From The Xant Blog — Lead Nurturing


How To Reach Your Sales Quota During The Holidays [INFOGRAPHIC] 0

Meeting a sales quota during the holidays can be very challenging for the sales reps. After all, they want some vacation time, too. Here’s how sales managers can help. RELATED: Why Your Reps Are Not Hitting Quota And How They Can W/Ron Hollis @XANT In this article: The Importance of Sales Goal Setting for the Holidays…

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The Cycle Of Customer Loyalty: 8 Tips To Live By 0

Read on and learn how to build strong customer loyalty and gain a positive brand reputation for your business. RELATED: How to Transform Customer Service into a Sales Machine In this article: What Is Customer Loyalty and Why Should You Invest in It? Establishing Excellent Customer Service to Build and Maintain Brand Loyalty Capture, Case,…

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Marketo’s Jon Miller Opens the Kimono and Talks Content Marketing 0

Marketing strategiesRemember Lucille Ball at the chocolate factory?

She was doing so well when the chocolates were rolling by one by one. But then BAM!

The speed of the belt accelerated. She did her best to keep up. But eventually she cracked under the pressure and resorted to shoving a bunch of chocolate down her dress.

Marketo’s Jon Miller doesn’t want you to do that with your leads. That would just be sick and wrong.

So, Miller shared some of his secrets for building a killer marketing strategy at the Inside Sales Virtual Summit. You can view his groundbreaking presentation in the YouTube video below.

Cold Calling Tactics for Inside Sales Reps from the Salesforce User Group 0

The Salesforce Users Group met in the new Adobe building in Lehi, Utah. During the meeting a lot of information was discussed and traded among Salesforce users. One of those things was the secret to turning a 30 second conversation into 3 minutes.

Brandt Page, from Launch Leads, shared how to turn a blow off phone conversation into something positive. And let’s be real – every sales rep has experienced this all-to-common phone call.

You pick up the phone, talk to the lead for a bit and then they ask the dreaded question: “Will you send me an email?” According to Page, every sales rep knows that translates to “Sorry, not interested.” The real question is how to turn the conversation on its head and keep them talking. It’s simple.

It’s important to accept that they want you to send an email, but the key here is to not hang up the phone. Using the system, sales reps have an automated email template that is already to go, they just have to plug in the right information about the lead.

Power Dialer Proves Natural Selection Right 0

Technology is speeding ahead at a break neck speed and all too often we forget to look behind and see the ground we’ve covered. The dialer is one of those technological advances, and a subtle one that’s been ignored.

The infamous predictive dialer was one of the early dialers around (and sadly still in use) and went through its own wave of changes. Floppy disks were used, painstakingly so, to contact leads in the early days and with the power of the internet both the leads and dialers found their way online.

But they didn’t stop there.

With the predictive dialer becoming more powerful with the explosive growth of the internet and the companies that sprung from it, the tool was powerful but flawed. A lot of people have had the experience of the dialers that would put the person they called on hold when an agent wasn’t available. Others didn’t keep track of past leads and would call leads and lists multiple times a day (annoying the recipients to say the least!)

XANT and HubSpot: Lead Nurturing and the Half-life of Leads 0

If you’re in the lead generation or sales space, you know how important lead nurturing can be. It’s how you build your business and create educated, more-likely to buy buyers.

One of the biggest misconceptions out in the industry is that a lead nurturing technology alone is going to solve all your problems. That’s only half of the solution.

In a recent eBook done with XANT and Mark Roberge, SVP of Sales & Services at HubSpot, Mark demonstrated this common problem.

“I’m always asking our customers what pieces of software they want to start with. For whatever reason, it’s never our blog and social media tool or our landing page and CTA manager,” he said. “They all want to start with our lead nurturing tool that allows them to segment their leads and create email marketing campaigns.”