Incept 6/3/24 Incept 6/3/24

8 Influencers to Follow for Great Sales Content

In the fast-paced world of sales, staying updated with the latest trends, techniques, and insights is crucial. One of the best ways to stay ahead of the curve is by following influential voices in the sales and marketing space. These influencers offer a wealth of knowledge, practical tips, and inspiration to help you elevate your sales game. Here are the top influencers you should follow for great sales content:

1. Jill Konrath

Jill Konrath is a sales strategist, speaker, and author known for her expertise in complex sales and selling to big companies. Her insights are particularly valuable for those looking to streamline their sales processes and close more deals. Konrath's content often focuses on practical strategies that can be implemented immediately.

LinkedIn: Jill Konrath
Twitter: @jillkonrath

2. Gary Vaynerchuk

Gary Vaynerchuk, or GaryVee, is a household name in the world of marketing and sales. He is a master of digital marketing and personal branding, and his no-nonsense advice has helped countless sales professionals and entrepreneurs. GaryVee’s content is motivational and packed with actionable tips on using social media and other digital platforms to boost sales.

LinkedIn: Gary Vaynerchuk
Twitter: @garyvee
Instagram: @garyvee

3. Grant Cardone

Grant Cardone is a sales trainer, speaker, and author with a focus on real estate and sales strategies. He is known for his aggressive sales tactics and 10X rule, which encourages salespeople to aim ten times higher than their original goals. Cardone’s content is ideal for those looking to push beyond their limits and achieve exceptional sales results.

LinkedIn: Grant Cardone
Twitter: @GrantCardone
Instagram: @grantcardone

4. Anthony Iannarino

Anthony Iannarino is a sales leader, speaker, and author known for his expertise in B2B sales and complex sales processes. His content often revolves around building strong relationships with clients and mastering the consultative selling approach. Iannarino provides deep insights into the mindset and skills required to succeed in today’s competitive sales landscape.

LinkedIn: Anthony Iannarino
Twitter: @iannarino

5. Jeb Blount

Jeb Blount is a sales acceleration specialist, speaker, and author. He focuses on a variety of sales topics, including prospecting, sales management, and customer experience. Blount’s insights are practical and cover a wide range of sales challenges, making his content highly valuable for sales professionals at all levels.

LinkedIn: Jeb Blount
Twitter: @SalesGravy

6. Trish Bertuzzi

Trish Bertuzzi is the founder of The Bridge Group, Inc. and a thought leader in inside sales, sales development, and account-based sales. Her content is particularly useful for sales leaders looking to build and manage high-performing sales teams. Bertuzzi’s data-driven approach and industry expertise make her a must-follow for sales managers.

LinkedIn: Trish Bertuzzi
Twitter: @bridgegroupinc

7. John Barrows

John Barrows is a sales trainer and consultant who provides sales training to some of the world’s leading companies. His content focuses on practical sales techniques, prospecting, and closing deals. Barrows’ straightforward approach and real-world examples make his advice easy to understand and apply.

LinkedIn: John Barrows
Twitter: @JohnMBarrows

8. Tiffani Bova

Tiffani Bova is a sales evangelist at Salesforce and a former Gartner analyst. She is known for her insights on sales innovation and customer experience. Bova’s content is invaluable for sales professionals looking to leverage technology and data to improve their sales strategies.

LinkedIn: Tiffani Bova
Twitter: @Tiffani_Bova

Conclusion

Following these influencers can provide you with the inspiration, knowledge, and practical advice needed to excel in sales. Their diverse expertise and innovative approaches can help you stay ahead in the ever-evolving sales landscape. Make sure to follow them on social media, subscribe to their newsletters, and engage with their content to continuously improve your sales skills and strategies.

Incept 5/31/24 Incept 5/31/24

Our Top 7 Favorite B2B Lead Generation Tools and Software in 2024

Looking to boost your B2B lead generation efforts? With the right tools and software, it’s easier than ever to find new leads, reach out to them, and convert them into paying customers. What should you be using at your business? In this blog, we’ll give you a quick overview of a few of the tools we love to use. Check them out!

1. Zoominfo

Zoominfo’s flagship product is a robust search engine for B2B contact information. If you’re looking to find qualified leads, their affordable search tools make it easy to find the right contacts based on their industry, company size, job title, and more.

They also offer a full suite of marketing software for sales, marketing, operations, and even the new AI-driven “Zoominfo Copilot,” which helps deliver insights that make it easier to qualify leads and make a sale.

2. LinkedIn

From reading the latest industry insights to researching the roles and job histories of potential leads or even reaching out directly through InMail or posting LinkedIn Ads, LinkedIn is an absolutely essential tool for B2B lead generation. With more than 1 billion members and a highly-active community, LinkedIn should always be part of your B2B lead generation strategy.

3. Google Workspace

We use Google Suite as our primary productivity tool. It offers a simple user interface, automatic cloud backups, a fantastic email experience, a fantastic calendar, video meeting support with Google Chat, and so many other tools that help you and your team stay organized. It’s quite affordable, too, even for larger teams.

4. HubSpot

HubSpot is our top choice if you’re looking for CRM (Customer Relationship Management) software. It has powerful features both for inbound and outbound marketing – including a best-in-class lead management system with robust contact and campaign management tools.

And through the Hubspot App Marketplace, HubSpot also has the ability to integrate with more than 1,600 third-party apps and programs including Google Suite, Outlook, Mailchimp, Salesforce, and so many others. No matter what other software tools you’re currently using in your lead generation efforts, there’s a good chance HubSpot can integrate with it for a unified experience.

5. MailChimp

Whether you’re writing a cold email, a newsletter, a survey form, or a promo email for an upcoming conference, MailChimp makes it easy to create sleek, powerful, and appealing emails.

With an intuitive user interface and tons of design tools, your sales and marketing teams can easily create “must-click” emails that maximize open rates, response rates, and overall conversion rates. Other feature highlights include simple A/B testing, powerful automation tools, and the ability to integrate with plenty of other third-party marketing and lead generation apps.

6. Unbounce

Inbound marketing is an important part of B2B lead generation. Once you get a potential lead to visit your website, Unbounce helps you move them down the sales funnel. It offers a wide variety of tools for building landing pages, pop-up offers, creating fillable forms, and more.

Unbounce also helps you collect valuable data about visitors and quickly perform A/B testing, which lets you further refine your marketing efforts and maximize conversion rates. With 100+ templates and an easy-to-use interface, it’s also super easy to get started.

7. Intercom

If you’re not already using a chatbot to help capture leads and answer questions on your website, you should be! A survey done in 2022 showed that integrated chatbots helped increase lead generation rates for 97% of marketers who used them:

3% saw no difference
14% saw an increase of less than 5%
25% saw an increase of 5-10%
26% saw an increase of 10-20%
17% saw an increase of 20-30%
15% saw an increase of 15%

Intercom is a leading provider of customizable AI and chatbot solutions for B2B lead generation. Their chatbots are easy to integrate into your website and are endlessly powerful and flexible – making them a great part of your inbound B2B lead generation strategy.

Power Up With These Top B2B Lead Generation Tools

There’s no magic wand you can wave to bring in more qualified leads and convert them to paying customers. But along with the right B2B lead generation strategy, using the right tools and software can definitely boost your odds of success. Check them out and see which ones may be right for you.

If you’re looking for more help or to outsource lead generation, remember that we are always here for you. With our full suite of B2B inside sales services, we can bring in more qualified leads, convert them to customers, and help your business thrive. Give us a call at (330) 649-8000 or contact us online to learn more about what we do.

Incept 5/29/24 Incept 5/29/24

10 Things You Can Do Right Now to Improve Your B2B Sales Campaign

In the competitive world of B2B sales, staying ahead of the curve requires constant improvement and adaptation. Here are ten actionable strategies you can implement right now to boost your B2B sales campaign:

1. Leverage Data Analytics

Data-driven decision-making is key to understanding your market and customers. Use analytics to track buyer behavior, identify trends, and refine your sales strategies. Tools like Google Analytics and CRM systems provide valuable insights into customer interactions and preferences.

2. Personalize Your Outreach

Generic messages don't cut it in today's market. Personalize your communications by addressing specific pain points and needs of each prospect. Use their name, reference their company, and tailor your message to their industry.

3. Enhance Your Value Proposition

Clearly articulate the unique value your product or service offers. Make sure your value proposition addresses the specific challenges faced by your target audience and highlights how your solution stands out from the competition.

4. Optimize Your Website for Conversions

Your website is often the first point of contact with potential clients. Ensure it's optimized for conversions by having clear calls-to-action (CTAs), easy navigation, and informative content that speaks directly to your B2B audience.

5. Invest in Quality Content Marketing

Content is king in B2B marketing. Create high-quality, informative content such as blog posts, whitepapers, and case studies that establish your authority in the industry and provide value to your prospects.

6. Utilize Social Proof

Showcase testimonials, case studies, and client success stories on your website and marketing materials. Social proof builds credibility and trust, which are crucial in B2B sales.

7. Engage on Social Media

Active social media presence can significantly boost your visibility and engagement. Share relevant content, participate in industry discussions, and connect with potential clients on platforms like LinkedIn and Twitter.

8. Refine Your Sales Pitch

Continuously refine and practice your sales pitch. Make sure it's concise, compelling, and tailored to the specific needs of each prospect. Focus on how your solution can solve their problems rather than just listing features.

9. Implement a Lead Nurturing Strategy

Not all leads are ready to buy immediately. Develop a lead nurturing strategy to keep your prospects engaged through email marketing, retargeting ads, and personalized follow-ups until they are ready to make a decision.

10. Train Your Sales Team

Invest in regular training for your sales team. Equip them with the latest tools, techniques, and knowledge about your product or service. A well-trained team can effectively communicate your value proposition and close deals more efficiently.

Improving your B2B sales campaign doesn't have to be a daunting task. By implementing these ten strategies, you can enhance your approach, engage your prospects more effectively, and ultimately drive better results. Start today and watch your sales grow!

Sam Falletta 5/27/24 Sam Falletta 5/27/24

Guaranteeing Your Product/Service in a B2B Sales Environment

In a B2B sales environment, offering guarantees can instill confidence in potential clients and differentiate your business from competitors. Guarantees demonstrate your commitment to customer satisfaction and can help overcome objections. Here are some effective guarantees to consider in a B2B sales context:

Satisfaction Guarantee

Offer: A promise that if the customer is not satisfied with the product or service, you will work to resolve the issue or provide a refund.

Benefits: Builds trust and reassures clients that you are committed to delivering value.

Example: At Incept Grows, we offer a 30-day satisfaction guarantee for our sales outsourcing services. If you're not satisfied with the results within the first month, we'll work tirelessly to address your concerns or provide a refund.

Performance Guarantee

Offer: Assurance that the product or service will meet certain performance metrics or deliver specific outcomes within a defined timeframe.

Benefits: Demonstrates confidence in your offerings and aligns expectations for measurable results.

Example: Our performance guarantee ensures that our lead generation services will provide a minimum number of qualified leads each month, or we'll extend the service at no additional cost until the targets are met.

On-Time Delivery Guarantee

Offer: Commitment to delivering products or services within agreed-upon deadlines.

Benefits: Addresses concerns about project timelines and reliability, crucial in industries with time-sensitive requirements.

Example: We guarantee that our market analysis reports will be delivered within the agreed timeframe, helping you make timely business decisions.

Quality Assurance Guarantee

Offer: Assurance that the products or services will meet specified quality standards, and any defects or deficiencies will be promptly addressed.

Benefits: Establishes a commitment to delivering high-quality solutions and mitigates concerns about subpar performance.

Example: At Incept Grows, our quality assurance guarantee means we thoroughly test and validate our sales strategies to ensure they meet your standards.

Price-Matching Guarantee

Offer: A pledge to match or beat competitors' prices for comparable products or services.

Benefits: Appeals to cost-conscious clients and positions your business as competitive in the market.

Example: We offer a price-matching guarantee to ensure that you receive the best value for our sales solutions compared to any other provider.

Security and Confidentiality Guarantee

Offer: A commitment to maintaining the security and confidentiality of client information, trade secrets, and sensitive data.

Benefits: Assures clients that their proprietary information is in safe hands, fostering trust in your business relationship.

Example: Our security and confidentiality guarantee ensures that all your data is protected with the highest industry standards, giving you peace of mind.

Flexible Contract Terms Guarantee

Offer: Flexibility in adjusting contract terms or scaling services based on changing business needs.

Benefits: Addresses concerns about long-term commitments and demonstrates a willingness to adapt to the client's evolving requirements.

Example: We offer flexible contract terms to accommodate the dynamic needs of your business, whether you need to scale up or down.

Downtime Compensation Guarantee

Offer: Compensation or discounts in the event of unexpected service downtime or disruptions.

Benefits: Provides a financial commitment to minimizing disruptions, particularly in industries where uptime is critical.

Example: If our services experience downtime, we provide compensation to ensure you receive the full value of our service commitment.

Return Policy Guarantee

Offer: A clear and fair return policy for products or services that don't meet the client's expectations.

Benefits: Reduces the perceived risk of making a purchase, especially for clients unfamiliar with your offerings.

Example: Our return policy guarantees a hassle-free process for returning services that don't meet your expectations, ensuring your investment is risk-free.

Lifetime Warranty or Support Guarantee

Offer: Assurance of ongoing support, updates, or warranties for the lifetime of the product or service.

Benefits: Establishes a long-term commitment to the client and encourages a sense of partnership.

Example: We provide lifetime support for our sales strategies, ensuring you have ongoing access to our expertise and updates.

When implementing guarantees, it's essential to clearly communicate the terms and conditions to clients. Be transparent about what is covered, and ensure that the guarantees align with your company's capabilities and values. Guarantees should not only provide reassurance to clients but also serve as a testament to your confidence in the quality and value of your offerings.

Incept 5/24/24 Incept 5/24/24

Understanding The Importance of Personalization in B2B Prospecting

Growing your B2B company isn’t easy. Whether you’re a startup or an established business looking for more clients, you may find yourself sending out hundreds of emails, making dozens of phone calls, and sending tons of InMail messages without getting much of a response. What gives? How can you increase response rates throughout the B2B prospecting process and bring in more qualified leads?

The key is personalization. In this blog post, we’ll take a look at the importance of personalization in B2B prospecting. By taking the time to personalize your messaging and building real relationships with potential customers, you can dramatically increase your success rates.

1. You Can Avoid Triggering Spam Filters

Focusing on quality over quantity is an essential part of B2B prospecting personalization. Rather than firing off 100 templated, generic emails in a single afternoon, it’s better to take the time to write 10 thoughtful, personalized, and helpful emails.

Your personalized emails will likely have a higher response rate – and because you’re sending fewer of them overall, you reduce your risk of getting caught in spam filters. Lots of companies have pretty strict spam filters that can be triggered by things like:

Low sender reputation
Large email volumes
Using certain generic words and phrases
Low email engagement rates
Duplicate emails

About 45% of all emails sent every day are automatically qualified as spam. So it’s important to make sure your emails aren’t accidentally flagged – otherwise, you may never even have the chance of reaching a particular prospect.

2. Make Better First Impressions

Chances are, you’ve seen quite a few generic sales emails arrive in your inbox. Maybe the sender accidentally left some placeholders in, like “Hello [FIRST NAME]!” or “We’d love to discuss how we can help “[BUSINESS NAME}” increase sales. And in the event that these made it past your own spam filters and ended up in your actual inbox, you probably sent them right to your trash or archive immediately.

By taking the time to craft a personalized email message or voicemail, you can make a better first impression on a potential lead. This helps boost your company’s reputation, which is very important if you’re working in a smaller industry or B2B niche where there aren’t too many business prospects.

Personalization also helps increase the number of prospects who turn into qualified leads. 63% of marketers say that personalized messaging has helped boost their overall conversion rates, 43% say it helps with lead generation, and 42% say that it has improved brand perceptions.

3. Boost Engagement By Addressing Specific Pain Points

No two companies share the exact same budget, growth goals, operational activities… You get the idea. Every business is distinct, and when contacting potential prospects, it’s important to keep this in mind.

By doing a bit more research about each company, their employees, and the challenges they're facing as they grow, you can learn more about their pain points – and craft a sales message that addresses their specific issue.

For example, if you find that a prospect’s company has recently opened a second manufacturing plant and you sell ERP (Enterprise Resource Planning) software, you could craft an email or InMail message discussing the specific benefits of your software – like scalability, the ability to integrate multiple plants, powerful data dashboards, and other features.

4. Build Real Relationships

Prospects aren’t just numbers and data in your CRM software. They're people, too! And engaging with them on a one-to-one basis with personalized outreach can help you develop a real relationship. You can learn more about a prospect’s role, interests, and needs – and use these to create a human connection.

Being polite, respectful, and engaging makes a great lasting impression. And even if a prospect isn’t interested in what you have to offer right away, you still have the chance to stay in contact and continue building this relationship.

Perhaps they’ll keep you in mind if they move to a new company or a more senior role – or they’ll recommend your products or services to another potential prospect in their network. By personalizing your outreach efforts, you have a better chance of building these types of meaningful relationships.

5. Convert More Leads With Customized Offers

Taking a personalized approach to lead generation also helps you convert more clients with customized offers. You can learn about their pain points, budget, the structure of their business, and other specifics. These will help you come up with an irresistible offer that will turn them from a lead into a paying customer.

Need Help With Personalized B2B Prospecting? Incept Grows Is Here For You!

Creating a personalized B2B prospecting plan is the very best way to boost client acquisition, improve profitability, and continue growing your business. But it can be time-consuming and difficult, especially if you don’t have a large in-house sales team.

As experts in outsourced sales and B2B prospecting, we develop personalized outreach plans that help you reach more prospects and qualified leads. Whether you just need a little bit of sales assistance or you’re looking for a larger team, we’re standing by to assist you. Give us a call at (330) 649-8000 or schedule a free, no-commitment consultation with an Incept expert by contacting us online.