Which Sales Engagement Metrics Should You Track?

At many organizations, marketing departments use data to analyze user behavior and improve marketing efforts. But the vast majority of salespeople lack equivalent tools for tracking sales engagement metrics. Good sales analytics help you judge the interest level and qualifications of prospects, and choose the most effective content to send to them. Read more >>

3 Tips For Using Polls And Quizzes In Sales Relationship Building

No matter how well you keep up your side of the conversation, if you fail to get a response, there’s no sales relationship building. Fortunately, collaborative tools help you spark that initial back-and-forth. Encourage prospects to respond by providing quick polls and quizzes with easy, yes/no answers, “like” buttons and space for quick comments. Read more >>

Social Selling Advice: The Best Way To Get Referral Introductions On LinkedIn

When it comes to social selling, the key to success is to embrace as many warm introductions as possible. For B2B salespeople, LinkedIn is usually the best choice to get quality referral introductions. Asking your contacts for a referral is easy, but there are some important dos and don’ts when it comes to the best way to go about it. Read more >>

4 Tips For Lead Nurturing And Prospecting On Twitter

Using Twitter for prospecting and lead nurturing in the B2B space might not sound like an obvious choice. Sure, B2C salespeople do it all the time, but can the microblogging site really be as useful as LinkedIn for B2B? The answer is yes — as long as you do it right. We outline four tips to help you get the most out of Twitter. Read more >>

Is Your Sales Content Easily Viewable On Mobile Devices?

While most B2B salespeople aren’t designing websites, they do need to be thinking about design elements if they’re to remove obstacles between them and a potential sale. The fact is that more personalized sales content is being consumed on mobile devices. That means you must create content that’s easily viewable on smartphones and tablets. Read more >>