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Tag: Sales Leads

  • I Stopped Doing These 3 Things Myself — and It Made My Business More Profitable | Entrepreneur

    Opinions expressed by Entrepreneur contributors are their own.

    In the early days of any business, most founders wear too many hats. You’re the product lead, marketer, customer service rep and ops manager — sometimes all in the same afternoon.

    I’ve been there. When I was launching my first AI startup, I was writing code, answering support tickets, hacking on SEO and trying to figure out Google Ads at night. Every time I jumped from one thing to another, I paid a tax: ramp-up time, mental fatigue, missed details.

    Eventually, I drew a line: if a function had a steep learning curve, wasn’t core to the product or customer experience, and could burn cash fast if I got it wrong, it had to go.

    Here are the first three things I outsourced — what worked, what didn’t and how I make the decision now.

    Related: How to Turn Big Business Moments Into Lasting Brand Momentum

    1. Google Ads had to go first

    I took a real swing at it. I set up campaigns, followed Google’s recommendations and even tried Performance Max. One day it would “work,” the next day I’d spend $90 to make a $24 sale.

    Whether you’re running a SaaS tool, an ecommerce store, or a local service business, paid ads can become a black hole. The learning curve is steep, the platform is opaque by design and Google is always nudging you to spend more so the algorithm can “learn.”

    I hired a specialist. Instantly, I stopped burning time trying to reverse engineer bidding strategies and keyword intent. I could focus on the roadmap, customers and the parts of marketing I actually understood. Worth every dollar.

    My advice: Try it briefly so you understand the vocabulary and the levers. Then get out. Your money will disappear faster than your learning compounds.

    2. Social media was next — and it blew up (in a bad way)

    I outsourced content and channel management to someone who promised to “crush it.” I gave full access to my accounts. It devolved into drama, threats and low-quality work. I shut it down.

    The lesson? Never give full control of a distribution channel to someone you don’t know, and never confuse enthusiasm with competence. Social media can be valuable for any business building in public — but only if it’s handled by someone you trust and can hold accountable.

    Next time: I’ll only outsource to someone vetted by people I trust, with scoped access, clear deliverables and a kill switch.

    3. PR was the third — and it worked

    I’d watched competitors outrank me and land strong stories. I tried the DIY route (like HARO), but the ROI wasn’t there. So I brought in someone who could own the process — strategy, pitching, follow-through — and translate my product into narratives reporters actually want.

    That freed me to focus on what I do best while the media engine ran in parallel. For businesses in crowded markets or emerging categories, this kind of PR support can be game-changing.

    How I decide what to outsource now

    I use a simple filter:

    • Is this core to the product or user experience? If yes, I keep it.
    • Is the learning curve steep enough that I’ll waste weeks for marginal improvement? If yes, I outsource.
    • Could a mistake here be disproportionately expensive? (Ads and legal are great examples.) Outsource.
    • Do I understand it well enough to evaluate the work? If not, I’ll do a quick self-guided crash course, then bring someone in.
    • Can I structure a small, low-risk test? If yes, I do that before any retainer.

    Handling the handoff while staying lean

    I started with literal paper notes, then the Mac Notes app. Today, I still keep it simple: Trello boards when needed, email for most communication, and regular short check-ins. The point is clarity, not tooling.

    One clear metric, one owner, one cadence.

    Access-wise: role-based logins, password manager and instant revocation baked into the plan. That social media experience burned this into my process.

    Related: How to Actually Get Returns in Your Marketing Efforts

    About that “it’s faster if I do it myself” line…

    It isn’t. It just feels faster because you don’t have to explain anything. In reality, you’re trading days of deep work for weeks of shallow thrash.

    Do enough to understand it. Then move it off your plate — so you can focus on what only you can do.

    You can’t do it all — not for long and not well. Start by outsourcing the work that burns cash when done poorly, has a steep learning curve, or pulls you furthest from the product or customer. Keep control of your infrastructure, build small, reversible contracts and measure everything.

    The cost of trying to be superhuman is higher than the cost of a good specialist.

    In the early days of any business, most founders wear too many hats. You’re the product lead, marketer, customer service rep and ops manager — sometimes all in the same afternoon.

    I’ve been there. When I was launching my first AI startup, I was writing code, answering support tickets, hacking on SEO and trying to figure out Google Ads at night. Every time I jumped from one thing to another, I paid a tax: ramp-up time, mental fatigue, missed details.

    Eventually, I drew a line: if a function had a steep learning curve, wasn’t core to the product or customer experience, and could burn cash fast if I got it wrong, it had to go.

    The rest of this article is locked.

    Join Entrepreneur+ today for access.

    Jeremy Gustine

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  • Use This Framework to Transform Your Sales Team and Drive Steady Growth | Entrepreneur

    Use This Framework to Transform Your Sales Team and Drive Steady Growth | Entrepreneur

    Opinions expressed by Entrepreneur contributors are their own.

    Predictable revenue is the number one goal for sales leaders. It is the ability to consistently generate a steady stream of revenue, month after month, without relying on unpredictable spikes or one-time deals. Why is this more important than ever? According to Ebsta, sales cycles were 32% longer, and 25% more stakeholders were involved in the process this year. In Q4 of 2022, a mere 29% of salespeople made quota, down 14% YoY. Selling is fundamentally getting harder, and businesses must re-evaluate their strategy if they want to drive consistent growth.

    As an agency, we’re using the predictable revenue framework as a foundation for client success. Here’s how it can transform your sales team, as well as some strategies and tips for mastering it.

    Related: The 4-Step Process for Building a Scalable Sales Machine

    What is predictable revenue?

    Predictable revenue is a sales strategy that creates a consistent and repeatable sales process. It is about building a system that generates a steady revenue stream rather than relying on sporadic deals or one-off sales.

    The concept of predictable revenue was popularized by Aaron Ross, who used it to help Salesforce.com grow from $5 million to $100 million in annual recurring revenue. In his book of the same name, Ross outlines the critical components of predictable revenue and how it can be implemented in any organization.

    The two types of revenue:

    According to Ross, there are two types of revenue: predictable and unpredictable. Unpredictable revenue results from intermittent deals, one-time sales or relying on a few key clients. This type of revenue is not sustainable and can lead to a rollercoaster of highs and lows.

    On the other hand, predictable revenue results from a consistent and repeatable sales process. It is the bedrock of a successful business and allows for steady growth and scalability.

    The predictable revenue framework

    The predictable revenue framework comprises four key components: specialization, lead generation, qualification and closing. Let’s look closely at each of these components and how they contribute to predictable revenue.

    Specialization:

    Specialization is the process of dividing your sales team into specialized roles. This allows each team member to focus on their strengths and responsibilities, increasing efficiency and productivity.

    The two main roles in the specialization process are the sales development representative (SDR) and the account executive (AE). The SDR generates and qualifies leads, while the AE is responsible for closing deals.

    By dividing these roles, you can create a more efficient and effective sales process. The SDR can focus on generating a high volume of leads, while the AE can focus on closing deals and building relationships with qualified leads.

    Lead generation:

    Lead generation is the process of identifying and attracting potential customers. This can be done through various methods, such as cold calling, email marketing, social media and content marketing.

    A targeted and consistent approach is key to successful lead generation. This means identifying your ideal customer profile (ICP) and tailoring your lead generation efforts to reach them.

    Qualification:

    Qualification is determining whether a lead is a good fit for your product or service. This is where the SDR plays a crucial role. They are responsible for qualifying leads and passing them on to the AE for further nurturing and closing.

    Qualification involves asking the right questions and understanding the needs and pain points of the potential customer. This ensures that the AE only spends time on leads with a high chance of converting into paying customers.

    Closing:

    Closing is the final step in the predictable revenue framework. This is where the AE takes over and works to close the deal. By this point, the lead has been qualified and nurtured, making the closing process more efficient and effective.

    The key to successful closing is building relationships and understanding the customer’s needs. This allows the AE to tailor their approach and address any objections or concerns the potential customer may have.

    Related: The No. 1 Reason You’re Not Experiencing Consistent Revenue in Your Business

    Tips for mastering predictable revenue

    Now that we have covered the key components of the predictable revenue framework, let’s dive into some tips for mastering it.

    Implement a scalable sales process:

    A scalable sales process is essential for achieving predictable revenue. This means having a process that can be replicated and scaled by your sales reps as your business grows.

    To create this, you need to have a clear understanding of your target market, ICP and the steps involved in your sales process. This allows you to identify areas for improvement and make adjustments as needed.

    Focus on lead quality, not quantity:

    While it may be tempting to focus on generating a high volume of leads, the key to predictable revenue is to focus on lead quality. This means targeting leads that are more likely to convert into paying customers, which means understanding who your target audience is, where they are and what they need at each stage of the buying journey. This will result in a higher conversion rate and a more efficient sales process.

    Leverage technology:

    Technology plays a crucial role in achieving predictable revenue. There are various tools and software available that can help streamline your sales process and improve efficiency.

    At the bare minimum, a customer relationship management (CRM) system can help you track and manage leads, while a sales enablement platform can provide your team with the resources and tools they need to be successful.

    Continuously train and coach your sales team:

    Training and coaching are essential for mastering predictable revenue. This involves providing ongoing training and communication that covers messaging, objection handling and competitor insights.

    By doing this, you can ensure your team is equipped with the knowledge and skills they need to win.

    By implementing the predictable revenue framework and following these tips, you can transform your sales team and achieve consistent growth month after month.

    Whether you are a small startup or a large enterprise, mastering predictable revenue can help you reach your sales goals and drive the success of your business. So, take the time to implement these strategies and see the results for yourself.

    Related: 10 Ways to Maximize Your Sales Team’s Performance

    Paul Sullivan

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  • Why & When Customer Lifecycle Automation is Critical in Your Business | Entrepreneur

    Why & When Customer Lifecycle Automation is Critical in Your Business | Entrepreneur

    Opinions expressed by Entrepreneur contributors are their own.

    Your business needs more customers, but you’ve encountered a roadblock. You can’t spend more money on advertising unless you get more customers, but getting more customers requires more marketing dollars — and the cycle continues. This is where lifecycle automation can help.

    First, let’s get some clarity on what this means. While automation is using technology to perform tasks or processes without human intervention, lifecycle automation refers to automating and optimizing customer interactions at every stage of their journey throughout an entire product or service’s lifecycle (e.g., from acquisition and onboarding to engagement and retention). Lifecycle automation encompasses a broader range of activities and stages compared to general automation and is designed to enrich the customer experience and maximize business outcomes.

    Sounds pretty powerful, right? It is — and yet it’s also one of the tools most consistently underused by small businesses. Here’s why it’s important and when you can get the most from it.

    Related: How to Navigate to the Next Phase of Your Business — 3 Tips as You Scale

    Why does customer lifecycle automation matter?

    If you’re not yet convinced that customer experience has a clear business impact, maybe this will do the trick. Research has found that companies that invest in improving their customer experience have seen, on average, a 42% improvement in customer retention, a 33% improvement in customer satisfaction and a 32% increase in cross-selling and up-selling.

    Those are some compelling statistics, giving you all the reasons you need to prioritize customer experience. Lifecycle automation fits into this by ensuring every customer gets a personalized, excellent customer experience in a predictable, trackable way.

    For example, your team won’t forget to follow up if you automate sending notes reminding prospects to schedule an appointment. Or, after a purchase, you can automate sending an invoice to your customer and set up automatic reminders to pay it. After you’ve delivered a project or service, you can also automate review requests or recommendations for another purchase.

    When applied well, lifecycle automation can increase sales without increasing advertising costs and free your team to focus on more important tasks.

    Lifecycle automation has three phases: Collect Leads, Convert Clients and Create Fans.

    Related: 6 Ways to Exceed Your Customer’s Expectations Just With Good Manners

    1. Collecting leads

    In the collect leads phase, you’ll aim to get the attention of your ideal audience and capture their contact information so you have permission to follow up with them. This includes targeting people (by criteria like interests, behaviors, demographics or location), attracting them with great content (e.g., videos, ebooks, infographics or blog posts) and capturing their information (through a web form, often in exchange for a free consultation or premium content).

    For example, one independent pharmacy we have worked with grew revenue by 20%, despite facing big competitors, by engaging patients through automation. Their Collect Leads stage strategy involved setting up an iPad in the lobby to gather walk-in information, which was delivered to their CRM via a landing page with a form. This made it possible to follow up with people who didn’t become customers immediately.

    Related: 5 Ways Businesses Can Get Traffic and Generate Leads

    2. Converting clients

    In the convert clients phase, you’ll make your product or service the obvious choice when the leads you’ve attracted are ready to buy. You can start by engaging them through an automated campaign, offering an irresistible deal, closing the sale and using automation to communicate next steps.

    The pharmacy mentioned above succeeded in this phase by implementing an automated welcome campaign. They also segmented their list to nurture relationships through emails personalized to customers’ medical conditions, such as diabetes, hypertension and cardiovascular issues.

    Related: 6-Step Plan to Convert Leads Into Sales

    3. Creating fans

    Finally, there’s the create fans phase, often overlooked by small businesses. You can turn this phase into a goldmine by delivering on your customer commitments, providing additional value that delights customers and encouraging referrals by creating incentives for customers and partners.

    Before implementing lifecycle automation, the independent pharmacy referenced above had around 15 to 20 Google reviews. Now, they have close to 500 reviews due to consistent follow-up, and the highly personalized service automation allows them to deliver to their community.

    When you set up lifecycle automation, you’ll never lose a lead, and each customer will get the right messaging to move forward in their customer journey no matter what stage they’re in.

    When you need lifecycle automation most

    It’s never too early to set up lifecycle automation, but it works best when you’re starting to see revenue growth in your business. You’ll see the most impact if you already have a sizable contact list and a reliable way to ensure it keeps growing (e.g., a solid lead generation strategy).

    As you can imagine, lifecycle automation becomes crucial when you have more customers than you feel you can serve and respond to individually. When your business starts losing potential customers because you’re not getting back to them fast enough or creating an accidental bottleneck that’s holding your team back from moving sales forward, lifecycle automation is a must, not a maybe.

    Lifecycle automation allows you to invest time that would be spent on one-off communications to customers in things you most enjoy doing — serving customers, developing new services, or spending time with friends and family. For entrepreneurs who want to grow their businesses while also making the most of their time, customer lifecycle automation is the way.

    Clate Mask

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  • 5 Ways to Turn Every Employee Into a Sales Master | Entrepreneur

    5 Ways to Turn Every Employee Into a Sales Master | Entrepreneur

    Opinions expressed by Entrepreneur contributors are their own.

    I admit it. For years, I hated the idea of selling. In fact, I turned down sales jobs. However, when I started my own business, it became a priority. Most small business owners love what they do. They enjoy developing the product or service. They love doing the work and are excited when someone buys what they make. Selling-not so much. Over the years, I have changed my attitude. I don’t sell. I don’t need to. Instead, I have conversations with clients. I ask questions. I listen and offer ideas. In short, I educate and consult.

    But I am not the only one who sells at my company. In fact, selling is everyone’s job. Why? It is simple. When you run a small business, you do not have a machine to grind out leads, vet them, and close the deal. You need every person on your team to generate business for the company. Not to mention selling your company to potential employees and partners. Skeptical? Don’t be. Even the most introverted person can sell with a little bit of help. Here is how to turn every employee into a sales superstar.

    Related: Why AI Won’t Replace (Great) Salespeople

    1. Develop business literacy

    Engaged employees are good for business. In many cases, it’s why they choose to work for a small business, where there is more opportunity to be hands-on. We need to ensure employees understand the business — all parts — not just their individual roles.

    In my organization, this means having an employee shadow someone to learn more about the process. We routinely do a debrief so employees know what we are working on. We show how we quote jobs and the financial picture. In other words, we are constantly educating. We also encourage questions and ideas. When employees understand the business, they are more comfortable talking about it and can sell others on the organization.

    2. Ramp up communication skills

    Think presentation and communication training is just for supervisors or employees on the fast track to promotions? I say no, and it comes from experience. I have developed and presented communication seminars for various individuals, from people on the plant floor to frontline call center workers, sales trainees, and company CEOs. Want to energize your team? Help them develop personally and professionally? Create a bond with your company?

    One way is to invest in them by offering communication workshops. This shows employees you care enough to provide an opportunity to learn new skills and connect with others. Those skills come into play in day-to-day interactions and conversations. Remember I said I don’t sell; have conversations. Your employees’ conversations are just as important, if not more important, to selling your products and services. They are on the front lines and may discover customer needs before anyone else does. If they are good communicators, they can spot the opportunity and then connect customers to the right source.

    Related: Why Every Employee in Your Company Should Have Communication Training

    3. Share your sales toolkit

    If you want employees to help champion your efforts, they need to understand your sales and marketing toolkit. What strategies are you using to grow the business? Show them how you present the company brand to customers. They connect their work with the end result by helping them get familiar with all of your sales tools. Use company meetings or gatherings to feature company videos, display marketing collateral or demonstrate new products. You can also send links for employees to watch presentations or take part in webinars.

    Related: 15 Strategies for Quickly Expanding Your Business

    4. Give employees facetime

    For a long time, business owners or salespeople were the face of the company. That’s because many are under the false impression the person with the title is the best one to communicate or sell. That is not necessarily the case. Today, progressive companies are looking to broaden their efforts and feature employees at every level of the organization in critical communications, from recruitment to customer sales.

    I like to involve employees in meetings with clients. First, they listen and observe. Later, we discuss how the meeting was conducted and the strategy. The next step is to have them participate in a targeted way. Employees who participate or are featured in customer interactions have a more intense connection to the company. They are proud of their work and love to serve up their expertise. For example, have them share a story about how they built a product. Ask them to describe a process or give them a “tour” of your facility.

    Confidence comes from ability, and ability comes from practicing or doing a task. When you give real people facetime, it is a powerful sales tactic.

    5. Offer rewards and recognition

    Do employees value recognition? Yes. In fact, Gallup and Workhuman have research that shows there is a direct correlation between employee recognition and business outcomes. That is why it makes sense to recognize employees who take part in customer meetings, sales efforts or employee recruitment.

    I love to do a “shout-out” during a company huddle and share details about how the employee helped make an impression or close a sale. If you have a company communication, feature them. As for rewards, there are options. You can send employees home early on a Friday or give them an extra day off. Gift cards are popular. Bonuses are even better.

    Cynthia Kay

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  • 10 Ways to Transform Your Leadership Team into a Sales Machine | Entrepreneur

    10 Ways to Transform Your Leadership Team into a Sales Machine | Entrepreneur

    Opinions expressed by Entrepreneur contributors are their own.

    It’s no secret that the success of any organization heavily relies on its sales prowess. As the lifeblood of a company, sales drive revenue, boost growth and implement sustainability, and any progressive leader knows that investing in an in-house sales machine is not just an option; it’s a necessity.

    At the forefront of this critical function is your leadership team — the ones who call the shots and make big swings. They are the architects of your sales strategy, the motivators of your salesforce and the navigators of a constantly changing marketplace. To transform your leadership team into a sales machine, you need a multifaceted approach that combines their strategic vision with the right technological tools. It’s about leveraging data, optimizing communication, enhancing skills and automating routine tasks.

    This article explores the 10 essential steps to empower your leadership team and elevate them into a sales machine capable of propelling your organization to new heights.

    Related: 7 Bulletproof Strategies to Increase Sales and Make More Money

    1. Data-driven decision-making: Invest in analytics tools

    Data should be the main player in your organization’s decision-making processes. This means that all guesswork and instinct-based actions should give way to data-driven insights. The digital age has provided us with an unprecedented abundance of data, and organizations that harness the power of this information gain a substantial competitive advantage.

    Investing in Customer Relationship Management (CRM) software like Salesforce empowers your leadership team to make data-driven decisions that increase the efficiency and effectiveness of your sales efforts.

    2. Effective communication: Implement collaboration platforms

    Solid communication yields effective collaboration. Sales success hinges on a bulletproof communication structure within your leadership team. Invest in collaboration platforms like Slack to facilitate seamless communication, document sharing and project management.

    These tools break down communication barriers, enabling your leadership team to work together cohesively, share critical information and make decisions swiftly.

    3. Sales training and development: Enroll in e-learning solutions

    Sales teams require ongoing training and development to stay competitive. In the rapidly evolving world of sales, where customer expectations, market dynamics and technology continually shift, the importance of continuous learning cannot be overstated.

    Implement e-learning solutions such as LinkedIn Learning or Udemy, which offer a vast library of courses on sales techniques, customer engagement and leadership skills. By continuously upskilling your leadership team, you ensure they are equipped to adapt to the evolving sales landscape.

    4. Invest in sales AI assistants

    AI sales assistants are the next frontier in the ongoing transformation of your leadership team into a sales machine. In a rapidly evolving sales environment, where speed, precision and personalization are paramount, AI-powered tools are becoming indispensable.

    Tools like WINN.AI prove to be integral in optimizing sales processes, streamlining sales funnels and automating CRM updating. Essentially, this is a tool that acts as your extra pair of hands that does all the work while you focus on keeping the ball rolling with your prospect.

    5. Utilize marketing automation tools

    Every organization knows that sales and marketing go hand in hand like bread and butter. A well-oiled sales machine starts with a consistent flow of leads. Marketing automation tools like HubSpot can help your leadership team streamline lead-generation efforts.

    These tools enable the automation of email marketing, content distribution and lead scoring, ensuring that your sales team receives high-quality leads that are more likely to convert.

    Related: Five Innovative Ways To Implement Automated Marketing For Improved Sales

    6. Leverage CRM software

    Efficient customer relationship management is the cornerstone of a successful sales operation. Your leadership team holds the responsibility of building and nurturing these relationships, and the tools and strategies they employ can determine the depth and longevity of these connections.

    In an era where customers expect personalization and value, having a robust CRM system in place is non-negotiable. It empowers your leadership team to understand your customers on a profound level, predict their needs and deliver solutions that not only meet but exceed their expectations.

    7. Performance metrics and KPIs: Implement business intelligence tools

    Measuring performance is crucial for enhancing your sales machine. Business Intelligence (BI) tools like Tableau or Power BI can help your leadership team create custom dashboards and reports that track key performance indicators (KPIs).

    By monitoring these metrics, you gain insights into the effectiveness of your sales strategies, allowing for timely adjustments and improvements.

    8. Invest in sales enablement platforms

    From improved sales efficiency and enhanced productivity to overall operational consistency, sales enablement platforms empower your leadership team with the content, tools and resources they need to engage customers and close deals effectively.

    Platforms like Seismic help sales teams centralize content management, making it easier for your team to access the right materials at the right time, improving their efficiency and customer interactions.

    9. Implement strategic planning and forecasting

    Strategic planning and forecasting are critical for sales success. In the dynamic world of sales, where the landscape can change rapidly, your leadership team needs to have a roadmap that guides their actions and decisions.

    By implementing strategic planning and forecasting tools, your leadership team gains the ability to steer your organization toward its objectives, navigate obstacles and capitalize on opportunities.

    Related: How To Create A High-Performing Strategic Plan

    10. Build a Winning Sales Culture

    Ultimately, it’s all about building a winning sales culture that’s intangible but yields tangible results. Your leadership team plays a pivotal role in shaping this culture. While the right tools and strategies are essential in achieving this transformation, the values and mindset within your organization are equally important — if not more.

    Leaders should set the tone by demonstrating dedication, integrity and a customer-centric approach. At the end of the day, it’s all about leading by example to create a domino effect throughout your organization.

    Transforming your leadership team into a revenue-generating sales machine requires both technology and people. Yes, tools and strategies are vital, as they provide the framework and capabilities needed for success — but it’s the people who execute and breathe life into these resources. Your leadership team is the driving force behind the machine, the engine that powers it and the compass that sets its course.

    Omri Hurwitz

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  • How Sales Farming Can Bring New Life to Dead Leads | Entrepreneur

    How Sales Farming Can Bring New Life to Dead Leads | Entrepreneur

    Opinions expressed by Entrepreneur contributors are their own.

    In the fast-paced business world, there is no asset more valuable than leads, as they are the key drivers of growth and profitability. As is often the case, many leads within your CRM may become inactive and be classified as ‘dead’ due to their lack of recent engagement or conversion. Numerous companies prioritize investing in acquiring new leads instead of allocating resources towards re-engaging inactive prospects. As per the Harvard Business Review, retaining an existing customer is significantly more cost-effective, with a range of five to 25 times less expensive than acquiring a new one.

    What if you could convert these dead prospects or clients into profitable sales? Welcome to the world of ‘sales farming’ and revenue recovery, which has proven to be a game-changer for experts, coaches and consultants.

    ‘Sales farming’ differs from the conventional ‘sales hunting’ strategy, which focuses predominantly on acquiring new leads. Instead, it promotes the maintenance of existing relationships and the reactivation of dormant leads. This strategy entails meticulously combing through your contact database, identifying prospects whose interest in your business has waned, and strategically reviving it.

    Related: How to Get High-Quality Business Leads with LinkedIn and Marketing Automation

    Notable businessmen such as Dan Lok and fitness legend Brandon Carter have effectively employed sales farming strategies. This innovative strategy focuses on nurturing and re-engaging these cold prospects and clients, giving them new life and substantially boosting your bottom line. We assisted Dan Lok in generating over one million dollars in six months by reactivating 300,000 leads. Similarly, we assisted Brandon Carter in converting 25,000 cold prospects into over $400,000 in revenue within four months.

    How, you ask? By leveraging the power of AI and effective Sales Farming strategies.

    Dead leads: recognizing the hidden treasure

    Before implementing the strategy, it is essential to analyze the inherent value of ‘dead’ leads, which are commonly disregarded. A lead may initially go cold for various reasons, including that the timing wasn’t right, the prospect wasn’t ready to purchase, or your solution didn’t meet their current requirements. Often, it is also a previous buyer who, over time, stopped purchasing your solutions. However, conditions alter. What a prospect or client may not have been interested in a few months ago may be exactly what they’re looking for now.

    Therefore, these inactive leads represent a concealed treasure trove of potential business, and it is your responsibility to unearth this value.

    Related: How to Maximize Your Online Sales Leads

    Sales farming: key strategies to implement

    Sales Farming as a strategy relies heavily on personalization and automation. Several market tools can help your business achieve these goals, including Salesforce, HubSpot, GoHighLevel and Harvest AI.

    Bespoke Outreach: The initial step is to create tailored communication. This isn’t just about mass communication; it’s about crafting messages that feel individually personalized, which can help reignite interest in your business. Tools like Salesforce and HubSpot are particularly well-equipped for crafting and managing these personalized emails, texts, and voicemail drops.

    Automated Appointment Scheduling: Streamlining your sales call booking process can significantly improve the experience for your leads, thus increasing the likelihood of conversion. Platforms like GoHighLevel can provide the kind of automated bot assistance you need. Using advanced AI technologies, these bots can interact with leads, understand their schedules, and set appointments accordingly.

    Personalized Video Content: The power of video as an audience engagement tool can’t be overstated. Creating a video and then personalizing it for each lead can greatly enhance your outreach efforts. Several advanced tools in the market, such as Harvest AI, can modify the lip-sync of the video to align with the lead’s first name, taking personalization to a new level.

    Improved Deliverability: Ensuring your outreach messages reach your leads is critical. Services that assist in obtaining A2P and STIR/SHAKEN approvals can enhance your deliverability rates, increasing the chances of your messages being seen by your leads.

    Efficient Lead Management and Tracking: A key aspect of Sales Farming involves efficient lead management. This involves organizing and tracking all communications with a lead. CRM systems like Salesforce and HubSpot give you visibility into a lead’s interaction history, enabling you to design more targeted outreach strategies.

    In conclusion, Sales Farming isn’t just a technique; it’s a comprehensive strategy designed to turbocharge your sales efforts. By offering personalized outreach, automated processes, and optimized deliverability, platforms like Harvest AI and others provide you with the tools you need to breathe life back into your dormant leads and unlock new revenue opportunities.

    Building a sustainable business model

    While the impact and results of Sales Farming are apparent in the short term, it’s also essential to recognize the long-term benefits of this strategy. By nurturing and re-engaging existing leads, you create a sustainable business model that doesn’t solely depend on acquiring new leads. This shift reduces your cost per lead and establishes a more stable revenue stream for your business.

    Remember, the leads in your CRM were once interested in your business. They may have gone cold, but with the right approach, they can be re-engaged and converted. In the grand scheme of things, nurturing these relationships can prove to be more valuable than constantly seeking new leads.

    Conclusion: Unearth hidden value

    In conclusion, Sales Farming, particularly when powered by Harvest AI, provides a significant opportunity to unearth the hidden value within your CRM. It allows you to maintain fruitful relationships with your prospects, keep your pipeline healthy, and build a sustainable business model.

    Remember, your CRM is not a graveyard for dead leads. It’s a farm, ripe with potential, waiting for the right strategy to cultivate it. Start farming your leads and watch as your ‘dead’ leads spring back to life, generating revenue and driving growth for your business.

    It’s time to put your CRM under the plow and plant the seeds of re-engagement and retention. As the saying goes, ‘the best time to plant a tree was 20 years ago. The second best time is now.’ The same goes for your leads. Start Sales Farming now, and harvest the fruits of your efforts in the form of revived leads and increased revenue.”

    Joel Yi

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  • 5 Proven Strategies to Turn Your Sales Copy Into Real Money | Entrepreneur

    5 Proven Strategies to Turn Your Sales Copy Into Real Money | Entrepreneur

    Opinions expressed by Entrepreneur contributors are their own.

    Too many business owners and marketers expect their copy to click and convert, but only a few know how to get past the click part.

    When you’re selling something, you can’t fall into the trap of mindlessly writing about your offer without regard to why people don’t buy and without knowing how to present your offers.

    After reading this article, you should be able to go back to your copy, make sure it has the strategies you’ll peruse below and restructure how you write your future sales copy.

    Related: 6 Reasons Your Marketing Copy Isn’t Converting — and How to Fix Each One

    1. Learn why people don’t buy and work around it

    If you budget or “categorize” your expenses each month or quarter, you won’t be shocked if I tell you your prospects do the same.

    And thanks to the bottom-dollar effect, they’re probably not thinking about spending what’s left on your offer. The bottom-dollar effect is our tendency to be less likely to purchase products or services that would deplete our remaining budget. And even if we purchase, we are less likely to be satisfied with our purchases.

    Say you want to invest in an online program that you know can help you scale your business, but you’re so close to capping your education bucket that you wonder if the investment is worth it. You buy it anyway. Then you ask yourself, “Was this the best use of my money?”

    One effective way to help ease the bottom-dollar effect is by offering your leads a deal so that they feel that the product is worth it. This deal can be a discount, a free add-on, a payment plan or a 2-for-1. Add it to your copy!

    You can also ease their anxiety by adding a guarantee. But, of course, this depends on the space you’re in and who you serve.

    Related: How to Use Digital Consumer Psychology to Stand Out From the Competition

    2. Drop the sophistication

    If you want to form a real connection with your prospects, you might want to consider going easier on your sophistication and coming off as casual and sincere.

    An 18-year-long study showed that brands that show excitement, competence and sincerity have a more positive effect on customers than sophistication and ruggedness. In fact, the influence of sophistication and ruggedness has declined over those 18 years.

    Why am I telling you this? Because I know a lot of business owners who have shifted their entire brand voice and how they show up online. I’ve seen this time and time again, and I’ve unfollowed a lot of brands that I once looked up to simply because the spark that made me feel a connection with them was gone.

    So if you want to sell more, relax your fingers, drop your shoulders and be more casual.

    3. Use your humor

    I’m not asking you to become a comedian unless that’s your business model. But, throwing in some humor shows your awesome personality and hits the two big marks of persuasive communication: clarity and conciseness. Because humor is often punchy – and honest.

    By making people smile or laugh a bit, you’re connecting with them on a deeper level and they will feel inclined to trust you and buy your product — mainly because you made them feel something other than a reason to buy.

    With humor, you humanize your brand, your product and yourself. Although written humor might seem forced, adding it to your video sales letters and presentations will make a massive difference in helping your prospects make a buying decision.

    Related: You’ve Got 8 Seconds to Grab a Customer’s Attention. Here’s What to Do.

    4. Minimize your calls to action

    If you give customers many options to choose from, they will be more likely to hesitate. But if you give them fewer choices, they will make up their mind faster and buy.

    Simply put, when customers have many options to choose from, they buy less. But, unfortunately, this also leads to more dissatisfaction because their expectations of your product are higher.

    So, let’s suppose you have a sales page with three payment options, one of those being a “pay-in-full” and the other being payment options. They know they don’t want to pay in full because they simply don’t want to or can’t. So, how are they going to decide which of the payment options to choose from?

    During that thinking process, they’ll be burning extra brain calories while raising their expectations. So even if they choose to buy from you with a payment plan, they won’t be too thrilled.

    My rule of thumb when I work with clients is simple: one call to action is beautiful. Two are okay. Three are unacceptable unless absolutely necessary.

    Related: 3 Critical Principles of Effective Calls to Action

    5. Leave the essays to universities

    If it takes you 1,000 words to say something, make sure each word serves a purpose. This is crucial when it comes to conversion copywriting.

    Whatever you write must be as long as necessary and as short as possible.

    People’s attention span decreases yearly thanks to overstimulation and bite-sized content. That means you have to work smarter with the content and copy you put out.

    Your emails? Make them shorter unless they require all the details you’re including. The same goes for your sales page. Make it as long as absolutely necessary, so it tells your readers everything they need to know to purchase. Remove the fluff.

    If you’re reading this, you made it to the end. Congrats! Now you have a job to do. Go optimize your sales copy.

    Elenny Frometa

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  • Marketing Agency vs. Business Owner: Who’s to Blame When Leads Don’t Convert to Customers?

    Marketing Agency vs. Business Owner: Who’s to Blame When Leads Don’t Convert to Customers?

    Opinions expressed by Entrepreneur contributors are their own.

    When something doesn’t go exactly the way we want it to, it’s easy to point fingers at external factors. We are not usually inclined to admit that we ourselves may be responsible for the undesirable outcome. Business owners — like myself and the dentists I work with — can have a lot of pride and don’t always like to think that they may be the reason opportunities are not turning into customers (or patients in our case), and so they typically only focus on the source (i.e., the leads or opportunities) rather than reflect on their own internal processes.

    I know this because I have witnessed it and have done it myself in the past. As a marketing agency, my company’s entire purpose is to generate opportunities for the dental practices we serve to capture new business, and to a large extent, we are responsible for the types of opportunities that the practices receive. However, are we to blame when those opportunities don’t convert into new patients? Maybe, but also, maybe not.

    Related: Ask These 5 Questions Before You Blame Your Company’s Failures on the Marketing

    Collaboration is key

    Marketing agencies get blamed often for producing low-quality leads, and the same is true with a highly specialized agency like mine that works only with dental practices. In theory, however, the quality of the leads we produce for a practice mostly depends on how specific the parameters are for those leads, and that is information we get from the practice itself. Naturally, the more precisely we can define the types of leads they want to attract, the higher our chances of being able to target that demographic within the area. That doesn’t mean that every single lead generated will be perfect, but many of them will be, or close to it.

    I’ve said it before, and I’ll never stop saying it: Marketing is a collaborative effort between the agency and the client. The more you can work together and develop a synergy, the better the outcome will be. Dr. David Pearce, a highly respected New York dentist who has worked with my agency and now works consulting with practices on this very topic, agrees with me. In a recent article, he wrote, “The better the dentist is at understanding the marketing company, and vice versa, the more they can help each other.” He knows that to get the leads the practice wants, they need to work with the marketing agency to help them understand the practice’s needs.

    Now, of course, some businesses might find it difficult to define their ideal customer or lead, and that is perfectly understandable, especially if you’ve never taken the time to really break it down. But that is also where a marketing agency can be a great asset. Marketing professionals are experts at drilling down to get answers. The more a business owner is willing to participate in that process, the better leads they will receive and the less “weeding out” they will have to do to get bad ones out of the mix.

    Related: Don’t Blame The Marketing: Five Reasons Why Your Company May Actually Be Struggling

    Put your process to the test

    What about when you’re getting a good number of leads, but those leads are not turning into customers? Is the marketing agency to blame then? If those leads don’t meet the quality parameters that you established with the agency, then the agency bears some responsibility. However, if those leads are consistently good quality, meaning that they check most if not all of the boxes, then you may need to look internally to understand the disconnect.

    Let’s take an example from my experience marketing to dental practices. Say a dentist has gotten 100 good leads from a marketing agency, but only 15 of those leads converted (i.e., became patients that followed through with treatment). That is decidedly a low number. But is it because the leads are not good enough, or is it because there is some sort of breakdown in the practice’s sales process? Again, this is where the marketing agency can be an excellent partner. If the dentist is willing to let the marketing agency scrutinize the sales process from start to finish, it can identify any weaknesses that could be keeping leads from turning into patients.

    Dr. Pearce explained this in his article as well, adding, “While the marketing company cannot make the necessary changes, the best marketing companies have internal mechanisms to help each of their clients improve this process.” So, while the marketing agency may not be to blame for the low conversion rate, they can still help increase that rate to a more acceptable number, as long as the dentist is willing to work with them.

    That said, in my experience, quality leads do not always turn into quality patients right away. You can contact them and get them to book their first appointment, but that is not where the work should end. As Dr. Pearce says, “Quality patients don’t just walk into the office saying, ‘Doctor, where have you been all my life?’ The best dentists have a system that meets each new patient where they are in their journey to saying yes to optimal dentistry. From this starting point, the team will nurture and grow the patient’s understanding and value of optimal dental care.” The same holds true for any type of business. Luckily, if a business owner is not used to thinking about leads and customers in this way, they have help. The marketing agency can work with them to identify areas of opportunity and convert more leads into long-term, quality customers.

    Related: 5 Things to Look For When Hiring a Marketing Agency

    Rely on your partner, but also do your part

    If sales and marketing don’t come naturally to you or your team, then finding a good agency to partner with will make a big difference. However, for such a partnership to work, you must be open to the possibilities and ready to change how you approach and handle leads. Be sure to ask your marketing partner if they offer sales training or resources to improve your sales approach. Sometimes, they will at least have some materials you can use and distribute to your staff with some tips on how to handle incoming leads.

    My company offers resources on how to properly handle new, interested leads to teach the office staff how to properly handle phone calls and form submissions from all digital marketing efforts. You can also ask your marketing company to record phone calls to further give you insight into how your incoming calls are being handled. This is a good way to provide concrete examples of what is going well and where your sales process may need improvement. In short, the more you make yourself and your staff available, the more productive your partnership will be.

    It is also imperative that you be honest with your marketing partner. It’s not enough to just express your satisfaction or displeasure with the service. If you want to really capitalize on the partnership, give details. Take notes, and tell your marketing agency what exactly you are not pleased with and why. Provide real examples of what you see is not working to your expectations, especially when the relationship is new. When you give detailed feedback, your marketing partner is better able to fine-tune and target campaigns to suit your specific needs, and you will generate more quality leads together.

    Once things are humming along and you have found the “sweet spot,” be careful not to get complacent. It is easy to fall back into old habits when things are going well, and then your results start to nosedive. To avoid this, request that your marketing partner check in periodically (if they do not do that already) for a status report. These periodic calls will help you and your partner keep your marketing strategies top of mind, plus they are a good time to talk about what is working and what is not. Meeting regularly keeps your marketing partner informed and keeps you and your staff accountable.

    So, who is to blame when leads don’t work out? The business or the marketing agency? In my experience, it’s never entirely anyone’s fault, and also playing the blame game just doesn’t get you anywhere. Pointing the finger at the marketing agency for not generating quality leads or the business for dropping the ball with its sales process does not resolve anything. Real progress happens when the marketing agency and the business come together as partners to get better results.

    Jackie Cullen

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