Raybec Sales Effectiveness Blog

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Getting The Most Out Of Hubspot CRM And Sidekick

Posted by Robert Beckerman

Most organizations have made the important shift to inbound marketing. If you are on the Hubspot platform here are a couple of important considerations to help you convert your inbound leads effectively.

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Topics: CRM, Sales Effectiveness, Insight Sales Process, Lead Nurturing & Conversion

The Perfect Qualified Sales Lead: Why Sales and Marketing Need to Agree

Posted by Robert Beckerman

In today’s world, the perfect qualified sales lead is one that has come to us, engaged with us, and has felt that we’ve provided them value – even before talking to us. When the sales rep finally reaches out, the lead is responsive, and so the sales rep uses their time more effectively, focusing on opportunities that are more likely to close. In order for marketing to provide this continuum of value, engagement and nurturing that makes the lead feel like they are valued and not like they’re being sold to, the two departments must work together. Unfortunately, as we all know, communication between sales and marketing is rarely resonant. 

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Topics: Sales Effectiveness, Sales Productivity, Lead Nurturing & Conversion, Sales Process & Performance

Improving Sales Performance: 3 Sales Prospecting Mistakes to Avoid

Posted by Robert Beckerman

As sales managers, we are always looking for ways to improve sales performance among your team. While it is certainly worthwhile to look for major problems that could be impacting your team’s sales performance, the truth is that there are often some simple yet avoidable mistakes within your team’s overall sales strategy. With so much focus on improving close rates and revenue per sale, it is easy to overlook some of the more easily fixed issues with your prospecting activities.

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Topics: Sales Techniques, Lead Nurturing & Conversion

Good Sales Techniques: What to Do After a Great Meeting

Posted by Robert Beckerman

Every salesperson knows that a great sales meeting is only the first step in the process. Nurturing prospects after a meeting that went well is one of the essential closing sale techniques, and there are some very specific and effective strategies that should be used during this process. The following are four tried-and-true sales techniques that are sure to increase your sales effectiveness and close rate.

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Topics: Sales Effectiveness, Sales Techniques, Lead Nurturing & Conversion, Sales Process & Performance

Maximizing Sales Effectiveness through Lead Management

Posted by Robert Beckerman

Not all leads are created equal. Some customers are ready to make a purchase during early encounters, while others need more time and/or a nudge in the right direction. Still others will never make a purchase no matter how much attention your sales team gives them. Because your resources are limited, it's best to focus your sales team's efforts on those leads that are most likely to result in a sale: your "qualified leads." It's also equally important to develop sales strategies to maximize conversion of these qualified leads that your team identifies. 

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Topics: Sales Effectiveness, Lead Nurturing & Conversion

Increase Sales Success With Selling Strategies for Leads That Didn't Close

Posted by Robert Beckerman

Depending on the industry you are in, it can be difficult to close sales during the first round of meetings and proposals. While you and your sales team should always be striving for a high closing rate, the reality is that sometimes it simply isn’t possible.

Following up with these unclosed deals is a crucial part of long-term sales success. However, it can often be a delicate process that must be treated gently so you don’t lose the lead completely. The following are a few selling strategies that should help increase your overall success rate and sales productivity metrics.

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Topics: Sales Effectiveness, Lead Nurturing & Conversion, Sales Process & Performance

How Automated Lead Nurturing Can Increase Sales!

Posted by Robert Beckerman

The sales pipeline at any organization generally follows a typical, linear route of leads and calls, meetings and discovery sessions, opportunity analysis and proposals, and finally closed sales. While organizations may feel their pipelines are unique to their business, they all tend to follow this general model of linear progression through the pipeline, fuelled by your team’s sales skills and process. However, when most sales managers are interviewed on the effectiveness of the process to increase sales, many often complain about less than stellar conversion rates and an overtaxed, underperforming sales team. They simply don’t have enough resources or enough time to get everything done, and sales results suffer. When analyzed further, most lack one critical component that would augment success - automated lead nurturing.

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Topics: Sales Effectiveness, Lead Nurturing & Conversion, Pipeline Management

3 Mistakes to Avoid in Your Lead Nurturing Campaign

Posted by Robert Beckerman

Lead nurturing is a pre-determined series of communications that take place when a new lead engages with your company. It is aimed at encouraging the lead to take more progressive steps down the sales funnel. At the earliest stages of the sales life cycle, these campaigns are often automated.

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Topics: Lead Nurturing & Conversion

How Lead Nurturing Increases Customer Value

Posted by Robert Beckerman

Proper lead nurturing can make the difference between hitting and missing your sales targets. Lead nurturing is one of the most powerful processes you can provide to your sales team. Done correctly, lead nurturing provides your team with a steady stream of qualified prospects. Done incorrectly or, worse yet, not done at all, and lead nurturing can derail your entire sales process. Here are three reasons why lead nurturing increases customer value and improves your sales productivity.

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Topics: Sales Productivity, Lead Nurturing & Conversion, Customer Development & Retention

Lead Nurturing Do's and Don’ts

Posted by Robert Beckerman

Lead nurturing is the process of cultivating leads that aren’t yet ready to buy. Lead nurturing is at the core of any good sales-based business. Without it, a vast majority of qualified leads would simply forget the company ever called and move on. Just because a qualified lead is not yet ready to buy, does not mean they will never be ready to buy. However, unless you have a consistent nurturing process the sale may be lost. There are several things sales teams do, and don’t do, that can easily alienate a qualified lead. This leads to loss of revenue for the company. If you are looking for ways to improve lead nurturing across the company follow these do’s and do not’s.

Do: Test, Track and Re-evaluate

Lead nurturing can be tricky, specifically because different markets segments will respond differently to lead nurturing tactics. To account for these differences it is important to employ a testing approach. Test out different approaches, and monitor the outcomes. Ensure that you have collected enough data so that your result is statistically significant and you can depend on it when you roll it out. It is perfectly normal to expect different segments to respond to completely different strategies, so focus on finding the most effective tactic for each segment rather than throwing a single approach at all of them.

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Topics: Lead Nurturing & Conversion