The NADA Show is back for 2022 and it looks like it’s going to be better than ever! After years of social distancing, we’re excited for the opportunity to gather in person and put names to faces.

You know it’s important to respond to leads quickly, and that lead-to-call automation can help. But the truth is, that’s just one part of your overall automated lead follow-up system.

In a world where 80% of buying decisions are driven by emotion - even in B2B sales - it’s time for an approach to sales that’s more human. After all, no matter how great your sales and marketing system, it alone won’t close the deal. You need to build a relationship for that. 

Prospects and customers both prioritize a trusting, authentic relationship with salespeople.

These days, consumers expect convenience in every purchasing relationship. Depending on their personal preferences (and age) your customers may prefer to call, text, live chat, or email your company. 

If you’re in sales, you already know that you’re about as likely to reach someone’s voicemail as to connect over the phone. 

These days, inbound phone inquiries may be less common than they once were. They’re no less important, though. A qualified inbound call tells you that your lead is serious - so take them seriously.

There are a few things you can do to ensure you respond to inbound calls from your prospect effectively.

When a prospect submits an inquiry on your site or via phone, it’s critical to respond quickly. Here’s why it’s right for your prospects, your company, and you:

• Rapid lead response shows your potential customer that you care about them and their needs. 
• It creates a great first impression of your company.
• Rapid lead follow-up makes it much more likely that you’ll ultimately convert the sale.

We’ve been talking a lot about transformational strategies lately. Another one is sales coaching.

What is Sales Coaching?

Sales coaching is the process of providing constructive feedback, training, and practice designed to improve sales performance. If sales is the engine that drives business, coaching is the tune-up. 

Sales coaching helps instill a mentality of constant improvement in your team. Just as importantly, it also helps ensure every prospect has a great experience, and every customer is set up for success.  

What salesperson works 24/7 without taking breaks or getting paid commission? Your website! This fully self-service, consistent, helpful hub for everything about your business is perhaps your strongest marketing and sales asset. 

But is it reaching its full potential? Is your website optimized to generate leads all day, every day? Does it help your marketing team qualify leads? Does it help your sales representatives close more deals?

If not, you may be leaving valuable money on the table. 

In this article, you’ll learn best practices to optimize your site for lead generations and ensure effective on-site engagement.

What a change a year makes!  In 2020, businesses shutdown in response to Covid-19.  Most businesses adapted with strategies learned in prior recessions, cutting costs and laying off employees to preserve cash.

A year later consumer demand has snapped back, complicated with unanticipated supply chain issues and many businesses are struggling to adapt.