Sales Management
Why do some LinkedIn messages get instant replies while others vanish?
LinkedIn messages get better responses when you understand key signals in the platform. The green circles in your messaging inbox indicate important user status - hollow green means mobile notifications are on, while solid green means they're online now. By prioritizing messages to people with these indicators, you can triple your response rates. Additionally, using LinkedIn audio messages creates curiosity (like a mysterious gift) that people can't resist opening. Respectful, personalized outreach combined with strategic timing dramatically improves engagement and conversation rates.
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Mark Firth
08:53 - 13:29
What is Account-Based Marketing (ABM) and how does it differ from demand generation?
Account-Based Marketing (ABM) is a targeted strategy that identifies high-value accounts and engages their buying teams with personalized marketing content and communications tailored to their needs. The goal is to increase sales, revenue and ROI by focusing on specific accounts rather than casting a wide net. ABM stands in contrast to demand generation, which is an older, broader approach that collects leads using advertising to foster general interest. While demand generation casts a wider net to find leads quickly, ABM is inherently slower and more expensive but more targeted - often described as 'fishing with spears versus fishing with nets.' ABM fundamentally brings marketing personnel into the sales process, requiring collaboration between sales and marketing teams.
Watch clip answer (04:35m)
Eye on Tech
00:20 - 04:56
How has the Profetti Von Melle candy company transformed its sales strategy?
Profetti Von Melle, the maker of Mentos, transformed its sales strategy by moving from simply selling products to selling insights. They combined their extensive candy industry data with individual store data to provide tailored product recommendations to retailers. Rather than pushing maximum product, they often recommend fewer varieties than would benefit them in the short term, and sometimes even suggest competitors' products. This approach positions their salespeople as trusted advisors who offer valuable business insights rather than just pushing merchandise, making them welcomed by store owners and ultimately more effective in the long run.
Watch clip answer (01:37m)
Knowledge at Wharton
07:07 - 08:45
What is the real power of pipeline management for business growth?
The real power of pipeline management comes from tracking deals in a CRM and understanding conversion metrics between sales stages. It enables founders to forecast accurately by analyzing win rates, establishing proper pipeline coverage (3-5x the target goal), and identifying optimization opportunities. Through regular pipeline reviews, teams can assess whether they have sufficient deals to meet targets and make data-driven decisions about marketing and sales strategies. This visibility helps businesses predict outcomes, adjust tactics when needed, and transform their sales methodology into a revenue-generating machine.
Watch clip answer (06:00m)
TK Kader
06:01 - 12:02
What are effective follow-up strategies to increase sales conversions?
Effective follow-up strategies start with understanding that 80% of closed deals happen on the fifth attempt, making consistent follow-up essential. Mapping out a structured process and automating as much as possible ensures these crucial steps get done. Timing is critical - striking while the iron is hot, especially in the first seven days after contact. Creative approaches like sending content snacks, utilizing social proof, and even using memes keep prospects engaged. Surprise elements such as anniversary gifts and personalized snail mail can differentiate you from digital-only communicators, creating memorable touchpoints that transform fence-sitters into customers.
Watch clip answer (06:12m)
Cheryl C Perez
00:26 - 06:38
What are the two main pathways for handling price objections in sales?
The first pathway involves sidestepping minor objections by saying 'let's circle back to that in a minute' and continuing the sales process. This works when the buyer's hesitation is minor and they'll likely forget it as they learn more about your product's value. The second pathway is for substantial objections like budget constraints, which require tackling head-on by diving deeper into the conversation. This approach involves asking questions to understand their concerns, demonstrating ROI, and balancing cost versus benefits. Both strategies help transform initial rejections into opportunities by focusing on value rather than defending price.
Watch clip answer (00:02m)
Salesman․com
00:43 - 00:46