All posts in Sales


How to Increase Conversion Rate: Useful Strategies and Common Mistakes

increase conversion ratesThis is a guest post from Diane H. Wong; a web developer who specialises in marketing and enjoys sharing her knowledge with others. She has her own column at Do My Writing.

The primary goal of every business is revenue. It’s therefore reasonable to say that the goal of every website is more conversions, leads, sales, or whatever action you want your visitors to take.

To get more action from your visitors, you need to make frequent changes aimed at increasing the effectiveness of your website and all its elements.

It’s normal to be wary of making changes so you don’t switch the wrong button and hurt your website more instead.

Good news is, there are proven ways to play safe and still grow. Conversion optimization has its safe playing too that is, those practices that have been tested and proven to work generally.

In this Process Street article, we’ll look at:

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Increase Your Email Conversion Rates With These 12 Top Tips

Increase Your Email Conversion Rates With These 12 Top Tip-Rev02-05This is a guest post from Stella Lincoln who works as a Business Executive at Academist Help. She is a passionate blogger and owns the blog Educator House. Lincoln has many years of experience in digital marketing and specializes in search engine optimization (SEO).

In this era of globalization and digitization, marketing takes many forms. We at Process Street recommend one marketing strategy: Make sure you strongly focus on email marketing, or more specifically, your email conversion rates.

Why?

Email marketing is a successful strategy. Done correctly it can bring in the highest Return On Investment (ROI) relative to other marketing channels. Email marketing offers a return of 30x your initial investment.

Wow.

But let me emphasize, such a high ROI is only possible if you get your email marketing right.

How do you get your email marketing strategy right?

One aspect is through email Conversion Rate Optimization (CRO).

Through intuition, I am guessing you are ready to optimize your email conversion rates – after all, you came here. Well, reader, you can use this article as your top-tip list for all things CR and email optimization.

In this article, we give you our 12 top ranking tips to optimize your email conversion rates. You can click on the relevant subheaders below to jump to that given section. Alternatively, scroll down and read all we have to say.

Let’s get started!
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The Most Effective Sales Negotiation Skills to Boost Customer Satisfaction

Adam Henshall
October 17, 2019

negotiation skillsThis is a guest post from Olivia Harp, whose easy-reading, approachable pieces help bring important business and negotiation skill-building content to new audiences in an accessible way. With a degree in linguistics, Olivia excels in creating her own engaging content.

Sustaining customer satisfaction can be challenging in business. However, there are several ways to improve your sales and customer satisfaction at the same time. Improving your sales negotiation skills is an overlooked low hanging fruit route to making a positive impact on your customer relations.

Through sales negotiation training, you can learn how to identify your customers’ needs better. Understanding your customers puts you in a position to offer better services. By improving your customer relations, you may be able to attract and retain more customers.

This article outlines practical negotiation tips to increase your customers’ satisfaction.

In this Process Street article, we’ll cover:

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CX Design: How to Craft & Deliver Excellent Customer Experiences

cx-design

It’s no secret that attracting, satisfying, and retaining customers is becoming increasingly challenging.

The sheer amount of choice and demand for fast, flawless service demands businesses to formulate and execute effective ways to deliver excellent customer experiences.

Without acknowledging the importance of the customer experience at every touchpoint, companies miss out on great opportunities to develop a strong brand identity; opportunities that cannot afford to be missed in a business environment where first impressions are pivotal.

A slew of recent research studies provides us with the data to support this perceived demand to enhance customer experiences.

McKinsey research found that 70 percent of buying experiences are based on how the customer feels they are being treated—and a large part of that has to do with showing the customer you (as the brand) care about them, and value their business.

It’s also been found that 58% of consumers are willing to spend more on companies that provide excellent customer service throughout the buying process.

To cap it off, the Digital Marketing Trends Report by Econsultancy and Adobe asked companies to indicate the single most exciting opportunity for their organization in the upcoming year – and, yes indeed, customer experience came out on top.

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7 Reasons Why Social Selling Is A Must For Every Salesperson

social selling

The following is a guest post by Deepti Jain, an engineering student who has a knack for writing and is currently working at AeroLeads as a content writer.

Social Selling is a buzzword these days.

I doubt it surprises people anymore given how huge social media is.

I don’t think people realize just how big it is.

According to Statista, 3.02 Billion of the world population will be using social media by 2021.

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I know it gets a bad reputation sometimes and folks involved in B2B businesses are often a bit skeptical of leveraging social selling.

What they don’t realize is that they are missing out on a lot of leads, ROI, revenue, yadda yadda yadda.

In fact, Neil Patel, the marketing guru, recently discussed in his blog how he generated $332,640 in 3 months from Instagram alone.

Did this change your stance on social selling?

Hah! I knew it would.

However, if you are still not sold on the idea of social selling, then also don’t fret.

Today, I have rounded up some solid reasons why social selling is important for every salesperson.

Let’s begin!

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Outlook Add-ins for Sales: How to Best Convert Prospects into Customers

outlook add insThis is a guest post from Kyle Anderson; a freelance tech journalist whose typical day is spent scouring the web for the latest developments in the world of business tools and software. He loves any type of software that automates his life! For his pastimes, he is an avid lover of travelling, poetry, and photography.

When it comes to prospecting and the wider sales process, there’s never a shortage of tools you can use to make your work easier and more efficient. One of the most versatile of them is Outlook, a Microsoft tool that is popularly known for email and business calendar management.

However, Outlook is not limited to just these two functions.

You can easily unlock its hidden power by integrating it with compatible add-ins and other extensions. In the end, you’ll be able to complete a broad range of business functions including market/customer research, communication with your clients, document sharing, accounting, and more.

In this Process Street post, we take a look at how you can run a successful outreach campaign for your sales cycle using Outlook and its supported add-ins.

We’ll cover:

  • Lead qualification Outlook Add-ins
  • Email template Outlook Add-ins
  • Meeting scheduling Outlook Add-ins
  • Contract signing Outlook Add-ins
  • Accounting and invoicing Outlook Add-ins

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Learn How to Sell: Sales Basics With Champion Jeffrey Gitomer

Adam Henshall
February 15, 2019

learn how to sellBeing able to sell is a skill.

You know this if you’ve ever tried working in sales.

My first efforts working in a sales capacity were slow.

There were no management structures in place in that small startup to support me, train me, or guide me.

I was going it solo.

There was a lot to learn and, in a role which thrives on confidence, a lot to be anxious about.

Learning the basics of how to sell is important even if you feel you have the natural skills to do well in the area.

For me, learning the basics of the trade came from a little book. A little red book. Jeffery Gitomer’s Little Red Book of Selling, to be precise.

After recommending our audience Gitomer’s text in my best sales books roundup post, I managed to sit down with our best selling author and sales champion to explore the craft.

In this Process Street post, we’ll cover:

  • To learn how to sell, you have to learn to communicate well
  • The Little Book of Selling: 12.5 Principles of Sales Greatness
  • How to make sure you get things done
  • Build your personal brand and support it with social media
  • How to use humor as an effective tool
  • How to understand what’s required for sales leadership

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9 Tips to Improve Sales Process Adoption in Your Organization

sales-process-adoption

We all enjoy coming up with solutions. Unfortunately, if the solution needs to be internalized by a group of people to improve team execution, it can be a frustrating and time-consuming effort to get everyone on board.

Let’s say you have clearly identified that a process inefficiency is causing a bottleneck in sales productivity, and have built a solid process to address the issue. You’ve got the green light from senior management, they think it looks fantastic and can’t wait to see the impact it has.

Now, the real work begins – communicating the value of the process to your sales team and convincing them to implement it in their day-to-day work. Not as easy as it may sound.

Well, in this post I hope to relieve you of at least some of the stress that comes with sales process adoption by highlighting 9 tried and tested tips that will address 2 key obstacles you’ll face:

  1. Convincing sales reps that the process works and helps them achieve their sales goals.
  2. Providing the tools that enable reps to easily integrate the process into their day-to-day activities.

Successfully tick both those boxes, and you will be well on your way.

Let’s get started.

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8 Account Management Checklists for Long-Term Customer Success

Retaining valuable customers is a necessity

In one of her hit songs, Adele famously sings the words “Sometimes it lasts in love, but sometimes it hurts instead”.

Minus the sentimental value, this also applies to the world of business. It is a simple reality that customers come and go and sometimes there is nothing you can do about it.

On the other hand, sometimes it lasts. Sometimes you can retain a customer for a long period of time and build a fruitful, trusting relationship that enables both of you to be more successful.

There has been some fascinating research done in recent years to highlight just how important it is to keep your customers happy.

Beyond the well-known Pareto principle that states 80% of a company’s revenue comes from 20% of its customers, Harvard Business School Professor, Sunil Gupta, has provided further evidence to show the importance of retaining customers that provide high levels of profitability.

Furthermore, Bain & Company have found that increasing customer retention rates by 5% increases profits by 25% to 95%, and it is widely agreed upon in the SaaS world that the cost of acquiring a new customer is anywhere from 5-25% more expensive than retaining an existing one.

Needless to say, making a concerted effort to retain your customers is just as, if not more important than acquiring new ones.

Execute account management processes flawlessly

Retaining customers, particularly high-value customers, is nothing short of essential for the growth of SaaS and other subscription-based companies, and to do so requires excellent account management.

That’s why we’ve gone ahead and created this set of checklists; to help you flawlessly execute various processes from conducting a thorough analysis of your competitors to the daunting task of preventing a valuable customer from churning.

Ever found yourself struggling with the sales-to-service handoff process or upselling? We’ve got those covered, too.

In this post, I’m going to provide a brief outline of each checklist and summarize why it’s a good idea to integrate them into your account management processes.

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24 Call to Action Examples in Detail: How to Inspire Action

call to action examples

There’s only so many times you can read “the button is red which makes it stand out” before getting frustrated.

“Yes,” I thought, “but what about everything else? Why is this call to action example where it is? Why isn’t it a circle?”

“What is this CTA designed to do, and how does it achieve this?”

I couldn’t find an easy answer to these questions, and that had to change. That’s why this post will take apart 24 CTAs in detail. No one-sentence summaries and vague details.

From landing pages to supermarket signs, you’ll see how these calls to action may play a larger part in the company’s strategy, how they are set up to achieve this, and therefore how to apply the lesson from each to your own.

Let’s begin.

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