Five Ways To Generate Sales With Email Signatures

Take a look at your email. What does your signature include? Is it simply your name and contact information? If so, you’re missing an opportunity to boost sales and increase conversions. Most companies don’t optimize their email signatures, which allow them to get in front of prospects in a non-intrusive way. HubSpot research shows that nearly all (86 percent) of professionals prefer to communicate via email for business purposes. Forward-thinking sales leaders don’t want to let that white space at the bottom of the email go unused. They see it as an opportunity to turn an individual business email into a marketing and lead generation machine.

Bobby Narang, co-founder and VP of sales for Opensense, says that making small changes to your email signature can dramatically improve your conversion rate. Today, we share Narang’s five practical ways salespeople can use their signature to generate new sales.

1. Pair your work calendar and email signature. If responsiveness is one of the most important characteristics of a good salesperson, why not make it as easy as possible for people to get in touch with you? Whether that’s sharing your best contact information when on the road, your travel schedule or office hours, or an automated way to schedule a meeting, pairing your email signature with your work calendar makes it easy for prospects to reach you with questions and concerns.

2. Promote online and live events. Narang says that email signatures are a perfect place to promote online and live events. It’s easy to include links to registration, discounted tickets or other appealing graphics to spark interest. Just be sure to keep the information current and remove past events.

3. Educate and inform. Before they ever speak to a sales rep, most prospects already know which direction they want to go. This makes a solid sales strategy even more important. You can use your email signature to educate a prospect on your market or pain points and why your company can help. You can do this via links to webinars, videos, ebooks and whitepapers. Use accurate and personalized language, which can significantly impact conversions and help you capture valuable customer data for future marketing campaigns.

4. Let your customers do the talking. Use your email signature to link to a customer case study or testimonial. This is a great way to build credibility with potential customers. Consider including a powerful review quote or show an overall rating based on reviews. Or, you could simply link to your reviews.

5. Share company updates. If you want to share industry news or make an interesting company announcement, include it in your email signature. If you have new arrivals, you can include a link to the landing page showcasing those products.

If your email signature isn’t doing much to promote your brand, communicate your value and bring in new business, it doesn’t take much to make a change. Your email signature can be an untapped resource. Follow the tips above to maximize the power of your email signature.

Source: Bobby Narang serves as co-founder and VP of sales for Opensense, a leading enterprise email signature marketing and management platform. Narang has a passion for evangelizing cutting-edge technology solutions that disrupt the old way of

Why You Need To Be A Needs-Based Salesperson

When you work in sales, it’s never enough to simply know the features and benefits of what you’re selling. You can be ready to address any questions your prospect might have and you might have a polished pitch ready to go, but to achieve the most success, you must be able to identify the needs of each potential customer.

According to Kevin Gardner, a business consultant for InnovateBTS, a needs-based salesperson is the gateway between brands and consumers. He says it’s critical to understand how sales are changing from both a professional and consumer’s standpoint. Here, we share Gardner’s three tips for becoming a needs-based salesperson.

1. Know that it’s okay to go off-script. Gardner says that one of the reasons salespeople are so valuable is that they can provide a personalized touch to the marketing process. While it’s good to have a general pitch in mind when presenting a product, a needs-based approach to marketing encourages you to go off-script. Don’t be afraid to ask questions that encourage thoughtful responses from your clients instead of questions that allow them to respond with a simple yes or no. By asking the right questions, you open the door to a conversation, which creates a connection and leads to a greater chance of conversion. Show your own interest in the client’s needs and demonstrate how your product can offer a solution.

2. Focus on education instead of information. Customers can get a basic rundown of a product’s core features anywhere. Don’t just give a generic spiel as this won’t win over a client. Instead, Gardner recommends taking a needs-based approach, which focuses on a client’s individual likes, dislikes and specific challenges. This helps them take a new perspective of their issue through the lens of your product. Remember not to simply talk about what your business can do for a customer – show them why it matters.

3. Embrace digital media. Don’t show up to a meeting with only business cards and printed handouts. Instead, aim to present facts and figures authentically to potential clients. If you can combine your brand’s social media and digital assets in your presentation, you can demonstrate a sense of brand awareness and continuity that shows your clients you have something valuable to offer. The goal is to leave a lasting impression in the customer’s mind and encourage them to explore further.

By tapping into your customer’s needs, you can become an invaluable asset to your team and organization. Although it may appear difficult to compete with customers who want to buy online, when it comes to closing a deal, statistics prove otherwise. An app or website only lists the facts, while a salesperson can adjust his or her approach for each individual client. People want to work with other people, especially when they are making a large purchase. Consider the points above to ensure you’re a needs-based salesperson for your clients.

Source: Kevin Gardner works as a business consultant for InnovateBTS where he helps companies integrate technology to improve performance. He shares his knowledge and expertise not only with his clients but with his fellow bloggers and readers.

How To Run A Candidate Vetting Process

Hiring the right people for your team can be an expensive and time-consuming process. Glassdoor estimates that the average American company spends about $4,000 to hire a new employee and that the process often takes more than 50 days to complete. Managers face the additional complexity of trying to determine which candidates are most qualified tosucceed in the open role. Developing a fair, inclusive and efficient recruitment strategy is a must for any business seeking new talent.

HubSpot writer Caroline Forsey says an effective vetting process should contain a few critical elements. We explore the key components of the vetting process in this issue of Promotional Consultant Today.

Write an accurate job description. It’s worth taking the time to create an accurate and compelling job description. When you do, you’re laying the groundwork for you and the candidate to ensure a mutually beneficial fit from the start. Try to focus on the attributes you desire. If you’re hiring a new sales rep, for example, you might list “customer-focus mentality” as a top priority. Forsey says it’s also important that your job description appeals to a diverse audience. Diverse teams tend to perform better and come up with more creative ideas.

Use software to review applications. In a vetting process, you can filter out candidates who don’t have the skills to succeed in the role. It’s important to vet an applicant’s resume, cover letter and other materials submitted in the application process. Forsey recommends checking out a blind search system in which resumes are scanned by software, ensuring that resumes are automatically sorted by skill.

Set up a video interview before a phone call. Video interviews that prompt candidates with questions and record their responses is another great step to include in your candidate vetting process. In high-volume roles, watching video responses is an effective way for hiring mangers to determine if they’d like to proceed with a candidate. By using video interviews, you can limit the amount of time you spend on phone calls trying to find the right person.

Use other assessment tools to evaluate. Before you bring someone on board full-time, you want to ensure he or she will succeed in the role. One way to do this is by offering initial assessments. For customer-facing positions, offer role plays. If you’re hiring someone for your marketing team, consider having candidates develop a pitch. An initial assessment allows you to see if the candidate has the skills you’re looking for.

Stick to a process. From background checks to assessment tools, it’s important to remain consistent in every step of the vetting process. Use the same background check or pre-screening techniques on every candidate and be sure not to require any additional information that doesn’t apply to the job. Forsey notes that a vetting process is only effective if it’s consistent and replicable. By establishing a process and sticking with it, you can effectively review candidates and determine which ones are best qualified to advance to next steps.

If you have an open spot on your team, use the tactics above to help determine a mutual fit for your team and candidates.

Source: Caroline Forsey is a staff writer for HubSpot’s marketing blog and has been voted one of Express Writer’s and Buzzsumo’s “Top 100 Content Marketers of 2018.”

What Meditation Can Teach You About Sales

Those who take a few minutes for mindful meditation each day experience many benefits, from greater self-awareness to better emotional health. For salespeople, meditating can lead to improved listening skills, better mental resilience, slower reactions for improved critical thinking, and reduced stress, which leads to better overall health and more time for selling.

If you don’t regularly meditate or you’ve never tried sitting in silence for a short time, it’s worth checking out. You don’t even need to carve out a big chunk of time—just a few minutes will do the trick. Alex Kremer, a speaker and account executive who has worked at Microsoft and Docusign, recently meditated for 365 days in a row and discovered three big takeaways from this daily practice. Here, we explore Kremer’s findings and how meditation can help you achieve more success in sales.

Lesson No. 1: Let the pressure be heard. With quotas and deadlines looming, Kremer admits that the pressure salespeople sometimes feel can be crushing. Rather than trying to tamp down that tension, Kremer learned to accept it. He found that when he turned toward the tension, he could see the gift in it. It’s healthier for salespeople to acknowledge job stress than keep pushing it down and grinding it out.

Lesson No. 2: Acknowledge without judgment. Many of us are guilty of overthinking and wondering how we ended up at a certain conclusion. Through meditation, Kremer learned to become aware of the overthinking and decided to simply listen to his mind and body. By being more mindful, Kremer says he has become more empathetic with prospects during conversations. He can more easily pick up on tensions and nuances. Noticing these things without judging takes practice, but in the long run, Kremer says it allows for stronger relationships to form.

Lesson No. 3: Stop the burnout before it happens. When you work in sales, the calls, e-mails, negotiations and meetings seem to stack up without an end in sight. While you might be used to powering through, Kremer suggests a different approach: take a step back. When you feel your stress mounting and you feel you are approaching your breaking point, pause for a moment. Take a few deep breaths. Center yourself. Level your nerves before getting back to work.

What started as a year-long practice for Kremer has become a lifelong journey. He recommends starting at five minutes of meditation every day and seeing where that takes you. A variety of apps offer guided meditation, or you can simply quiet your mind, breathe in for four seconds and exhale for five seconds. If a guided or structured meditation isn’t right for you, Kremer recommends simply sitting quietly for two minutes with no book, television, laptop or people to interrupt this dedicated time.

Whether you start your day with a morning meditation, squeeze in some quiet time on your lunch break or fit in some mindfulness before bed, meditation can do wonders for your stress levels and productivity in the workplace.

Source: Alex Kremer is a speaker and an account executive who has experience working at Microsoft and Docusign.