research about the company. Understanding its history, values, goals, and challenges will help you tailor your value proposition. Consultative approach: Instead of simply offering your products or services, adopt a consultative approach. Listen to the brand’s needs and concerns and offer customized solutions that add value to their business. Networking: Building strong relationships with key professionals within the big brand can open doors and facilitate the sales process. Participate in industry events, conferences, and networking meetings to make relevant contacts. Value demonstration: During your sales conversations, highlight how your offering can contribute to the brand’s success and growth. Present case studies, testimonials from satisfied customers, and data that supports the effectiveness of your solutions. Strategic negotiation: As you move forward in the negotiations, maintain a strategic approach and seek to reach a mutually beneficial agreement. Set clear boundaries and goals, and don’t be afraid to negotiate terms that are fair and equitable. By following these steps and maintaining a focus on creating value for the big brand, you will be in a better position to close successful sales and build lasting business relationships. Good luck in your sales process to big brands! How to increase customer reach? To increase customer reach in B2B businesses, it is essential to adopt effective strategies. Some important tips include: Target audience definition: First and foremost, it is essential to know the ideal customer profile well to target efforts more precisely. Online presence: Invest in a strong digital presence, with an optimized website and active on social media relevant to your target audience. Producing relevant content: Creating quality content that addresses relevant topics for your potential customers is an excellent way to attract and engage your audience. Networking and strategic partnerships: Establishing partnerships with other companies that complement your business can significantly expand your customer

How to Conduct a Sales Survey: A Practical Guide to Increase Profitability and Enhance Your B2B Negotiations

Sondagem em Vendas

Ever thought about how important it is to “probe” in sales? A lot of times, this crucial step gets skipped over by salespeople who are too focused on closing deals. But, over my time in the world of consultative selling, I’ve realized that probing is the heart of a successful sale. Understanding a customer’s needs and pain points not only increases your conversion rate, but it builds a relationship of trust that can lead to more profitable B2B sales. In this article, we’re gonna dive into some effective probing techniques that can transform your sales approach, sharpen your business management, and boost your productivity. This SEO-optimized content is packed with practical tips you can start using right away. So, if you’re ready to discover how probing can change the direction of your sales and boost your results, keep reading! Don’t forget to leave a comment or share your own experiences on the subject; I’d love to hear from you! Probing in Sales: The Key to Understanding Your Customer and Driving Results in B2B Businesses Probing in sales is a fundamental technique for anyone working in the commercial field, especially in the context of B2B sales. Through probing, professionals can extract valuable information about the needs and desires of their customers, allowing for a more consultative and personalized approach. By applying effective probing methods, it’s possible to identify a customer’s pain points, their expectations, and what they truly value in a product or service. During the negotiation process, well-directed probing not only helps to build a bond of trust, but it also increases meeting efficiency, resulting in significant productivity gains. This is because, by deeply understanding the customer’s priorities, the sales team can adjust their offering in a way that maximizes profitability and closes deals with greater assertiveness. In addition, automating probing processes can facilitate the collection and analysis of data, optimizing resources and delivering faster, more effective results. To ensure that probing in sales is effective, it’s important to ask the right questions at the right time. Sometimes, a simple open-ended question can reveal insights that transform a simple sale into a tailor-made solution for the customer. Incorporating this practice into the team’s routine not only improves sales skills, but also strengthens leadership and business management as a whole. So, if you want to know how to implement probing strategies in sales that really work and can boost your sales results, keep exploring our content. You’re one step away from discovering what could be the turning point your business needs! What is customer probing? Customer probing is a crucial step in the sales process, especially in consultative and B2B sales contexts. It’s a set of techniques and strategies used to understand the customer’s needs, desires, and problems before presenting a solution or proposal. This process usually involves asking open-ended questions that encourage the customer to share detailed information about their current situation. Some of the main purposes of probing include: 1. Identifying Needs: Understanding what challenges and needs the customer has that can be addressed by the product or service offered. 2. Building Relationships: Establishing a deeper connection with the customer, demonstrating genuine interest in their pain points and goals. 3. Developing Personalized Proposals: With the information gathered, the salesperson can create a proposal that is truly aligned with the customer’s expectations, increasing the chances of closing deals. 4. Anticipating Objections: By better understanding the customer, the salesperson can anticipate possible objections and be prepared to address them effectively. 5. Gaining Credibility: Showing the customer that the salesperson is willing to listen and understand their needs can increase trust and credibility during the sales process. In short, customer probing is an essential tool that helps not only to close sales, but also to build lasting and productive relationships between companies and their customers. Mastering this technique can lead to significant gains in productivity and profitability, as the solutions offered will be more aligned with the real needs of the market. What are some examples of probing? Probing is an essential technique in consultative sales and in the commercial field, as it allows for a better understanding of the customer’s needs and desires. Here are some examples of probing questions that can be used in the context of business, B2B sales, and negotiation: 1. Identifying Needs: – “What are the main challenges your company is facing currently in relation to [specific area]?” – “What do you hope to achieve by implementing a new solution in your company?” 2. Exploring Priorities: – “How do you prioritize your goals within your organization?” – “What is the top priority for your team this quarter?” 3. Understanding Budget: – “What is the budget that you have allocated for this project?” – “Are there any financial limitations that we should consider when presenting our proposal?” 4. Evaluating Previous Solutions: – “Have you used any similar solutions before? What worked well and what didn’t work?” – “What were the reasons why you decided to switch suppliers?”. 5. Purchase Decision: – “Who else is involved in the purchase decision process within your company?” – “What criteria are most important to you when choosing a supplier?” 6. Timing: – “What is your timeline for implementing this solution?” – “Is there a specific date that you have in mind to make a decision?” These probing questions aim to promote an open dialogue and help the salesperson align their offering with the customer’s expectations, thus increasing the chances of sales success. The effectiveness of probing lies in listening carefully to the answers and using this information to personalize the sales approach. What is market research? Market research is a fundamental process for making strategic decisions in any business. It involves the systematic collection of data about the market, consumers, competitors, and industry trends. This research allows companies to better understand their operating environment and identify opportunities and threats. In the context of sales and the commercial field, market research is essential for: 1. Identifying the target audience: Understanding who the

Discovering Snovio: everything you need to know to boost your lead generation

Snovio: Guia Completo para Impulsionar sua Geração de Leads

Snovio’s Top Features If you’re on the hunt for a powerful tool to supercharge your email marketing and lead generation strategies, Snovio might just be the game-changer you need. This software stands out for its features that simplify email finding and verification, plus it can automate your campaigns like a dream. Let’s dive into Snovio’s key features and explore how they can make your marketing efforts way more productive. Finding and Verifying Emails Made Easy One of Snovio’s standout features is its knack for finding and verifying emails quickly and accurately. With a massive database at your fingertips, you can uncover professional email addresses just by plugging in a person’s name and company. And if you need multiple email addresses in one go, the bulk search feature lets you upload a CSV file – talk about a time-saver! The domain search tool is equally impressive. It gives you the inside scoop on a specific company, including all the emails linked to their domain. Plus, the social URL feature allows you to pull emails directly from LinkedIn profiles – a major win for building a network that’s both strong and relevant. Level Up Your Campaigns with Automation Automating your email campaigns is becoming non-negotiable in the digital marketing world, and Snovio delivers on this front with features that let you set up automated email sequences. An intuitive editor makes this process a breeze, allowing for email personalization and custom send settings. With an email deliverability rate of up to 95%, your messages will actually reach your recipients’ inboxes. Another awesome feature is email “warming,” which gradually increases your sending volume for new accounts – this is key to keep your emails out of the spam folder. All of this translates to a streamlined experience where you can track your campaign progress with detailed analytics. See which emails are being opened, track click-through rates, and even pinpoint the leads that are digging your content. Supercharge Your Workflow with Browser Extensions On top of Snovio’s robust features, their browser extensions add even more value. Integrating these tools into your daily routine can make lead generation a whole lot smoother. For example, the LinkedIn prospect extractor lets you gather emails while you’re browsing the platform, making your prospecting efforts way more dynamic. Another helpful extension is the email verifier, which ensures that your email lists are always up-to-date and free of invalid addresses. This not only makes your campaigns more effective but also saves you from wasting time contacting leads that don’t exist. With all these tools in your arsenal, your user experience becomes seamless and integrated. The user-friendliness and effectiveness in generating leads and automating campaigns make Snovio an enticing solution for businesses of all sizes. “Snovio is a godsend for anyone looking to boost the efficiency of their email campaigns!” – Digital Marketing Specialist Results You Can Bank On The proof is in the pudding. With Snovio, you can find over 5,000 leads per month – that’s a whole lot of opportunity to expand your network! And if you’re worried about breaking the bank, rest assured – there are budget-friendly plans starting at $30 per month, giving you access to a variety of features that suit your needs. You also get 1,000 email verification credits on the starter plans, so you can validate your lists and maximize campaign effectiveness without any extra costs. Plus, there’s a forever-free plan, perfect for taking Snovio for a test drive before you commit. This inclusive approach ensures you’re confident that Snovio aligns with your specific goals before you invest further. Things to Consider Now, for the sake of fairness, it’s important to acknowledge a few potential drawbacks. While Snovio is a powerful tool, it does have a slight learning curve. Some of the advanced features, such as automation setup, might seem a bit daunting for first-time users. Also, the basic email warming functionality only allows for one account at a time, which could be a bummer if you’re managing multiple accounts. Another point to consider is the lack of a shared inbox, which can make it tricky to view all replies in one central location. Depending on your team’s workflow, this might be a dealbreaker. That said, these considerations don’t diminish Snovio’s value as a comprehensive email marketing and lead research solution. By weighing the pros and cons, you can make an informed decision about whether this tool deserves a spot in your marketing toolkit. Give Snovio a Try and Watch the Results Roll In! Weighing the Pros and Cons of Snovio If you’re thinking about adding Snovio to your lead generation and email campaign arsenal, it’s smart to weigh the pros and cons before taking the plunge. Snovio is known for its solid set of features, and its user-friendliness gets rave reviews. However, newbies might feel a little overwhelmed at first, especially when it comes to the more advanced stuff. User-Friendly Interface That Gets the Job Done One of Snovio’s biggest strengths is its intuitive interface. The platform was designed with user-friendliness in mind, so navigating through its various features is a breeze – which is especially helpful for those who are just starting out with email marketing and lead prospecting. The prospecting features, like email finding and tech verification, are super accessible. The ability to do a domain search to uncover emails associated with a particular company is a game-changer for many users. Plus, the built-in email verifier ensures that your lists are always squeaky clean and up to date – crucial in a landscape where deliverability is make-or-break for campaigns. Another win for user-friendliness? Snovio makes campaign creation simple. Their campaign editor lets you automate your email sequences, allowing for a touch of personalization without adding a ton of extra work to your plate. This kind of efficiency frees you up to focus on other aspects of your business. Limitations of the Basic Plan to Keep in Mind <pWhile Snovio has a lot going for it, it’s worth mentioning a few limitations,

Email Outreach Mastery: How to Stand Out in Busy Inboxes

In today’s digital age, where every inbox is inundated with a deluge of emails, mastering the art of email outreach has become a crucial skill for businesses and individuals alike. With attention spans shrinking and competition intensifying, it’s no longer enough to send generic emails and hope for the best. To truly stand out and engage with your audience effectively, you need a strategic approach that combines creativity, personalization, and data-driven insights. In this comprehensive guide to email outreach mastery, we’ll explore actionable strategies, best practices, and tips to help you navigate the crowded landscape of busy inboxes and achieve remarkable results. Crafting Compelling Subject Lines The journey to mastering email outreach begins with crafting compelling subject lines that grab attention and entice recipients to open your emails. Your subject line is the first impression you make, so make it count. Incorporate elements like personalization, urgency, and relevance to pique curiosity and increase open rates. For example, instead of a generic subject line like “Check out our latest offers,” try something more personalized and intriguing such as “Exclusive Deals Inside: [Recipient’s Name], Don’t Miss Out!” Personalizing Email Content Personalization is key to making your emails resonate with recipients on a deeper level. Segment your audience based on demographics, behavior, or preferences, and tailor your content accordingly. Use dynamic content and personalized tokens to address recipients by name, mention their interests, or refer to past interactions. This level of personalization shows that you understand your audience and adds a human touch to your emails, increasing engagement and conversion rates. Timing and Frequency Strategies Sending emails at the right time and frequency can significantly impact their effectiveness. Use data analytics to identify the optimal days and times when your audience is most active and receptive to emails. Avoid bombarding recipients with too many emails, as it can lead to fatigue and unsubscribes. Instead, strike a balance by sending timely and relevant content that adds value to their inbox without overwhelming them. Leveraging Visuals and Multimedia Incorporating visuals and multimedia elements such as images, GIFs, and videos can make your emails more captivating and memorable. A well-crafted video can convey complex messages in a concise and engaging manner, making it an effective tool for email outreach. Utilize a versatile video editor online to create professional-looking videos that align with your brand’s style and messaging. Whether it’s a product demonstration, a customer testimonial, or a behind-the-scenes glimpse, incorporating videos into your emails can increase engagement and drive conversions. A/B Testing for Optimization A/B testing is a powerful tool for optimizing your email campaigns and understanding what resonates best with your audience. Experiment with different subject lines, email formats, CTAs, and content variations to identify the most effective strategies. Analyze the results of your A/B tests and use the insights gained to refine your email outreach approach, improving open rates, click-through rates, and overall campaign performance. Building and Maintaining Relationships Building strong relationships with your email subscribers is essential for long-term success. Focus on creating valuable and relevant content that addresses their needs and interests. Nurture these relationships over time by providing ongoing support, exclusive offers, and personalized recommendations. Encourage two-way communication by inviting feedback, responding to inquiries promptly, and fostering a sense of community within your email list. Compliance with Email Regulations It’s crucial to adhere to email regulations such as GDPR and CAN-SPAM to maintain trust and credibility with your audience. Ensure that your emails include clear opt-in and opt-out options, provide transparent information about data usage and privacy policies, and respect recipients’ preferences regarding email frequency and content. By staying compliant, you demonstrate professionalism and respect for your subscribers’ rights, enhancing your brand reputation and avoiding potential legal issues. Metrics and Tracking Success Measuring the success of your email outreach efforts requires tracking key metrics such as open rates, click-through rates, conversion rates, and engagement metrics. Use email marketing platforms and analytics tools to monitor performance, gain actionable insights, and make data-driven decisions. Continuously evaluate and optimize your campaigns based on performance data, experimenting with new strategies and tactics to achieve better results. Tips for Ensuring Legal Compliance in Email Outreach To ensure legal compliance in your email outreach efforts, follow these tips: Obtain explicit consent: Only send emails to individuals who have opted in to receive communications from you. Include clear opt-out options: Provide recipients with an easy way to unsubscribe from your emails, and honor opt-out requests promptly. Provide accurate sender information: Ensure that your emails clearly identify the sender and include valid contact information. Avoid deceptive practices: Do not use misleading subject lines, false claims, or deceptive tactics to entice recipients to open your emails. Respect recipient preferences: Honor preferences regarding email frequency, content, and communication preferences. By adhering to these guidelines and best practices, you can build trust with your audience, reduce the risk of spam complaints, and maintain a positive reputation as an ethical and responsible email sender. Metrics and Tracking Success Measuring the success of your email outreach campaigns is essential for optimizing performance, identifying areas for improvement, and making data-driven decisions. Key metrics provide insights into the effectiveness of your emails and help you track progress toward your goals. Key Email Marketing Metrics to Monitor Some key email marketing metrics to monitor include: Open rate: The percentage of recipients who open your emails. Click-through rate (CTR): The percentage of recipients who click on links or CTAs within your emails. Conversion rate: The percentage of recipients who complete a desired action, such as making a purchase or filling out a form. Bounce rate: The percentage of emails that are undeliverable due to invalid addresses or other issues. Unsubscribe rate: The percentage of recipients who unsubscribe from your emails. By monitoring these metrics and analyzing trends over time, you can gain valuable insights into the performance of your email campaigns, identify areas for optimization, and make data-driven decisions to improve results. Conclusion Mastering email outreach requires a combination of strategic planning, creative execution, and continuous optimization.

Sales Strategy: How to Build Yours

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Everyone who has a company, a trade or offers some kind of service has – or should have – a sales strategy well defined. It is what, in the end, will serve as the basis for achieving what every entrepreneur wants: profit, which generates growth and gives the business a long life. More than an idea, a sales strategy deals with what is expected of each company. Does it exist to sell to the final consumer? Is your focus on selling little, but with a very high average ticket? Is the idea to produce in the long term or is the focus to produce in one week to supply consumers the following week? All these questions help define a sales strategy. Therefore, it is usually defined by managers, by professionals who follow the company’s own numbers, by people who are aware of market trends. As we will show throughout this article, there are numerous strategies that have proven to be efficient over the decades. The point is that each sector of the economy and each business segment has its peculiarities. What works for one might not work for another. What they all have in common is the way in which a commercial strategy is built. Next, we’ll show you the best guidelines for you to assemble yours. What is a sales strategy? Sales strategy is a set of guidelines aimed at building the brand, growing sales and increasing revenue. It is defined by company managers. Also called commercial strategy, it aims to search for new customers. To do so, you need to rely on market research, consumer trends, lead generation, average ticket to look for, among others. It is important to emphasize right away that sales strategy is not the same as sales techniques. Although the concepts are related, they refer to different aspects. The sales strategy deals with the commercial objectives that the company wants to achieve, in what period of time and how to achieve this. Sales techniques, on the other hand, are the tactics used by the sales team to reach the objectives set by the company’s board of directors. There are numerous sales strategies, applied and tested by the market over the decades – and which have developed even more in recent years, mainly from the changes in the way of consumption and the growth of online sales. Yet they all have aspects in common. Knowing the market in which it operates, defining a persona, having very clear objectives, knowing how to price products or services and, increasingly, focusing on the customer and not on the sale, are points that have already proven to be effective in the application of any strategy. of sales. Another point in common to all of them are the three basic phases: finding potential customers, conquering them and keeping them. Finding potential customers Although with different objectives, this phase is common to companies of all sizes and of all ages, whether they are centenarians or startups that are now entering the market. New companies need to find potential customers to place their product or service proposal on the market, while established companies seek new consumers to expand their revenues or, at least, maintain commercial stability considering the lifetime value seen in all segments. If you are looking for new potential clients, you can search for information on blogs, YouTube and even access this article about tips for starting your online business. There are several ways to find potential customers. You can make use of outbound marketing or inbound marketing strategies – in the ideal world, jointly. The fact is that prospecting needs to be constant for a sales strategy to be good. When opting for active prospecting, it can be done through advertisements in traditional media, offering discounts or investing in approaches such as cold calling, especially cold call 2.0. In the B2B business environment, one of the most traditional ways to get new customers is to participate in trade fairs. Common for many decades, they were on standby from 2020 due to the pandemic, but will certainly resume with force. Business fairs have the great advantage of bringing together companies whose main focus is selling to other companies – and therefore, arouse interest in already qualified leads. Another way to generate new leads is through digital marketing strategies, especially content marketing. It is a method that requires less investment, but whose results are expected in the medium and long term. Conquering new customers Earlier, we made a caveat that sales strategy is not the same as sales techniques. In it, we said that they were concepts that were related. And it is precisely at this stage that this happens. After prospecting for new leads, the moment comes when it is necessary to win them over and turn them into customers effectively. This is the job of professionals like Business Development Representative, Sales Development Representative or even the sales professional himself. Conquering new customers is an exercise that demands method, persistence and empathy. A method is needed because this is the only way to get new customers that are not based on luck or just in case. A lot of persistence is also needed because, especially in B2B businesses, these are agreements with new companies that are very likely to present a series of sales objections. As for empathy, this appears more and more as a differential to get good deals. So much so that consultative selling is on the rise. In this model, more than a salesperson, the professional puts himself in the customer’s shoes to understand what his pain points are and how to design the best sales model for him. The idea of ​​this view is to show the customer that he is, above all, a partner. And that’s because the consultative sales model best fits the win-win definition, which is good for both buyers and sellers. Whenever deals are established that are good for both ends, a virtuous circle is created: whoever buys knows that it

Sales Machine: Definitive Guide to Structuring Your Sales Machine

Attracting customers in a continuous flow is essential for a company to remain in the market, but growing a business’s sales is not a simple task. If you want to leverage your sales, maybe it’s time to learn what a sales machine is. The growth of a company depends on the joint work of different areas, such as marketing, sales, production and supply. Even more occasional factors, such as the COVID-19 pandemic and the need to adopt a home office, for example, end up interfering. All of this affects your business’s relationship with the market and customers. Therefore, having a sales machine is essential to maintain the stability of your business. This concept was created to help your company grow and stay in the market. So, if this is your goal as an entrepreneur, read on! What is a vending machine? Sales machine is the expression used to explain the process of structuring a scalable sales model. That is, this concept designates optimized actions and processes designed to support a constant volume of newleads in your company. A sales machine must always be scalable and deliver solutions that really make sense for the customer. In other words, it’s like a roadmap of steps your company should take to increase lead capture and retention. The term was invented by Aaron Ross, in the publication of the book“Predictable Revenue”, and comes from English Sales Machine. In the book, the author tells how he created a sales machine that earned more than 100 million dollars for the pioneering company of the strategy, Salesforce. What Aaron did was to structure a lead generation growth process, continuously generating opportunities. This is what defines an effective sales machine today. The vending machine is: Scalable; Profitable; Predictable. Scalable, as its objective is to increase the number of customers. Profitable, because the objective of every company is the profit. It’s predictable because it’s essential that your company’s projected future matches what’s happening in the present. After all, you can’t imagine that your future will be billions if your company’s revenue hasn’t even reached the hundreds of thousands. In that case, keeping your foot on the ground about your company’s growth is essential. It is also essential that the vending machine is profitable. That is, your customers need to give a return greater than what was spent to acquire them (ROI). This means that if you have a marketing campaign that costs 2,000, for example, and it only brought 2 customers, the cost of each customer was 1,000 reais. In this case, the only thing that would pay for the campaign would be if both customers spent more than a thousand reais, which is unlikely in many scenarios. In this sense, the CAC (Customer Acquisition Cost) must always be as low as possible, as this means more profit. Therefore, the sales machine is the whole process and mapping to increase your sales numbers and profit more and more. Scalability and sales machine A scalable company is a company that manages to increase its revenue without necessarily increasing its costs. In other words, it is a growing company. Every company wants to be scalable, have continuous growth and profit greater than its expenses (even if this is not always the case for all scalable companies). There are two scalability models within a business: horizontal and vertical. The horizontal scalability model has as main objective to make the company a reference in the market in general. In this way, the company seeks to maintain a varied range of customers and segments, with the objective of remaining relevant in the market as a whole. We can give as an example of a company with horizontal scalability Coca-Cola, which in addition to the soda, today is also a brand of clothing, sneakers and much more. In horizontal scalability, the company seeks growth within its specific market niche, focusing on the company’s specific products and services. It is necessary to define which type of scalability your company wants to focus on before creating the sales machine, as this model intends to standardize its entiresales strategy in line with your company’s goals. The goal of the sales machine is to keep the flow of customers continuous, just as the goal of scalability is to keep growing. By putting these two concepts together, it is possible to create a sales machine that increases your company’s ability to scale in the market and grow even more. Therefore, for those who want to increase the company’s revenue without necessarily increasing costs, creating a sales machine is paramount. How to make a vending machine? The vending machine takes its name because it is also composed of parts and gears. That is, there are several parts of a process so that the whole structure makes sense. All parts of the company need to be engaged with the sales machine: the team, the metrics, the strategies, everything. For example, there is no point in having a structured and perfect process if your employees are not trained to execute it. If the team does not understand the process, the process will not be used and therefore will be meaningless. That’s why everything has to be working properly for the sales machine to bring results. Implementing a sales machine in your company necessarily means reviewing your business’ commercial approach. That is, review the sales strategies and techniques used by your employees. So, before you decide to make a vending machine, be aware that this is a laborious strategy. However, once the sales machine is working properly, all sectors of your business will be much more in tune with each other – and the flow of customers will inevitably increase. Below, we will mention the main tips and strategies to make a sales machine for your business. We are specialists in business between companies. Get in touch and find out how we can help! Define a sales strategy Defining a commercial strategy is essential to establish the sales machine and create your company’s

Predictable revenue: how to get the most out of the methodology?

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Are you related in any way to the business world and have never heard of predictable revenue? It’s time to change this scenario! Anyone who undertakes or manages a business knows how important it is to have financial control. In addition to cash flow and monthly expenses, being aware of how much the company will earn over the year helps to devise medium and long-term strategies, such as sales growth, business expansion, increase in physical capital and so on. This is only possible when the income you have is consistent with what you have projected. In other words, this is only possible with predictable income. Because predictable recipe is precisely the name of a method – and, because of it, also of a book – developed in 2002 by an engineer in the United States. At the time, Aaron Ross took the sales team of a large CRM company and turned it into a global giant. The model allows the manager to more reliably project future sales. And this happens because it is something that has already been tested and can be replicated. So the tendency is that what worked once will work again. That is, you already have a notion of the return that it brings. This article is not intended to be a summary of the book, nor a guide to implement the model. It sets out to present the core concepts and also help you understand how to get the most out of the methodology. The idea is to understand the bases and, who knows, serve as a start to implement in your company. Let’s go? Predictable income: what is it? Predictable Revenue is a sales methodology that aims at both increasing a company’s commercial capacity and, as the name suggests, helping to predict how much the company will earn at the end of the year, very close to reality. Unfortunately, it is quite common for companies around the world to set a revenue target that, in the end, is not sustainable. The reasons can be the most diverse, but among the most frequent are unrealistic goals or the loss of customers along the way. However, the model developed by Ross at the beginning of the century has helped managers around the world to have greater predictability of how much they will sell and, consequently, how much they will earn. This model was named Predictable Recipe, which became a book that is a worldwide bestseller. Aaron Ross’ predictable recipe rests on a few pillars. In summary, he teaches that good returns on sales appear when teams are specialized and with division of tasks, when inbound and outbound marketing strategies are used to have a variety of leads, and when the prospect is conquered without haste. In this article, we’ll introduce Ross’ predictable revenue assumptions and give some tips on how to implement the methodology in your company. As you will see throughout the text, these are simple ideas, but if applied with patience, they can greatly increase your company’s revenue. But who is Aaron Ross anyway? Graduated in engineering at Stanford University, American Aaron Ross changed his life – and the way to succeed in sales – starting in 2002, when he was hired by Salesforce, one of the largest CRM companies in the world. At the time, he assembled a sales team and implemented a new outbound prospecting model, which would become known as outbound 2.0. The result was immediate and couldn’t be better: Salesforce increased its revenue 20 times, jumping from US$ 5 million to US$ 100 million in revenue in just a few years. The curious thing is that Ross himself says that, in the past, he was a failure as an entrepreneur. The reason: I didn’t know how to sell. It was based on his difficulties and what he saw next to him that the engineer realized what could be done differently. In general, he understood that it is possible to be much more efficient when salespeople are dedicated exclusively to selling, and not to prospecting new customers. To prospect, in turn, it is right to invest in specialists in the area. In short, what matters is putting the right person in the right place. The experience he gained also served as a basis for Ross to point to nine assumptions that help sustain predictable revenue. And it is precisely with them that we will begin. What are the key assumptions of predictable revenue? In his book Predictable Income, and in his lectures, Aaron Ross shows us that the model is based on nine principles. And the most interesting thing is that many of them can apply both to the world of sales and to our daily lives: being patient, experimenting, looking for long-term projects, focusing on results and knowing how to identify the right time are some of them. As we will see below, success in sales depends a lot on accepting that everything has its time and that each step needs to be taken at the right time. Wanting to shorten or lengthen steps doesn’t help. And we’ll show you why. Be patient Of course, everyone would like to see the company taking off right away, selling well and growing at good levels from its first movements. But let’s be clear right away: it’s not about that at all. Aaron Ross’ Predictable Recipe is not a magic formula; it is, rather, a method that has proven to be effective when applied with the time it demands. Don’t expect immediate results. Be patient. According to Aaron Ross himself, the method starts to show results after a few months – and this varies from company to company. After all, one cannot expect the same return in environments with competition, economic conditions and other variable opportunities. Sometimes the fruits of applying the predictable recipe begin to appear after four or five months. Other times it is necessary to persist for a longer time, up to a year. Even if you seek – and

What is outbound marketing?

Para que serve o outbound marketing - 6

There are countless ways to define marketing and sales strategies, but in the end they come together in two large groups: the inbound model and the outbound model. While inbound turns to learning and spontaneous searchby the leads, the outbound is active, does the opposite and goes in search of them. After all, what is outbound? And what is outbound marketing for? Precisely to show a potential customer that the company has something that will help him, even if he didn’t even know he needed it. Although it is not something watertight, it can be said that the outbound model is more interesting forcorporate business, known as B2B. In these, negotiations take longer, involve a higher average ticket and, for this very reason, require a more direct approach, involving different decision makers – not to be confused with hurried. And, in this article, we are going to show what outbound marketing is for within this context and how to apply it togenerate more qualified leads for your company. What is outbound marketing? Outbound marketing or outbound sales is a business model for actively prospecting for new commercial opportunities. It involves several techniques, ranging from the identification ofwhat is your ideal customer profile to what he values, and what needs to be done to generate qualified opportunities. In this article we are going to talk a lot about outbound, its advantages, when to use it and present a step by step so that your company can get out of inertia and put it all into practice. What is outbound marketing for? Outbound marketing is a model ofactive prospecting for new customers. Also called interruption marketing, in this strategy the idea is to identify who has the potential to become a new customer andtake a direct approach. Before starting an approach, it is important to define who we should approach, why we should approach it, and really only offer something if it is in line with what the lead is looking for or will help him in the future. Our idea is to qualify the lead even before starting theactive prospecting process. This is the most classic model – in the sense of “used for many decades” – of marketing. It includes TV commercials, newspaper and magazine advertising, billboards, as well as cold calls and other media. In recent years, outbound marketing has been losing ground to inbound marketing – also called attraction marketing –, due to the fact that inbound is cheaper and spontaneously arouses interest. In addition, it is a less “invasive” model. Inbound marketing manages to attract large volumes of leads, but which often require greater prior qualification, as they are impacted by different media and end up finding the company in different ways. From an operational point of view, inbound requires asking questions to assess whether or not that customer is a potential customer. This demands a very high cost of hours of work, making the company really have to filter who is and who is not worth doing business with. However, outbound marketing has also evolved and regained its importance. With cold calling 2.0, cold email and newprospecting strategies, such as approaches via social networks (social selling), especially LinkedIn, it has proven to be an important way to attract new customers. Furthermore,outbound marketing has a big advantage in relation to inbound: despite demanding larger investments, the return is faster. This becomes especially important for companies seeking rapid sales growth or market repositioning. The outbound manages to attract customers within a pre-delimited size and manages to attract more customers within a more interesting size. These are customers who have the economic and financial capacity to pay more, and who can get bigger tickets. Outbound 2.0 One of the main responsible for showing the importance of outbound marketing wasAaron Ross. In the early 2000s, he took over the sales team atSalesforce, modernized processes and made the company jump from revenues of US$ 5 million to US$ 100 million, transforming it into a global giant. In the model launched by Ross, which would come to be called outbound 2.0 or cold call 2.0., it was about segmenting and specializing the sales team. Instead of everyone doing the same thing, sellers with different profiles started to act where they stood out. Author of the book “Predictable Revenue”, Aaron Ross teaches us that a good sales team needs to be formed both by experienced sellers, specialized in closing deals, and by otherswho excel in prospecting. This is because the same person is hardly capable of carrying out the entire process with the same efficiency. Also, it doesn’t make sense to get everyone trying to sell, because you often end up wasting time on leads that won’t convert into sales. It is necessary to balance the demand for prospecting with the demand for business generated and sales closed. Therefore, specialization in sales becomes necessary. To address this, Ross showed that much better results are achieved if the prospect team does prior research to identify ideal leads; if in the sequence another team tries to make the first approach – as theBusiness Development Representative or theSales Development Representative; and if the closing is up to more experienced sellers, who understand negotiation techniques. Thus, outbound 2.0 is mainly based on the use of intelligence and segmentation. It also makes use of the most up-to-date communication strategies and tools. Using e-mails, WhatsApp messages, prospecting via LinkedIn, phone calls and using your own prospecting tools are also a fundamental part of the process. Advantages of outbound marketing If you ask yourself what outbound marketing is for, if inbound is the darling of the moment, you need to pay attention to some fundamental aspects such as: return on investment, predictability of the sales funnel, right message for the right audience, going after big accounts, better control and, perhaps most importantly, lead qualification. And we will deal with each of them below. Faster return If you work with sales or company management, you certainly know the term ROI,

7 stages of the sales funnel: start with prospecting and end with loyalty

You’ve certainly heard of a sales funnel and know how important representation is for business. After all, it simply illustrates how a customer’s journey works, helping to develop strategies. There are numerous ways to present it, each with a more specific focus. And, in this article, we’re going to cover the 7 stages of the sales funnel, with an eye on what’s most modern in business strategy. Over the years, the sales process, the customer journey and the way marketing relates to our daily lives have changed a lot. Philip Kotler – about whom we will talk at the end of this text – is a pope on the subject and adamant: the time when the idea was to sell to the masses is gone. Businesses today need to be customizable, and the 7 stages of the sales funnel that we are going to cover are exactly about that. How are sales made today? Until recently, companies sought to sell in the same way to as many customers as possible. It happens, however, that there was a great diversification of players in the market, specific niches were created and, today, small ones are able to compete with the big ones many times under similar conditions. Thus, the way of negotiating had to evolve, and nowadays one of the most accepted strategies is what is conventionally calledconsultative sales. The term emerged about half a century ago, but it has only recently become common practice in business. The central idea behind consultative sales is to make the seller become, in fact, a business partner. When working with consultative sales, the consultant analyzes the difficulties faced by the company with which he is negotiating, and what are the alternatives to overcome them. It is only from there that he draws a sales proposal. By doing this, sellers tend to make more assertive proposals for customers. Thus, the chances of the solutions being effective are greater, the customer experience improves and the chance of doing future business also increases. Consultative sales usually bring a series of advantages, and in corporate businesses the most obvious one is the increase in the average ticket. After all, sales in B2B environments naturally tend to involve larger sums, and companies that feel secure in negotiating with others tend to spend more. It so happens that, although in consultative sales the way of acting is different from that seen as traditional in the past, many things are similar. One is that all negotiations go through stages. And do you know the stages of the sales process? 7 stages of the sales funnel In this model, the journey has seven steps. And the 7 stages of the sales process are divided in very different ways, with the intention of seeking the best leads from the beginning. Therefore, the first of the sales stages (prospecting and qualification) is of paramount importance for the smooth running of the entire journey. After all, a bad choice about who to negotiate with can mean unnecessary expenditure of resources, as well as an effective loss of time. It is clear, however, that all stages deserve the utmost attention. Knowing how to prepare a presentation that fits the potential customer, choosing the best way to approach them and presenting a proposal that fits their needs is the first part of a successful sales process. The final part, in turn, is about being as consultative as possible. That said, these are the 7 stages of the sales funnel: Prospecting and qualification; Preparation; Approach; Presentation; Dealing with objections; Closure; Follow-up and loyalty. 1. Prospecting and qualification Let’s start at the beginning. The first step in an effective sales process is prospecting. In it, you make widemarket research after potential customers – which in marketing and sales are conventionally called leads. There are several ways to do this prospecting, both through inbound marketing,how much per active search. In case of corporate business, the intention behind the prospecting process is to have a broad base of potential customers. These are companies that are in a branch of economic activity similar to yours or capable of being interested in your product or service. This initial search should be broad. Any and all companies that seem to benefit from the products or services you have to offer need to get on your radar. It happens, however, that not all of them will actually become customers. Therefore, to reduce the chance of error by investing in negotiations that have no chance of occurring – at least at that moment – ​​it is necessary to qualify the leads. A lead qualification it is the sales stage in which you analyze whether that company can, in fact, move forward in a negotiation. At that moment, you need to find out if that lead is ready, willing and, above all, able to buy from you. After all, there is no point in spending weeks or even months negotiating – something quite common in the stages of thecomplex sales process, for example – if that company does not have effective conditions to make a purchase. Qualification is very important because it is also a statistical issue. Studies have already shown that, in modern sales, in general, a typical purchase happens after approaching seven potential customers. Thus, it is essential to find the leads that best fit theideal customer profile before moving on to the next stage of the sales funnel. Do you want to grow your business with the help of B2B experts? Protagnst can help! Get in touch and find out about our solutions. 2. Preparation The second of the 7 stages of the sales process also precedes the approach itself. In other words, you have to do your homework. You have already identified a company that could be a potential customer. You’ve already warmed up that lead, identifying that he has a real chance of being interested in your product or service. The business is indeed promising. That way, you can’t afford not to

Cold Call 2.0: discover the future of customer prospecting

Cold call 2.0

Prospecting customers is a task that is part of the daily life of those who work with sales. There are several strategies to get new leads and one of the best known is the cold call, that technique in which the seller or responsible for pre-sales reaches out to someone who may not even know your business to offer the product. This technique brings good results, but it also carries with it some disadvantages. And, more and more, it is losing ground to cold calling 2.0. Have you heard? Cold calling 2.0 is one of the most modern methods of do active B2B prospecting (which focuses on business-to-business sales). The basis is the same as calling as we’ve always known it, but adapted to this increasingly connected world and people increasingly valuing their time. Also called calling 2.0, this model is based on the use of e-mails, app messages and, of course, also by telephone – but in a more specific way. Much more than using new means, however, cold calling 2.0 has a different proposal. Instead of looking for a lot of sales, he focuses on better sales, with a higher average ticket and greater added value. This is because, from the beginning,prospecting is carried out supported by surveys. Even if you keep getting in touch with prospects who may not even know your company, it’s already known that they have a need to fill – and that your company has the means to do that. Another point to highlight is that cold calling 2.0 has developed targeting B2B business, and not the final consumer. Traditionally, business between companies takes longer to complete and involves more interaction. And that is precisely what calling 2.0 proposes. Remembering traditional calling You probably ever heard of cold calling and if you work in the sales area, it is possible that you have already made use of this strategy. This model is quite old and is still used today, being a classic method of active prospecting. A cold call is the model in which someone makes contact by telephone with a lead in order to present their product or service. Often, the person receiving the call is not even aware of the existence of such a product or company – or even that he was a potential customer for it. And that’s precisely where the name of the strategy comes from: it’s a cold call, in which the potential customer is approached without him having expressed interest. This system is widely used because it brings immediate results, unlike inbound marketing models where conversions tend to happen in the medium term, albeit spontaneously. But like all sales strategies, cold calling has strengths and weaknesses. Among the disadvantages, one of the main ones is the possibility that the person receiving the call will consider the approach inconvenient – ​​and this has a strong potential to make the company offering the business opportunity equally inconvenient. Also, the focus in this model tends to be on a quick sale. The seller’s conversation has a more persuasive tone, with the aim of ensuring a negotiation as soon as possible. The main intention is in the moment sale, and not necessarily in a relationship between companies or between company and consumer in the long term. Thus, although it brings immediate results, it does not always ensure their perpetuity. And what is cold calling 2.0? Cold calling 2.0, or even cold calling 2.0, is a method of actively prospecting for new customers, with whom no previous negotiations have been held, but without using the traditional cold call. It is, after all, an evolution of this model. As we have seen, in the past this type of prospecting was done through phone calls to contacts gathered in large lists by the marketing team. Even if it gives results, the method is not exactly efficient: the lists invariably also have uninterested contacts, which often represent precious wasted minutes. With cold calling 2.0, you start using new prospecting tools, which include contact via email and WhatsApp. And surveys have already shown that more than 70% of those born between the years 1980 and 2000 – the so-called Millennials – prefer that negotiations be handled by email, not by phone. These are people in this age group who currently occupy strategic positions in companies. However, there are still other reasons that make calling 2.0 a more interesting model. It allows the negotiation to be more pleasant and to develop gradually. Instead of a phone call that can represent a direct denial, exchanges of emails and WhatsApp messages allow the approach to also be consultative. In other words, this type of prospecting is more analytical. This makes the team responsible for capturing new leads identify whether it is ready to move forward in a negotiation or if it still needs to be worked on better. In this sense, cold calling 2.0 also becomes very useful for retaining customers, since it allows the sales team or even pre-sales make a more complete prior diagnosis of that potential client and everything that can be offered to attract him. The importance of prospecting new customers The sales sector is historically one of the most important of companies. This does not mean that it is more relevant than development or production – which, after all, produce what you want to sell –, but without a team prepared to put that product on the market, little progress is made. In addition, it is sales that bring revenue to companies and, therefore, sustain them. Therefore, having a solid customer base is essential to maintain the financial health of any undertaking. But always relying on the same sales volume impedes growth and is, at the same time, risky. Many times, an important client stops doing business with you for a number of reasons, billing drops and this can bring harmful results. Thus, being on the lookout for new leads should be a constant goal. However, on many occasions, this alone is not