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Enabling your Sales team for Bigger, Faster Wins with Salesforce Engage, Part I

The B2B sales cycle has changed and sales teams are continuously pushed to evolve in order to keep up. To help enable their reps to sell more and sell faster, B2B marketers have to wear many hats when it comes to adopting new tools and technologies that can expand the abilities of both sales and marketing. Tools like Salesforce Engage are built into the Salesforce CRM and put sales reps in the driver’s seat allowing them to determine what prospects they email, when they email them and how frequently. At Valpak, Salesforce Engage helps bridge the information gap between the sales and marketing departments, and enables our marketing team to continuously and seamlessly implement ongoing marketing automation campaigns.

Having run an extensive pilot program that has now flourished to over 150 field sales reps using Salesforce Engage, here are a few implementation tips to help you ensure successful adoption, and don’t miss my next post on how to teach your sales teams to leverage the email nurturing features.

Step 1: Put on your CRM Admin Hat

Make it easy for your sales team to be as productive as possible. Most (new) sales reps using Salesforce.com are not responsible for managing their “List Views” on their Leads and Contacts objects. Your Goal: make using Salesforce and Salesforce Engage easy. Have custom list views on the leads and contacts tab that align with sales objectives pre-built for your organization. More importantly, make it easy for your reps to identify which records are accessible, and to select their prospect list (leads/contacts) that have deliverable email addresses.

Hat Tricks:

  • Make sure the list views are set up to kick out leads/contacts that have opted out, or hard bounced. This will ensure better deliverability and improve overall results.
  • If one of your organizational goals is client reactivation, develop contact list views that shows when a contact/Account last purchased from your company.
  • If you don’t need to capture an email address before converting a lead to a contact, create a list view that shows all leads/contacts that do not have email addresses.
  • Make it easy for reps to update the “leads/contacts without email” lists by adding inline editing to the list.
  • Set “Last Email Date” for every list view created for “Engage” use. This will help your sales reps be more aware of when they last contacted the rep via email. Optional: add a field for last contacted/updated based on your sales processes.

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Step 2: Put on your B2B Marketing Hat

Salesforce Engage makes it easy for marketers to ensure that their sales reps are able to send relevant and timely content to clients and prospects. Creating templates is the number one weapon in a marketer’s arsenal when it comes to outfitting sales to build better customer relationships. Templates give sales access to marketing content, and even pre-created emails that make it faster and easier to follow up on leads with on-brand assets.

Hat Tricks:

  • If there’s an email or message sales sends often, create a template out of it to make it easier to keep messaging consistent.
  • Create another template that has links to your company’s media kit, product information, or video testimonials. These are the pieces of content that get cold leads to talk to you, and warm leads to buy from you.
  • Make sure your sales team knows where to find approved marketing assets. Upload these into one central location and create templates that sales reps can use to send out new pieces of content to their clients and prospects.

Step 3: Put on your Sales Enablement Hat

B2B Email marketing done right can give you the ability in an organization get results quickly. Teaching your sales reps to value reviewing the reports on Engage email blasts and pay attention to Engage email alerts will be a critical component of successful adoption. You have to help your reps create new habits, just like when they learned and adopted Salesforce.

Hat Tricks:

  • Conduct a live demonstration using one of your reps. Use their Salesforce account to select a list of leads or contacts to email in a Salesforce Engage email blast. Help them ‘prime the engine’ by demonstrating important features populated with their own data. This will incentivize your reps to go back to check on the results and understand how quickly they can get response.
  • Do a “Round Robin” experience during a sales meeting: Send an email blast using the contact information of one of your reps. Then, once you send the first email blast, go to the next rep to send another. Once you’ve sent the second rep’s email out, you can go and check the results of the first. Highlighting this kind of visibility will get your sales team excited.
  • Don’t forget to go through the Pardot Prospect Activities section with your sales reps. Emphasize to them that they need to check these before calling in case someone has clicked unsubscribe. You can set up email alerts on the email templates to send a Salesforce task email to your sales team if your prospect takes an action that qualifies them such as clicking on a call to action link.
  • Review reports of prospects interactions with your emails. These can become the ‘call back lists’ for your sales team. Opens can be soft indicators of interest so can clicks. This can significantly help with cold call reluctance and make your sales reps feel like they are calling with a purpose. “Just checking to see if you successfully received my email?” or, “Just calling to see if you had any questions about the case study/pricing etc. that I sent over.”
    Set goals together based on the fiscal quarter. Are they focused on reactivation, renewals or new business? Help them identify the records they should be focusing on and how frequently.

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Your sales reps will need encouragement when it comes to developing new habits around Salesforce Engage, but by highlighting its features with their own data and prospects, you’ll show them exactly how it can fit into their sales strategies and help them build better, stronger relationships with their clients and prospects. In my next post, I’ll explore how to teach your sales reps to tackle the lead nurturing features of Salesforce Engage.

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Email Marketing – Pardot

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Red Stag Fulfillment Offers Handy Guide to E-Commerce Platforms

rsfRed Stag Fulfillment, a successful and well-regarded company that acts as a third party shipping servicer for e-commerce firms, doesn’t sell anything online. But it sure has a bead on the platforms that serve those who do.

RSF ships for a growing number of e-commerce companies and it has learned a great deal about the pros and cons of each.

When it comes to eCommerce order fulfillment, RSF says that the technology used is vitally important. Having seamless operations that can, for instance, sync automatically with the real-time purchases in a company’s online store will go a long way in preventing an eCommerce store from joining the vast graveyard of similar businesses that failed in large part because of inadequate or inadequately used technology.  To learn more about the eCommerce technology used by RSF, click here).

Now, the Red Stag Fulfillment crew is offering a handy guide to the major platforms serving the customers that it also serves. The guide gives basic information about the platforms that work with both small to medium and medium to large e-commerce companies.

For small to medium outfits, RSF reviews Woo, Shopify, OpenCart, and PrestaShop. For medium to large e-commerce companies, it reviews Magento, BigCommerce, and ShopifyPlus.

Included in each shopping platform review is an overview, cost information, features description, benefits details, customer support info, and details on any drawbacks Red Stag believes its audience needs to know.

For instance, its overview of Woo notes that “Woo Commerce is a free WordPress plugin which allows you to sell through your WordPress website. It also offers additional paid features you can add on. This option is known to be affordable and allows you to make sales, process secure payments, manage inventory and shipping, and manage taxes automatically. It is recommended for retailers earning revenues that range from $ 0-$ 500,000.”

It’s a very informative guide for the customers that RSF was created to serve.

“There are pros and cons to every platform – but ultimately, the right choice will depend on your company’s size and unique needs,” notes the company. “In our business at Red Stag Fulfillment as a third party fulfillment provider, we know our customers need an e-commerce solution they can rely on, and we regularly hear feedback on the good and bad of various platforms. Hopefully this guide (can help) you in your decision process.”

To review the guide in full, click here. And for more information on what RSF can do for the reliability and growth of your eCommerce business, check out the company here.

The post Red Stag Fulfillment Offers Handy Guide to E-Commerce Platforms appeared first on Mobile Marketing Watch.

Mobile Marketing Watch

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You Had Me at the Subject Line: Best Practices for Email Outreach

For B2B marketers, email outreach forms the basis of effective communication and marketing. With the rate at which technology continues to advance, and it’s no surprise 73% of marketers recognize the importance of email marketing and that number continues to grow each year. Email is also the tool of choice within an organization, from day-to-day communications with team members to approving projects. As great as email is, there are some pitfalls of email communication that marketers should be wary of. Whether it’s getting recipients to open your email or avoiding the spam folder, these are the best practices for creating emails that will help you grow your list and build your customer relationships.

Establishing Your Audience

When it comes to email correspondence, the first step is establishing your audience. This may seem like a “duh” moment, but deciding who your target recipient is, is crucial to effective email outreach. After that, it becomes much easier to personalize and customize, which are two of the most important factors in an effective email marketing campaign or interaction. When deciding on your target audience, consider the basic, macro level questions such as “which department is this relevant to?” and “who is the decision-maker that I need to reach?” Once you know that, think about the more detailed questions. For example, if a sales rep is initiating contact with the advertising department of an entertainment agency, they need to ask questions like “what kinds of advertising does this agency already do?” and “what is the problem or inefficiency within this specific company that my product can help with?”

Creating the Perfect Email

The next step is crafting the email itself. The sender name and – in particular, the subject line – are the two most important elements when determining whether your recipient opens the email or not: 33% of people open emails based on the subject line alone. The most persuasive subject lines are basic and blunt, and direct people to click through and continue to read the email, which should continue with the same brevity. Personalization and customization become key in the body of the email, and that’s where you can use your audience research to include personal elements such as the person’s name, their company or website, and an article or product of theirs that you admire. You don’t have to personalize the entire email, providing a sentence or two of customized content is enough to make it resonate with your recipients. The rest can encourage them to follow through on your call to action.

Emails are still a core part of B2B marketing, and remain one of the strongest ways to build relationships with clients and prospects. But that doesn’t mean it has to be complicated. Once you address these three main concerns: “Who are you?” “Why are you sending me an email?” “What do you want me to do?” You’ll see your engagement levels start to increase.

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Email Marketing – Pardot

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Jabra Storm review

Jabra StormLet me start by saying this – the Jabra Storm is by far the best Bluetooth headset I’ve ever used. Period. I know there are (arguably) better models, but I haven’t been able to play with one of those. The Storm offers a great sound quality, it’s easy to carry around (you can forget you…

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IntoMobile

How to Make Money Online Fast and Free no Scams 2016


Most everyone wants to learn how to make more money.

And many people want the luxury of freelancing on their own, but they just do not know where to start.

What if you could make money online by working from the comfort of your own home?

Well, you might just be surprised to learn that you can! Continue reading to learn what you need to know.

When planning how to make money working online, never put all your eggs in one basket. Keep as many options open as possible, to ensure that you will always have money coming in.

Failure to plan like this can really cost you if your main site suddenly stops posting work or opportunities.

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Sign up to become a mystery shopper. This is a great way to make money as you will have to shop at various places and take notes on your shopping experience.

When you are finished, you will have to write up a report on the computer, which you will be compensated for.

To earn some quick cash online try one of the many auction sites. These sites let you sell a myriad of items, both new and used. Collect together gently worn clothes from your closet.

Then, photograph each piece and place them on an auction site. With these sites, you can set a minimum bid to ensure that you get the money you want from your clothes.

Start out small when you want to make money online, to minimize potential losses. For example, something that looks promising could turn out to be a bust and you don’t want to lose a lot of time or money.

Do a single taks, write just one article or order only one item until the site you choose proves to be safe and worthy.

If you are knowledgeable about a particular subject, put your knowledge to work for you. There are many companies, such as about.com, that will pay you for your knowledge.

Most of these sites do require you to write a certain number of articles each month; however, this is a fantastic way to bump up your earnings.

It can be time consuming to learn about making money online. You would do well to align yourself with experienced veterans within your niche. Find a mentor and make sure to do your homework. Stay open to new concepts, and you will have no trouble making online income.

Never pay money to obtain work online. Legitimate work online should pay you, not the other way around.

If a service is charging you to provide you with work opportunities, chances are they are just playing middleman and providing links that are available for free if you know where to look.

As you can see, making money online is no longer a pipe dream. There are people all across the globe who are now making great money online.

You will be able to be your own boss and make your own decisions about how much money you bring in from now on. Good luck!

digital music

Pandora Changes Its Tune: Music Platform Makes Some Major Changes

musicPandora is definitely facing the music. The innovative and creative music platform has decided it will give its advertising clients new options — like letting brands sponsor playbacks and skips, as well as allowing offline listening by dedicated subscribers.

The changes affect both Pandora’s subscription-based and ad-supported platforms.

“The company announced it’s rebranding the classic Pandora One subscription model as Pandora Plus, an improved $ 4.99 option that will allow listeners to have as many as four music channels available offline, when users might want to listen without having internet access,” reports AdWeek’s Marty Swant.

This announcement follows news from Pandora that the music streaming service has inked direct licensing deals with several major music labels, including Merlin Network, Sony Music, and Universal Music Group.

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“You’ll be able to go on a run, or a cross-country commute on a plane or a train commute in a tunnel and never lose Pandora,” said Lizzie Widhelm, Pandora’s SVP of ad product strategy.

It’s a pretty cool set-up.

“The “predictive offline mode” notices when internet connection is cut and automatically caches three of the stations a user listens to the most,” explained Swant. “The offline mode will also cache a user’s Thumbprint station, which is based on songs they’ve given a thumbs up.”

As for the free, ad-supported version of Pandora, the company will now allow brands to sponsor playbacks and additional skips: in exchange for watching a 15-second ad, users will be able to listen to a song again or skip more of those they don’t like.

The ultimate benefit to advertisers? More happy customers of the platform — and ultimately more of the kind of flexibility that takes the sting out of advertising breaks.

“The updates to allow for offline could also be a big boost for gaining ground in the mobile space,” notes Swant. “More than 85 percent of users’ total listening hours come from mobile devices.”

Pandora now boasts 78 million total active monthly listeners in the U.S. About 3.9 million are paying subscribers.

The post Pandora Changes Its Tune: Music Platform Makes Some Major Changes appeared first on Mobile Marketing Watch.

Mobile Marketing Watch

Best Site To Buy Youtube Views

How To Buy Real YouTube Views Cheap

Are you really fighting to grow your YouTube channel?

Are you thinking about buying Youtube views?

In this video, you’ll discover how you can buy Youtube views safe.

 

Best Site To Purchase YouTube Views

When it comes to YouTube views, Social Boom is the best place to buy, period. They have high-quality real views, geo targetted! Their support is excellent, and you have 100% guarantee.

Best Site To Buy Youtube Views

Great Ways To Boost Your Video Views

Regardless of what business you are in, you need to market it! Video marketing has fast become an effective tool in business today and there’s no reason you can’t get in on it. The following article will offer helpful hints and useful advice you can put to work for your business in a video marketing campaign.

Remember to be genuine in your videos.

If you make yourself easy to relate to, people will enjoy watching your videos. Be honest and real about who you are and what it is exactly that you are marketing. People will most likely not want to deal with you if you seem like you are hiding something.

Remember that making a video is just a part of the job.

For example, you will need to promote your videos. Proper marketing efforts create a ten-fold increase in how many clicks you get. Good videos are important, but so is good marketing.

The content of your video is king.

If it’s not fun to watch and providing great information, why would anyone watch it? You have to sit down and dedicate the bulk of your time to coming up with content which people actually wish to find and view so that your video becomes popular.

When writing a description of your video include your web address at the beginning of the description using proper HTML. This will allow viewer to click the link and be immediately directed to your website. You should also include a description using your primary and alternate keywords for better page ranks.

Your content needs to be interesting.

It should be entertaining and/or newsworthy. A video hosting site can increase viewers for your video, but an uninteresting video will defeat the purpose. Viewers expect videos that are interesting and helpful, not boring advertising. The more interesting, the more viewers.

When using videos to market your business, be sure to add a link to your website.

If someone views your video and is interested in your company, more information will be just one click away. These links can be added either in the video description, or in a hovering caption added to your video. However, you do it, make sure that the link is easily visible and always kept up to date.

With any video that you make, it is important to have your viewers respond in some way.

The “call to action” is a must. You can ask your viewers to click a link to an opt-in mailing list form, for instance. If you want it to work, you have to make things easy for viewers.

Know your audience.

Videos that are compelling offer valuable insight and information that the target audience wants to hear. Similar to written content, you must understand the target audience and why they should watch your video over other videos. When you know what you want to share, try recording your videos into smaller chunks to make the information easier to understand for them.

Whenever anyone asks a question in the comments on your videos, consider if you can answer them in another video. If you think about it, you can come up with a humorous answer which provides them with the information they seek along with a fun video if others would like to watch, all the better!

Do not end your video without first providing a call to action.

Let viewers know a simple way to see your products. Be very clear and concise in your instructions about what they need to do next so they can take action immediately. A powerful and assertive call-to-action is a great way to finish every clip.

Put your video on several sites, but use an alternate description and title for each.

This will allow you to put in the keywords that your target market searches for the most. In addition, don’t forget to put in your business number. If someone has additional questions, they can call you.

Whatever your business, marketing it can be a lot more effective if you learn to use video. Try out some of the marketing tips you’ve read here and investigate further on your own.

There is much to learn about the best ways of approaching your video marketing, but one thing is certain: it’s a must have tool for business!

 

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5 Blog Post Ideas to Bring Variety to Your Content

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Does your business have a blog? Looking for blog post ideas that will appeal to your readers? Posting a variety of article types on your blog will help you reach a wider audience and keep your return visitors interested. In this article, you’ll discover five types of blog posts that will improve your content mix. […]

This post 5 Blog Post Ideas to Bring Variety to Your Content first appeared on .
– Your Guide to the Social Media Jungle

See Also: How To Buy Youtube Views Safe