Win Your Sales Game In Banking Sector With Anish Chowdhary
This podcast of Masters of Sales features Anish Chowdhary to make you win your sales game in the banking sector. He is currently working with a large Private Bank as the Head, Retail Digital Business. At the Bank, he is responsible for building digital business across retail assets, liabilities and investments.
More so, he is a firm believer of “If you rest,you rust”. Therefore, he keeps hustling in his professional life. He has enthusiasm and zeal to get things done effectively and efficiently. The energy and speed with which he approaches the task is admirable. He is a leader who is approachable, spiritual as well as brilliant in what he does.
“If you don’t believe in what you are selling, neither will your prospect.” – Frank Bettger
Nitin Bajaj, Founder & CEO of Easyleadz – the B2B contact data provider, invited Anish Chowdhary on the Masters of Sales platform to boost your sales in the banking sector.
Moreover, Anish also revealed his insights on how to build a business where you don’t even know what kind of customers you have to target. Stay hooked with the podcast to know more.
Sales in Banking Sector
Before moving further, we would like to share a secret to sales success that definitely helps you in your sales journey.
According to Anish, there are five basic steps to follow for driving sales in the banking sector or in any other sector. These steps are as follows:
Firstly, find out the problem of your customer.
Then figure out how the problem of your customer can be solved.
Afterwards, take feedback from your customers like how much they are satisfied with your solution.
Next to it is to make a better solution for them than the alternative they use.
The last step is to know how much premium a customer can pay for the new solution.
In this way, with these 5 steps, you can universally make sales in any sector. Apart from this, there are many other sales tactics that Anish has shared with you all. So, keep watching the video to grab more about sales.
Learn How To Target Manufacturing Companies In India
EasyLeadz offers integrated solutions to accomplish your B2B requirements by providing contact data. More so, Nitin Bajaj, Founder & CEO of Easyleadz – the B2B contact data provider, hosts a weekly webinar to share his insights on how to generate leads, boost sales, marketing tactics and many more.
In Sales & Marketing, it is really important to target the right audience for generating leads. But, if we look into the manufacturing sector, it becomes a bit difficult to reach manufacturing companies in India. The reason behind this is, these companies do not have a presence on social media platforms such as LinkedIn, Twitter, etc. So, it seems back-breaking to identify or reach them. In this scenario, Nitin has got your back and he will share some useful tactics to reach them.
So, let’s dig deeper to figure out how to target manufacturers in India.
How to target Manufacturing Companies?
However, still, there are many working professionals who want to target manufacturing companies in India owing to various business reasons. Moving further, many of you may not even be aware that every business has to register under the Ministry of Corporate Affairs to get a Company’sCorporation Number or DirectorIdentificationNumber.
Basically, MCA onboards the new startup businesses and issues a list of newly registered businesses every month. This list of companies is available publicly for everyone. For example, if you visit the website of MCA, there is a feature available to get Companies Master Data. Besides this, it also has another version that provides you similar data in an excel sheet.
In addition, another way to target SMEs or manufacturers is Zaubacorp. It is a private company that lists the details of all the companies registered under the Ministry of Corporate Affairs. The good part about Zaubacorp is that you can also filter which particular industry you want to target. Moreover, there are other factors available like the age of the company, plans of a company, or size of a company to reach manufacturers.
Once you find out the companies you want to target, you can reach them via call or mail, with the help of Mr E tool. Using this tool you will get the phone numbers of the CEOs, COOs, CTOs, MDs, Directors and other employees of the companies you are targeting. In general, this tool gives contact details of the decision-makers of B2B companies.
GovindaRaj Avasarala aka Govind, is a consummate marketing professional. He has been working with Vodafone, now Vodafone Idea Limited for over a decade as the Enterprise Marketing Head. In addition to it, he has over 19 years of work experience from working with start-ups, mid-size enterprises to large size enterprises.
His expertise is B2B marketing, Business Strategies, Product Management, and C level engagement. Moreover, he left his commendable impressions in the companies like Siemens, Deloitte, Microland, Wipro and IMImobile.
Moving towards Govind’s studies, he has done his B.Tech in Electronics & Communications from NIT Warangal. Afterwards, he completed his MBA (PGDM) from IIM-Ahmedabad.
Govind is also a member of the Assocham National Council for Marketing & Branding, TiE Mumbai and the Advisory Board India. He generally talks about 5g, telecommunications, digital and IoT. However, during the LinkedIn Live session hosted by Nitin Bajaj, founder & CEO of EasyLeadz, he shares his journey from a small city to IIM Ahmedabad.
Mr Avasarala, who feels that marketing is both, art and science, is experimental and full of curiosity. Therefore, he keeps pushing himself to try new things in his personal & professional life. However, in terms of sales, he focused more on Account-based marketing.
Marketing Tips From GovindaRaj
Speaking about the experience while working with Advisory Board India, Govind revealed that his urge to get in touch with bright minds out there took him to be a part of Board member. For him, it is an opportunity to get exposure to various industries and different methods. He also added that you do not need to be experimental always, you can also learn from others.
On B2B sales for export marketing, Govind advised that before directly making sales, one should focus on marketing. As firstly one should try marketing campaigns to build a brand. After this, go with the marketing tools, test it out, try marketing automation. If this will provide good results then it will surely make good sales too.
GovindaRaj, an inspiring business leader, revealed some core concepts of Enterprise Marketing during the session. These concepts are definitely going to help you out in your marketing campaigns. Not only this, but he also shared some of his marketing experiences when he was working with SMEs and big companies.
Hoping that Govind’s marketing experience & wisdom leads the upcoming Entrepreneurs and Start-Ups to be a Big Brand.
Watch this LinkedIn Live Session with GovindaRaj Avasarala, Enterprise Marketing Head at Vodafone Idea Limited – a telecom company and learn how to do enterprise marketing.
Cost-Effective Marketing Tips For Healthcare business/ Doctors
“Many companies have forgotten they sell to actual people. Humans care about the entire experience, not just the marketing or sales or service. To really win in the modern age, you must solve for humans.” — Dharmesh Shah, CTO & Co-Founder, HubSpot
We’re not going to lie to you, it has been reported that healthcare marketers are absolutely floored when they see just how expensive it is to advertise on Google. However, the cost-effectiveness of Google Advertising should not be a limiting factor when you budget for ad spending. Instead, you should focus on the value you can garner from using Google’s targeting algorithm to reach only your ideal potential customers.
With digital marketing, almost everything can be tracked and measured. Healthcare professionals and healthcare organizations no longer need insight into what works and what does not work. With the help of marketing performance information, healthcare professionals, and healthcare organizations can make an informed decision on how to improve their efforts, along with the ability to continually measure and evaluate them.
Healthcare/Hospitals
Appropriate information is very important for every business, a business might not need to consult a doctor for health reasons although doctors will come to seek your help in promoting their medicines or the services they are offering. In those cases, every business or organization has to store a doctor’s or pharma companies database or email address in India.
There are large numbers of marketing strategies that you can apply, however not all of them are suitable for healthcare. Especially, when it comes to marketing for doctors, there needs to be a comprehensive plan that focuses on finding, attracting, and retaining patients. Further in this article, we will discuss where you can get doctors’ email addresses and how you can target them using email marketing or database marketing.
Medical Professionals at the time of Covid-19 Pandemic
The World Health Organization (WHO) who announced the coronavirus crash a pandemic in March 2020 came up with the publication of public health guidelines. Doctors, medical professionals, and other healthcare workers have been at the forefront in responding to the global health crisis. However, it is unfortunate to note the violence against doctors and other medical personnel over the past few decades.
Marketers to doctors
Professionalism, strong work ethics, knowledge, and confidence are some of the essential qualities of good doctors.
Businesses break their entire market into segments when targeting. Accordingly, they devise their marketing strategies. And when databases or email lists are used to target a specific audience, it’s called database marketing – more specifically, when doctors are the target, it’s called target marketing to doctors.
For organizational marketing to be effective, the digital platforms on which the organization will operate must be identified, the target public will have to be segmented correctly, and customized marketing messages will have to resonate with the audience.
Marketing Is Not an Expense; It’s an Investment
Marketing is very essential in the healthcare business if you want to grow, so the marketing strategies for doctors have to be in a detailed manner. A set of techniques that contains some definite aims to measure the ROI. Marketing for doctors or for any other business’s main goalie not only to new customers but also to retain your already existing customers to increase your value.
Work on Video Marketing Strategy
Content in a form of video that reaches the customers more effectively and efficiently as compared to other forms of marketing, you can say that video marketing covers 80% of the online traffic.
You all know about the platform called YOUTUBE it is the second-largest search engine after GOOGLE. Video content is 50 times more likely to rank on search engines than text.
Online Sessions
After the COVID-19 pandemic, most doctors started using taking online sessions in which they consult their patients at the comfort of their homes. Online sessions make it more easy and comfortable as you don’t have to go out in this pandemic, if you think like a marketer then this is the win situation.
You can take reviews of patients, this will increase your brand value and trustable, and most important point respond to your reviews no matter positive or negative.
Social media Marketing
Platforms like Facebook and Instagram are becoming the most used apps, in fact, after this pandemic, every single one of us started posting photos and videos to gain popularity. You will find content in almost every single niche like cooking, fashion designing, hacks, fitness, and even doctor’s advice too.
By sharing valuable tips you can grab people’s attention and can engage with them and can be a great way to reach a broad number of potential customers. However, not all social media platforms are the same. Therefore, take time and evaluate the best platform for your marketing campaigns.
Keep track of your marketing strategies
Even your phone, laptop, or any gadget which you are using on daily basis needs an update then why not your strategies. Keep monitoring your previous marketing strategies that how they are paying off in terms of ROI.
Each year, your Healthcare Marketing budget should adjust in terms of what you want to focus on this year, based on a careful study of your metrics (performance analytics) so far.
Carry a positive attitude towards your goal
The business world is full of ups and downs, sometimes you will enjoy the success on the other hand you have the bear the loss too. It is not at all easy to achieve the goals in your starting phase, you have to work a lot.
Our most favorite doctor marketing idea is all about keeping a winning attitude. Healthcare competition is intense and healthcare practices that sideline their marketing needs will further lag behind. Therefore, devote enough time and resources to stay ahead in the game.
Remember, minuscule marketing activities are worse than none at all. Our most successful doctor clients believe that healthcare marketing is an all-time thing, and it’s only when you play to win…you will. If you want to know how exactly we do it, fill in your details below.
You, Will, Be Able To Order A Tesla ( MODEL 3) On Your iPhone in 2021
You, Will, Be Able To Order A Tesla ( MODEL 3) On Your iPhone in 2021
Leave it to Elon Musk to turn on-demand car service into something of a luxury. Starting this summer, Tesla customers will be able to order an upcoming Model 3 from an iPhone or an Android app. By the end of 2021, every new Tesla vehicle will be equipped with 4G LTE connectivity, meaning that customers will be able to remotely access their cars from anywhere they can get cellular data.
Tesla has been the subject of various claims and debates, emerging from the assertions and the leadership of CEO Elon Musk, charges of informant reprisal, affirmed laborer rights infringement, and supposedly uncertain and hazardous specialized issues with their items.
About Tesla
According to Musk, the purpose of Tesla is to help expedite the move to sustainable transport and energy, obtained through electric vehicles and solar power. Tesla positioned as the world’s smash hit module and battery electric traveler vehicle producer in 2019, with a piece of the overall industry of 17% of the module portion and 23% of the battery-electric fragment. Tesla worldwide vehicle deals were 499,550 units in 2020, a 35.8% expansion over the past year. In 2020, the organization outperformed the 1 million characteristics of electric vehicles produced. The Model 3 positions as the world’s unequaled top of the line module electric vehicle, with more than 500,000 delivered.
Through its auxiliary SolarCity, Tesla creates and is a significant installer of sun-powered photovoltaic frameworks in the United States. Tesla is likewise one of the biggest worldwide providers of battery energy stockpiling frameworks, from home-scale to lattice scale. Tesla introduced the absolute biggest battery stockpiling plants on the planet and provided 1.65 GWh of battery stockpiling in 2019.
Tesla has been the subject of various claims and contentions, emerging from the assertions and the direction of CEO Elon Musk, charges of informant reprisal, affirmed specialist rights infringement, and purportedly uncertain and hazardous specialized issues with their items.
Business Strategy
Tesla’s item discharge technique is to imitate normal mechanical item life cycles and at first objective, well-off purchasers, and afterward, move into bigger business sectors at lower value focuses. The battery and electric drivetrain innovation for each model are created and incompletely paid for through the deals of prior models. The Roadster was low-volume and estimated at $109,000. Model S and Model X objective the more extensive extravagance market. Model 3 and the Model Y are focused on a higher-volume fragment. This system is basic in the innovation business.
Robotic manufacturing of the Model S at the Tesla Factory in Fremont, California
Tesla does not advertise. The companies aim to educate customers through its showrooms and sells its vehicles online rather than through a conventional dealer network. Tesla has showrooms in malls and other high-traffic areas. Musk believes existing dealerships have a conflict of interest and will not promote electric cars from Tesla or any manufacturer, because they make more money servicing than selling cars, and electric cars have lower servicing costs. Tesla is the first automaker in the United States that sells cars directly to consumers; all others use independently owned dealerships.
A bit about the world’s richest person- Elon Musk
After becoming the world’s richest person Elon Musk is attempting to reform transportation both on Earth, through electric vehicle creator Tesla – and in space, utilizing rocket maker SpaceX.
He claims 21% of Tesla yet has promised the greater part his stake as insurance for credits; Forbes has limited his stake to consider the advances.
He ventured down as director in 2018, in the wake of making affirmed “bogus proclamations” about an arrangement to take Tesla private, setting off a SEC test.
SpaceX, Musk’s rocket organization, is presently esteemed at $46 billion.
He experienced childhood in South Africa, at that point moved to Canada at age 17. He arrived in the U.S. as a student from another school to the University of Pennsylvania.
New Addition in Electric cars: Tesla Model 3
Now that you have read a bit about Tesla lets through some light on how we can order Tesla from our iPhone by end of the year. By this, you can guess that Tesla is into announcing the new addition i.e, MODEL 3.
It is accessible with Automatic transmission. The Model 3 is a vehicle and has a length of 4693mm, a width of 2087mm, and a wheelbase of 2875mm.
The Tesla Model 3 is an electric four-entryway fastback car created by Tesla. The Model 3 Standard Range Plus form conveys an EPA-appraised all-electric scope of 263 miles (423 km) and the Long Range adaptations convey 353 miles (568 km). According to Tesla, the Model 3 conveys full self-driving equipment, with intermittent programming refreshes adding usefulness.
Restricted creation of the Model 3 started in mid-2017, with the main creation vehicle moving off the mechanical production system on July 7, 2017. The authority dispatch and conveyance of the initial 30 vehicles occurred on July 28.
As of March 2020, the Tesla Model 3 is the world’s top-rated electric vehicle ever, with more than 500,000 units delivered. The Model 3 was the world’s top-selling module electric vehicle in 2018 and 2019, and the top-rated module vehicle in the United States. The Model 3 was likewise the top-selling module vehicle in Europe in 2019. In 2020, Tesla delivered more than 450,000 of the Model 3/Y body autos.
New plan for 2021
Tesla is giving its entrance level Model 3 vehicle a large group of improvements for 2021, including outside styling components that have traded brilliant chrome for silk dark trim. Three new wheel plans give the moving stock a new look, and the storage compartment top is presently power-worked.
Appearance redesigns proceed inside where the vehicle’s metallic entryway ledge defenders acquire the dark glossy silk trim to coordinate the outside. The Model 3’s middle reassure has been updated to oblige two remote cell phone charging cushions, and the sun visors presently utilize a magnet to hold them set up.
The seat-change controls and the directing wheel-mounted infotainment scroll wheels have new completes—the previous in graphite-shaded paint and the last in metal. Generally significant of everything is the Model 3’s improved driving reach. The base Standard Range Plus model presently guarantees a traveling scope of 263 miles for each charge, up from 250, while the Long Range model flaunts a 353-mile range, 31 miles more than the 2020 model conveyed.
Conclusion
This was all about Tesla and the new model 3, 2020 might not well according to our planes but we are hoping best for 2021 and it already had started. If you are interested in business or want to connect with some of the top Automotive companies in India you can explore our website. We are the best know for our 100 % accuracy rate in providing the correct information of all the companies and email addresses.
So you want to reach to potential customers with their email addresses.
Possibly you want to reach out to a sales lead prospect, business owner, organization, or to an influential person.
Nobody wants to spend their entire week researching, selecting, and verify hundreds of email addresses. It’s boring enough to make you confident, but any mistake is expensive.
In other words, it’s one of the exhausting marketing processes which we love to hate. After all, 400 emails are no good if they’re all blocked by spam filters. We all knew there had to be a better way than Googling the target audience.
There are tones of the reason why you want to reach them but for that, you need a particular email address not the ordinary one but the accurate one. And the best part is there are tons of ways too to find the email address. We have two questions arise in our minds that is-
Why we need an accurate email address?
How to find the email address?
Why we need an accurate email address?
If you are sending a significant email, you are supposed to present it to the right person. Why? Because it’s damn difficult to get people’s attention. It is pretty obvious that only 8.5% of outreach emails receive a response. Getting the right person to go through your email boosts your chances of getting the response you want. So, a perfect template for the right person can make a great deal in your bucket.
This is especially true if you’re trying to reach someone you don’t know or you never spoke to before.
Now, let’s go email hunting…
How to find the email address?
Here are some of the most solid tactics and tools I’ve used in the past — and still keep using — for finding a person’s email address. Let’s start!
1. Use an Email Lookup Tool
One of the easiest ways to find an email address is to use an email lookup service. All you need to do is enter a person’s name and/or a website, and the tool will search for the relevant address for you. Or you can just download the Mr. E chrome extension that’s it.
Email lookup services all work in mostly the same way: you input a name, try to refine it down as much as possible, and the tool goes and finds the best email.
2. Use Twitter account
People sometimes include their email addresses in their tweets or Twitter bio but try to hide them from bots by using “dot” and “at” instead of “.” and “@”. Head to Twitter Advanced Search and search your prospect’s tweets for “at” and “dot”.
Try including words such as “email”, “reach” or “contact” to better filter the results. It sounds bold, but you can also try simply asking them on Twitter for their email address. To give your tweet the best chance of being noticed and getting a response, keep it concise and include a compelling reason for them to reply:
You can also approach them through their direct messages, which your prospect may be more likely to look at than their replies or mentions. Depending on their privacy settings, you may need to be following each other first before you’re able to send them a DM.
3. Subscribe to the Email list
If your prospect’s website or blog features a newsletter, subscribe to their mailing list as many newsletters are sent from a personal email address. This can be a quick and easy way to obtain the email address you’re looking for.
Even if it’s sent from a generic info@ address, try replying to one of the newsletters to share an opinion or ask an insightful question and you might get a response.
This can help you to build a relationship with the prospect and gives you a better chance of getting hold of their personal email addresses in the future.
4. Ask for a contact form
Most websites have a contact form on their website. While these are likely managed by admin staff, you can try using them to ask how to get in touch with your ideal prospect.
These are the few ways where you can find the prospect email address, you can’t figure out the best one until and unless you have tried every possible method but it is very obvious that you don’t have that much time to invest in finding the right one.
Find 100% of email addresses using easyleadz
Although most of the tools above are useful in one way or another, the clear winner for performing small-mid scale email lookups is undoubtedly Easyleadz. If you hadn’t already guessed, the feedback it gives is the killer.
Easylaedz, meanwhile, has a competitive pricing plan, a generous free plan, a 100% success rate, and gives you all of the information you need to know to judge whether you need to check the address yourself.
Most of the other apps take a risk with the emails they find, then don’t tell you how big that risk was. This means that you’ll have to check every email they retrieve – if you’re searching for specific emails in the first place, chances are that they’re important enough to need to be correct.
On the other hand, if you’re told that an email is 30% certain and still use it, the only one at fault is yourself for ignoring the risk.
There we have it, how to find someone’s email addresses. Just remember: with great power comes great responsibility.
So use these email finding methods wisely. Don’t spam people! Don’t sell people’s email addresses. And don’t annoy people you are reaching out to… you’re the only one missing a great opportunity to connect and build (business) connections.
How to write better follow up emails using the AIDA framework
AIDA is a widely used term in Marketing circles. You can use it as effectively in your follow up emails like how it is used in building marketing funnels. Let’s do a little recap of what AIDA stands for.
AIDA is used in advertising and marketing for taking buyers through 4 stages before they ultimately make a purchase –
1. Awareness/Attention – This step involves making buyers aware of your product, service or brand based on the understanding of their pains, challenges, and interests.
2. Interest – Second stage involves generating interest from the buyers. This step involves holding their attention by talking to them about their pain points or making their pain points apparent and how it is having an adverse impact on their business.
3. Desire – This is the stage where you generate a desire to purchase your product. You talk about the benefits of using your product through features, social proof, case studies, etc.
4. Action – Action stage involves creating the urgency to buy or making the transition to take an action such as booking a call, making a purchase or filling a form seamless and easy.
How does the AIDA model apply to write follow up emails
First of all, if you are sending cold emails and not following up, you are only doing 10% of the job required to generate leads through outbound email campaigns.
Secondly, if you are following up only once or twice, you are still leaving money on the table.
Steli Efti, Founder at Close.io advises on following up once every month after first 4 followups in a week until you get a response.
I hope now that we are on the same page that follow up emails move the needle in your favor, let us dive deeper into how we can apply the AIDA framework in writing follow-up email copies.
Generally, there is a tendency to either
Provide too much information in the first email itself, create information overload and leave the prospect confused.
Or there are followups where only subject lines vary but the underlying message is the same without adding any value on top of the previous communication.
A subtle approach would be to take your prospect through the 4 stages with each follow-up written specifically to move the prospect to the next stage.
Depending on how many follow-ups you want to schedule you can keep each stage as much long or short.
To co-relate with advertising think How many ads of a particular type (stage) would you like to place for an individual buyer across different channels.
1. Cold Email/First E-mail – Attention Phase
The first email in the sequence is about getting attention and creating awareness by introducing your product/service. Go with the assumption that your prospect would be hearing about your product/service for the first time and it’s the start of a possible long-term relationship.
Think like how you don’t ask someone out on a date the first time you meet, you introduce yourself, share a few interesting bits without telling your whole life story.
At the same time, leaving them curious enough to know more.
Talk about what your product is and how it can benefit, with one of the following call to action-
Nudging reader to visit your website
Watch a demo video
Sharing a link to a personalized landing page
You can even ask a simple question to which they can reply quickly without putting too much thought.
2. First Follow up – Interest phase
Continue from where you left off and build a connect, for e.g. you can start by asking whether they had a chance to look at the information you shared in the previous email.
Pique their interest by
Sharing an article or blog that talks about solving their pain points or
Highlight their pain points and how your product/service can help
The goal is to generate trust by talking about their pain points and that you are reaching out with a solution that alleviates the pain.
At this stage, you can add social proof by giving reference to a competitor who faced similar pain point or by mentioning the names of companies which are similar in terms of stage of business.
One big mistake people often make is giving the wrong name as a reference, for e.g. mentioning the name of an enterprise company while reaching out to a mid-size company.
While enterprise names are great to hear but an insight into how you helped a mid-size company which faced similar challenges would be much more valuable.
Keep the call to action as a link to a blog or help article that explains about tackling specific pain points.
3. Second Follow up – Desire Phase
Keep building on the previous follow-ups, this time shifting attention to an industry-specific use case with a domain-based case study or white paper, that appeals directly.
Quantify the benefits so the reader feels the desire to reply back and know more details.
Think about how you made the other person feel as if you have known them forever and they are more than happy to go out on a first date.
Keep call to action either as a link to the specific case study or booking your calendar for a call/demo.
4. Third Follow up email – Action Phase
Ideally, desire should lead to an action in itself, this followup should take care in case it does not happen and your prospect needs a bit more push.
Ask about feedback on all the information you have shared previously and make it more of a goodbye prompting them to take action with a reply if they have not responded previously.
Capitalize by adding a bit of humor to improve your chances.
Capitalize by adding a bit of humor to improve your chances.
Although, we have demonstrated the framework by using one follow up email in each stage, however, you can use multiple follow-ups in each stage to nurture your prospect towards a reply.
Write the content of follow-up emails keeping in mind the stage you are writing them for.
Top 5 sales triggers you can track easily and sell more.
Whether you are looking for a new deal or figuring out how to move existing deals forward quickly, tracking sales triggers adds momentum to your efforts.
What are sales triggers?
Sales triggers are events that signal an opportunity for cross-selling, upselling or new customer acquisition.
In sales, timing is everything, as per Craig Elias, author of Shift Selling, your odds of closing a sale improve by 74% if you reach out to the decision-makers at the right time
Tracking sales triggers provide sales reps with unique business context to initiate highly personalized conversations at the right time.
Sales triggers help you uncover actionable insights both at the account and prospect level.
Getting the information about an event is only half the job done as your competitors might also be receiving similar information. How you use the insights to make a conversation relevant to your prospect gives you the real edge.
Here are 5 sales triggers you can track easily. We will also cover how to track and effectively use them.
1. New Funding round or Additional Funding.
2. Geographical Expansion/New Market Entry.
3. New Product/Service launch.
4. New Hirings.
5. Management changes
1. New Funding or Additional Funding round
Any company raising funds is an indication of an increased budget for spending across functions. Companies’ focus areas of investing fresh money may vary depending on the stage at which they have raised new or additional funding.
An early-stage company might plan to spend more on product and services that help accelerate growth from a marketing and sales perspective, whereas, a late-stage company may look to expand to a new market or geography or build a new product line.
Based on the stage identify which companies can benefit most out of your product/services.
How to track –
Globally on an average 1000-1200 companies raise new rounds of funding and there are multiple sources you can use to stay fully updated –
1. Using Google Alerts, you can set daily funding alerts globally or any specific geography.
2. Use Easyleadz to access recently funded startups and contacts, list is updated on a regular basis and download needs a small share and love from you.
3. You can use Crunchbase Pro to set alerts for receiving regular updates about funding.
How to personalize messaging
Your prospects would be getting Congratulatory messages left, right and center. Congratulate them but go beyond just congratulating and immediately making your ask.
Use insights from funding information to share how exactly they stand to benefit from your product/services at this point in time. Create urgency without being pushy.
For e.g.
It takes persistence to build a thriving and growing business, on top of it getting the validation from the investment community is commendable. I wanted to congratulate you for the recent funding round.
At this phase of the growth, businesses start adopting processes to build a scalable customer services team, with it comes to the need for implementing a scalable customer service software.
We at X helped companies like {similar customers to the one you are approaching} at the same stage {benefits}.
2. Geographical Expansion/New Market Entry
An existing customer of yours might be having plans to start pitching their product to a new market or a foreign entity may be planning to move into the geography you already serve.
In such events budgets are already lined up for expansion and the time is right to make a move and engage the decision-makers early.
This is also the time when companies start making new hires.
2. LinkedIn sends Daily Rundown every morning and covers majors Industry and Company events. Follow target company pages and any company related mentions or news will appear in your feed.
3. Twitter is another free source where companies send out such announce via their official handles or you can use Twitter’s advanced search functionality to search for specific keywords.
How to personalize messaging
Expansion to any geography or market brings its own set of challenges like identifying new vendors, hiring locally, looking for new office space, etc.
Identify the pain points your product/service stands best to address. Be specific with how you have helped other companies post-expansion.
If you have helped a competitor and it has been a success even better.
For e.g.
I came across the news of your companies plans of expanding to X {location/geography/market} and having an immediate conversation would be valuable.
We at {company name} have helped companies like A, B, and C in building a talented team of software developers by connecting them with top-notch talent in X {location}
3. New Product/Service Launch
Whenever new product or services are launched or about to be launched, there are budgets and resources already allocated.
For e.g. An e-commerce company moving to an omnichannel retail strategy by opening up a line of stores.
Generally, there are two types of opportunities that open up –
When there is an announcement of an upcoming launch.
When a company has recently launched.
Depending, in which scenario your product/service could benefit you can track either or both.
How to track
1. Use Twitter to get information about upcoming and recent launches using keywords like “recently launched” and “launching soon”.
2. Google alerts
3. Follow company pages on LinkedIn for updates.
How to personalize messaging
Product/service launches present a short window of opportunity. It’s important to do your homework before reaching out to your prospects as to how exactly your product/service can make the launch successful.
For e.g.
With the launch of your new upcoming stores across 5 major cities, I thought to drop by and ask if we can connect and discuss, how we can help furnish your stores.
We at {company name} have helped companies like A, B, and C during their pre-launch phase of expanding their stores across the country.
4. New Hirings
Information about hiring patterns of a company can uncover a lot of insights which would otherwise be hard to find. All you need to do is access job boards regularly mostly free of cost.
Tracking hiring can help you identify –
Fast-growing companies. If any company in small-mid size range has a lot of job openings across different functions that is your cue.
Technologies used by companies. Not all technologies used by a company can be uncovered from the outside, either you ask someone or look at which roles they are hiring for and indirectly identify. For e.g., If a company is hiring for Salesforce admin (given the company is not a hiring agency or technology services provider) they ought to be using Salesforce.
Product/Services they may need. Depending on the role a company is hiring for and growth in a particular function will help you identify if there could be an arising need for the product/service you are selling.
We at Easyleadz have used New job hiring for prospecting and sending cold emails to companies hiring for B2B sales, Inside Sales and similar roles. Using this approach our response rates increased by 30-40% across all our campaigns as compared to targeting companies who are not currently hiring.
For one of the campaigns, we targeted startups hiring for Inside sales roles via Angel.co and got a 28% response rate primarily because we reached out at the right time while they are expanding their sales team and trying to drive more revenue.
How to Track –
1. Set up customized job-alerts via Angel List For e.g., If you help companies in providing talent for Data analytics, set up job alerts for the hiring of Data analytics, Big data analytics, data science, and other similar roles.
2. Use LinkedIn Job search to track the number of open vacancies for particular accounts you are looking to target and more filters to create a targeted search.
How to personalize messaging
You can use new hiring as a conversation starter, it also shows your prospect you are making efforts to know more about their company than just being generic.
For e.g.
My army of robots told me that you are hiring for Inside sales at @companyname.
I thought of dropping a quick note about how we can help your expanding sales team by providing contact details of right decision makers for lead generation campaigns.
5. Management Changes
Whenever senior management changes take places, it leads to changes in how decision making is done at any organization. Creating an immediate impact at a new job is a top priority on every new hire’s agenda and more so at the C-level.
If you can make a new VP make a positive impact at the start of their stint through your product/service, you not only have a loyal customer but also an advocate.
Track these changes –
When a new senior-level management shift happens at your existing customer.
Senior-level management shift happens at an account you had been targeting.
A senior-level manager at an existing customer moves to a C-level position at a new firm.
Promotions, a bit underused but you can use it to great effect with someone in your existing network or when you come to know of a new prospect moves from managerial to executive level.
Initially build a relationship and start pitching about your product/services down a few months into their tenure. Don’t pitch just when they have joined/moved as initially mostly it is about settling down and getting familiar with the new workplace.
Decisions worth making generally start to take priority 2-3 months down the line. It is the most opportune time to close the sale.
How to Track –
1. Set up Job alerts for senior-level executive positions relevant to you via Linkedin or Angel List
2. Use sales navigator to track job changes at positions you want to track along with other targeting criteria applicable. Linkedin also gives you a notification when someone in your network gets promoted or starts a new
How to personalize messaging
Don’t just congratulate your prospect, everyone would be doing that instead take this opportunity to show your prospect how you can help them make an impact in their new role.
Keeping the conversation only to a congratulatory note would be the waste of an opportunity.
For e.g.
I wanted to congratulate for assuming the responsibility of the VP of sales at @companyname.
Hope you are settling down well in your new role and thought of sharing a few articles which might be helpful for getting started in your new role.
[links]
Wishing you success!
Here is what to do next
1. Tell us which sales trigger you have used and how
2. If you are curious to learn more about sales triggers. You can read more in this post by Hubspot
For a startup especially the bootstrapped ones like us, early paying customers are most crucial. First 50 paying customers not only bring revenue but also validate your value proposition and help you grow in the right direction.
It becomes even more important that you listen to them and their feedback, on the other hand, don’t get every customer on board who are willing to pay in early stages, as every customer is not a fit.
They might pay you but if they eventually become a pain in the a*s and you have too many of them, it will drain the team more and impact long term growth.
As a small team starting out with limited resources at the disposal it is really important to pick the right and few battlegrounds and go all in on them. You practically can’t be targeting every marketing channel to get the first 50 paying customers.
So here is a lowdown on how we went about acquiring our first 50 paying customers.
The Process
Step 1 – Narrowed down on channels we would be focussing on
Step 2 – Worked on lead generation tactics for each channel.
Step 3 – Analyse how each channel performed, rinse and repeat.
We decided to focus on the following 3 channels and hit the mark of 50 customers:
1. Cold E-mail Outreach
Since we help companies with building B2B contacts list, it was a no brainer. We cook and eat our own cake.
Source: Giphy
E-mail outreach is a much better channel for quick revenue realization in early stages as SEO/Content Marketing take time to build and drive results. You can’t be entirely dependent on your Inbound marketing to kick in results.
We built our e-mail lists based on the following criteria –
Industries – We picked Industries where companies are B2B focussed.
Next, we worked on our E-mail templates varying the content depending on which Industry we were targeting and used an E-mail automation tool using which we could set a cadence of 4-5 follow-ups.
We tracked open, click and reply rates consistently and optimised our campaigns for higher response rate.
Cold E-mail outreach is still a big part of our lead generation process and drives close to 40% of our monthly revenue.
Our advice would be to start small with your outreach campaigns and examine how well your targeting, content, and scheduling is working and scale up from there.
2. Quora
Here are some interesting facts about Quora (Source: Similarweb)
Quora has more than 600 million monthly visits
Almost 20% of traffic coming from India
Of the overall traffic, 70% of it is coming from search
What does this mean?
This means people are searching in google for answers and end up on answers in Quora because questions asked on Quora get indexed in search results.
This means if you answer readers’ queries in your niche in an in-depth manner, you are likely to get visitors who are not only interested in your product/service they already have a fair idea of what problem you can solve.
To top this as per this Gartner report close to 88% of buyers encounter information during their decision-making process and one of the easiest ways to disseminate information about your services is Quora.
So what did we do? We went about dedicatedly answering the questions in our niche and adding value for the readers and buyers in our own unique way.
Now there is a whole process to finding the right answers on Quora to balance the amount of effort you should publish and visibility it can drive for your product and services. Deserves a well-explained post in itself, we will write about this one soon
Blindly answering every question that comes across in your feed is like burying your head in the sand and then expecting the storm won’t hit you.
A few basic checks you can follow while starting out are –
Pick a few niches where following is big and answer consistently
Look at follower to answer ratio. 3:1 is good and anything above it is great. Don’t just leave a question because the above ratio is low if you feel you can write something which can really benefit the readers, go ahead and write.
Make use of the Answer wiki’s, edit/create them wherever you think your product/service is the right fit.
Not only did we start getting traffic from Quora, as we kept on posting, but traffic also started converting into leads and leads into revenue.
3. LinkedIn
Being the largest Professional network, its a heaven for anyone looking to sell to businesses. You can not only target your audience but also engage with them and build relationships.
LinkedIn is the most effective social channel when it comes to generating B2B leads. Don’t believe me, read this post from Neil Patel LinkedIn Strategies for B2B Marketing. As per his research, almost 80% of social media leads come from LinkedIn.
There are many tactics which can generate leads on LinkedIn right from having your own company page to participating in groups.
We will focus on tactics we adopted to drive leads:
1. Content Publishing – We continuously post about our learnings, best practices, B2B lead generation tips and add value to the network using free giveaways like one of these posts which generated close to 2M views.
There are a fraction of people who like, comment and directly interact with your content and then there are lurkers, who simply observe and absorb value from your content for a time and then when they are in buying mode they know where to look.
2.Prospecting and Direct Messaging – LinkedIn is a great platform to prospect your target audience especially with all the insights you get to know about your prospects can be used for personalized outreach.
First, start with connecting the right prospects in our case it was people working in Sales and Marketing roles across companies.
Don’t simply hit send when you are sending a connection request, personalize your request by adding a note and follow up with a conversation using the insights you have about them. It can be about workplace promotion, their social activity or any great piece of content they wrote.
In all honesty, we tried both the things directly pitching our services right after the connection was accepted out of eagerness and pitching after a few rounds of messages has been exchanged.
The second approach fared better, warmed up the other person, built a level of familiarity and created a more solid pitching ground for our services.
These are not the only channels which can help get early paying customers. Now we have also started focussing on SEO and Content Marketing.
You can always experiment rapidly with a bunch of channels and settle on few that would work. The operative word here is few as a small startup team you ought to be focussing and optimizing on every calorie of energy spent rather than fighting on all fronts.
Let go of the good ones for great ones at least for reaching from zero to 50 paying customers.
