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Tag: Expert Insights

What experts say and think about inside sales and marketing / recruiting and sourcing.

Mastering 1st Encounter on Sales Calls

Mastering 1st Encounter on Sales Calls

Peter Ekstrom

President & CEO at Dealbuilders, Inc
For the past 27 years Peter has earned his living prospecting for new business over the telephone for his clients. To help him close more sales appointments with sales prospects, Peter invented the Gold Call Script – Builder Kit. The Gold Call Script-Builder Kit is a unique scripting tool that makes it easier for salespeople to master the conversations they have with sales prospects on the telephone so they can schedule more sales appointments with qualified prospects.

Latest posts by Peter Ekstrom (see all)

Concrete ImpressionsYou’ve probably heard that you never get a second chance to make a great first impression. It takes just 3-5 seconds for someone to form an opinion of you, and that opinion of you remains constant throughout all future interactions with prospects and customers. Is that unfair? Well it might be, but unfortunately that’s just how the world works.

In today’s fast-paced business world, mastering the first impression you give to others should be your top priority. There’s simply too much at stake to risk making the wrong first impression. What you say and how you speak to people contributes greatly to the first impression you give. One misspoken word is all it takes to hurt your chances of success. On the other hand, mastering the first impression you give to others will open doors to new opportunity, and will put you in control of your destiny.

Mastering First Impressions will help you:

  • Turn prospective customers into buyers with ease
  • Close bigger deals
  • Make a favorable impression in any situation
  • Express yourself with more clarity
  • Increase your ‘self worth’
  • Expand your professional network
  • Have more power in negotiations

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LinkedIn Recruiter doesn’t eliminate need for an ATS, because …

LinkedIn Recruiter doesn’t eliminate need for an ATS, because …

Chandra Bodapati

Chandra Bodapati

CEO & Founder at eGrabber
I have deep expertise in enabling B2B sales, marketing & recruiting professionals reach ideal prospects. I love helping them be leaders in their company and their industry.

Sold to 100,000+ companies!
eGrabber, the company I founded 15+ years ago, makes Targeted Prospect List-Building Tools for use by Sales & Recruiting professionals.
Chandra Bodapati

I heard some recruiters & managers ask, now that we have subscribed to LinkedIn Recruiter, do we need an ATS too?  If we have a LinkedIn Recruiter account, why do we need to store resumes anymore? Why not treat LinkedIn as our corporate ATS – track and search candidates as required within it.

Points recruiters (3rd party recruiters & Corporate recruiters) planning to use LinkedIn as an ATS need to be aware of:

3rd & Corporate Party recruiters

  1. First of all remember – Companies get resumes of candidates from multiple sources – LI, job portals, websites, referrals, mail-in, cold call etc….. LI is just one of many sources
  2. ATS shows you if anyone from your company has spoken to the candidate through any other channel. You don’t get that information if you are only within LinkedIn
  3. ATS enables you to follow your standard recruiting process for LI candidates as you do with candidates from other channels
  4.  Email marketing from ATS is cheaper, more professional, retains company branding and is safer – ATS enables recruiters and companies to do drip marketing, touch point marketing and use other emailing techniques. LinkedIn recruiter is not good for it. It does not allow you to send customized letters and invitations. Inmails cost too much money. A few people clicking on IDK (I don’t know) can get companies into problems with LinkedIn
  5. ATS enables non LI heavy users such as Managers and other staff to collaborate on hiring
  6. ATS is a good repository to maintain candidate’s referral checks, resumes, recommendation letters and other documents
  7. ATS hold all email trail for current and future usage
  8. ATS provides you access to full social foot prints in a easy manner – this is important during final rounds of interviews
  9. ATS enables organizations to generate activity and performance reports, by integrating  candidates from all channels including LI source, job portals
  10. With transfer of candidates to ATS, you will have access to the candidate even after candidate decides to disable themselves from LI for whatever reason. Many top candidates are finding LI disruptive with too many recruiters sending them email
  11. Add all high probability candidates in LI to ATS – future search for skills and qualifications can be restricted to this small of highly targeted people for the first pass
  12. You may want to send resumes to clients & hiring managers, not LI profiles. Import LI profiles and resumes into ATS first

3rd Party recruiters

  1. ATS for 3rd party recruiters forms a great audit trail.
  2. You may want to send resumes to clients & hiring managers, not LI profiles. Import LI profiles and resumes into ATS first
  3. Enables one to track which candidate resumes were sent which companies, and which manager interviewed them,
  4. Also outcome and billing information is all in one place
  5. Easy to manage splits
  6. Great for checking for backdoor hires later on

How do we, at eGrabber, know what recruiters are thinking?

Our sales and business development folks talk to hundreds of recruiters every month. We provide tools for recruiter to import resumes from any job-portal, website, folder or search engine into an ATS. Our tools helps find emails, phone numbers and other contact details. We also provide tools to check for backdoor (unreported) placements.

How B2B Buyers are changing the game for B2B Product Organizations

How B2B Buyers are changing the game for B2B Product Organizations

Chandra Bodapati

Chandra Bodapati

CEO & Founder at eGrabber
I have deep expertise in enabling B2B sales, marketing & recruiting professionals reach ideal prospects. I love helping them be leaders in their company and their industry.

Sold to 100,000+ companies!
eGrabber, the company I founded 15+ years ago, makes Targeted Prospect List-Building Tools for use by Sales & Recruiting professionals.
Chandra Bodapati

There are two relevant trends in B2B products and services buying habits, that B2B companies have to deal with…

  1. B2B buyers Spend 60% of their time in online research – and get influenced by it
  2. Buyers are less interested in a pitch from a salesperson since they get richer and more authentic information from their peers, independent influencers and experts

Buy Now.. Just became harder

How a company’s marketing and sales people deal with trends decides how successful they are in acquiring customers.

They need to make sure their products’ usage and advantages are in places where their prospects research. They especially need to be where their competitors are.

They need to make sure their supporters & influencers are helping support the product and messaging

 

For marketing this means making product information available through various channels that include

  • Accessible thru Google
  • Blogs
  • LinkedIn conversations
  • LinkedIn endorsements
  • Webinar on product education
  • Webinar – endorsements by experts
  • Industry trade journals
  • News
  • Case-studies
  • Especially where competitors are
  • Products need to be available for demos at relevant trade-shows and conferences

 

For sales people this means

  • Sales person should get used to doing research a purchaser would, at least once a quarter – just in case things changed
  • Sales person need to have  in-depth knowledge of on competitive content available
  • Sales person need to have  in-depth understanding of strengths and weakness of competitive products
  • Sales person knowing who in our supporter circle can influence the sales
  • Sales person showing an understanding of the pains the customer is suffering and the gains they seek is far more important than knowing their friend and brother
  • Sales person need to articulate why our product is better than our competition and demonstrate it in a meaningful manner

 

Wish you best of luck for 2014!

 

The New Rules of Data

The New Rules of Data

Eric Randolph

Eric Randolph

Eric has been serving the Staffing/Recruiting industry for more than a decade.

Eric is Executive Director at The United States Staffing Association. The U.S.S.A is a National Association that represents only Independent Staffing firms.

Eric's gift of a free 90-day membership: http://www.usstaffing.org/90-day_Free_Membership.html
Eric Randolph

Latest posts by Eric Randolph (see all)

Remember the “good ‘ole days” of clawing and scratching for every single business card you could get your hands on and manually entering them into a spreadsheet?  We knew then the power of a business network, and the necessity of building a strong database. The good news was that there was a high probability that the information you just acquired was 100% accurate.

Big Data or Bad Data?So what about today?  We have more opportunities to “find” prospective clients and candidates than ever before, which can lead to a little data overload.  Not only that, there is a great deal of outdated contact information that lives perpetually on the Internet.  The good news is that technology has grown with us and we no longer need to feed our CRM dead or decaying information.

It seems everyone is jumping on the Big Data bandwagon and stuffing their CRM with as many data points as possible.  This is a great start, but in order to capitalize on this data you need to follow 4 simple steps.

1.    Identify the best prospecting sources

This should be a recurring activity.  You can’t rely upon LinkedIn alone if you want to be the best and rise above your competition.  Trade associations, social networks, and industry forums can be great resources.  You can find less obvious sources by performing web searches for questions your prospects might search for.  You never know where the Bing, Yahoo, or Google trail might lead you.

2.    Capture your prospect’s data

This step sounds a little simple and boring, but it is important to efficiently capture the freshest data possible.  Thankfully the old days of manually typing or copy/paste are gone.  Today we have amazing tools at our disposal.  One of the best on the market is Account Researcher.  This technological gem gives you the ability to quickly identify your target prospect’s most accurate contact information available.  This way when you upload to your CRM or ATS you can skip the authentication step in the process saving you time to begin your outreach.

3.    Authenticate your data

If you’re not capturing your data with a real time tool such as Account Researcher, this is an important step.   Having another contact in your CRM is worthless if you have inactive email addresses and phone numbers.  Many CRMs have social integrations that can help you authenticate information after it has been uploaded.

4.    Set up automated marketing steps

Since we all practice permission-based marketing, it all starts there.  Once in place, you’ll want to have a concise set of actions to convert that prospect into a warm lead. (There’s an entire article on this step that you’ll want to stay tuned for.)

Essentially every marketer, sales pro, and recruiter lives and dies by their database.  It’s no surprise that the biggest prospect funnels yield the greatest results.

Business has changed quite a lot with the advances in technology we’ve seen over the last few years.  The one thing that remains the same is the power of our business relationships. After all, 259 million LinkedIn users can’t be wrong.

 

7 Easy Steps for Engaging B2B Prospects on LinkedIn

7 Easy Steps for Engaging B2B Prospects on LinkedIn

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Viveka von Rosen

I am the author of LinkedIn Marketing: An Hour a Day (http://amazon.com/author/linkedinexpert) and am here to make LinkedIn and social media work for you!

• Forbes Top 20 Women in Social Media (2011, 2012, 2013)
• Forbes Top 50 Most Influential People in Social Media (2011, 2012, 2013)
• TopRank's 25 Women Who Rock Social Media in 2011, 2012
• BigMoneyWeb's 200 most fearless women on the web
• Listed by Mari Smith for the niche quality of a social media superstar
• Over 12K Endorsements on LinkedIn
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Latest posts by Viveka von Rosen (see all)

LinkedIn is a great tool for finding prospects for your business.  But then what?  You found someone, you might have even used eMailProspector to get their phone number and email and reached out to them. But what if they don’t respond?  Or even if they respond, what do you do with them?

The best way I know to keep a prospect active and engaged is by keeping in touch with them on a regular basis (and by regular I mean 2x a month – not 2x a day!)   I don’t mean hounding their answering machine – but rather, stay in touch and top of mind with them by sending – sparingly – information they might find useful.  And the best way to do that is to use LinkedIn Contacts.

Staying top of mind

How to stay Top Of Mind with Top Prospects on LinkedIn

  1. Find your prospect (through LinkedIn’s Advanced Search or through eMailProspector.)
  2. Do your research!  Read their profile, look them up on Google or use eMailProspector to find PR about them and their company.  If you have the paid account, make copious notes in the “Notes” section of their profile (under “Relationship”.  If you have the free account you have to wait until they accept your invitation to use the Notes section – so keep your notes in a word doc of CRM if you use one.
  3. Invite a prospect to connect with you (through a group is usually the best way).
  4. Try and set up a meeting with them  – informational interviews work best.  Remember – you want to find out about them – not pitch your product or service. Make notes about that conversation right in their profile as well.
  5. Set a reminder to once a month to send an article of interest to that top prospect.
  6. Find a blog post or article using LinkedIn’s new Influencer Article search (see below) and share it.
  7. Rinse and repeat (a few times a month)

Its not rocket science – but it sure is effective!

Start Download your 7 Days FREE Trial Now!

 

Linked University’s Ben Kniffen: Generate B2B leads from a targeted company list

Linked University’s Ben Kniffen: Generate B2B leads from a targeted company list

Ambi Moorthy

Ambi Moorthy

Product Marketing at eGrabber Inc.
Passionate product marketing professional - managing B2B content generation, webinar production & strategic relationships with B2B and recruiting industry experts, partners / resellers, also developing original marketing content for company website, newsletters, articles, Ads, blogs.
Ambi Moorthy

Ben Kniffen, Community Manager, Linked UniversityOne successful outbound lead generation strategy starts with a targeted list of companies. Sourcing the company list is the easy part, but it gets up-hill from there. Adding decision maker names, email addresses and phone numbers can take weeks.

But what if you could automate this? What if you could complete that list in hours, rather than weeks? Would that jump-start your outbound campaign?

Ben Kniffen’s recorded webinar, as he demonstrates how he solves this lead generation challenge.

Ben is the Community Manager and Marketing Director at Linked University.com. Linked University has the definitive training program for building business on LinkedIn.

VIEW THE RECORDING of the webinar. Click here

What you will see in this webinar:

  1. How to quickly attach names and contact info to company lists
  2. How to build prospect lists from online groups
  3. How to manage lists easily with eGrabber’s tools

During the webinar, Ben has demonstrated how eGrabber’s LeadGrabber Pro software completes his lead generation tasks for him,

Time – Prospecting – And Getting the Jump On Both

Time – Prospecting – And Getting the Jump On Both

Ambi Moorthy

Ambi Moorthy

Product Marketing at eGrabber Inc.
Passionate product marketing professional - managing B2B content generation, webinar production & strategic relationships with B2B and recruiting industry experts, partners / resellers, also developing original marketing content for company website, newsletters, articles, Ads, blogs.
Ambi Moorthy

There are a lot of critical steps to prospecting new B2B customers. Two of the most common challenges is finding the right target, and then engaging with them. Every day sales people challenged by finding the right contact, their contact info and related information. Even if you use LinkedIn or other tools, you need to be able to connect directly.

Join Tibor Shanto, a sales leader for over 25 years, helping companies achieve and improve their revenue goals.

CEOs, VPs and Directors call Tibor a brilliant sales tactician, he works with leading B2B sales organizations, and creates double digit growth through the execution of their strategy by using the right combination of strategic and tactical execution supported by metrics and a Follow-Through Action Plan.

This webinar deals with the issues of how to find contact information for people you don’t yet know, and then how to engage with them.

  • You’ll also learn the advantage of using Account-Researcher, will save serious time involved in the effort of finding leads and their contact information, and allow you to invest that time in more productive and high value activities, like connecting directly with the prospect.
  • Know how to manage that initial conversation is the other challenge we will address to help you make the most with the leads you generate.
  • Find out how to maximize your time and efforts, how to structure the initial call, and how to manage “objections” so you can move from cold call to selling to buyer more quickly and efficiently.

Click here to register for the webinar on October 21, 2013 at 11:00 AM PT.