Dec 26, 2017 | Sales Best Practices
Our Best Sales Tips of 2017
There's no time like the end of the year to reflect on the past 12 months. This year, we've learned and shared a ton of sales best practices to help you and your team hit #PeakExcellence. It's hard to choose just one favorite, so here are our top 10 sales tips of 2017:
1. Top-performing email subject lines have these 5 things in common:
- They're short, sweet, and straight to the point.
- They're written in a human way - non-formatted, casual subject lines seem more personal.
- They're personal - they directly reference the company or the prospect's name.
- They include a simple call to action.
- They're relevant to the role, title, and persona of who we are reaching out to.
Read the full blog post for 4 catchy subject lines that will get you replies 42% of the time.
2. Stop saying “Just,” “Quick,” “Fast,” and “Short” in your sales calls and emails.
We know that your prospect isn't expecting your call. We know that he/she is busy and it's a big deal to ask for his/her time. But it's not "just" 15 minutes, it's not "just" a "quick/fast/short" call. This is a meeting that’s going to change your prospect’s life. Be confident when you ask for your prospect's time. What you’re selling is powerful, and it's not "just" another tool to add to their stack.
Read on for 11 more words and phrases that are silently sabotaging your calls.
3. Use this same-day confirmation trick to better prevent and anticipate meeting no-shows.
Each morning have a sales manager scan through the upcoming schedule and make sure that all prospects scheduled for that day have confirmed every meeting. If it’s not confirmed at that point, asynchronous communication like email or text is not sufficient. Get your sales reps on the phone. The added level of accountability keeps the whole team on track.
We’ve got 5 more tips to stop getting ghosted at meetings.
Understand the 5 reasons your prospects no show and what you can do to fix it.
4. Sales excellence is about more than just crushing a number.
SVP of Revenue Ops Matt Millen's three core principle of sales excellence are: Have empathy for your team. Give yourself and your team permission to have fun. Always do the right thing.
5. Bumper replies are an easy tactic that can increase reply rates by 10%.
The "bumper" reply is when you send a short-and-sweet reply to your original email to bump your note back to the top of your prospect’s inbox. The #1 key to a successful bumper reply is not to overthink it. These are easy, breezy, and direct.
Read our full post for our team’s 4 most effective bumper replies.
6. Crush your sales meeting follow ups with 4 simple tips.
Two of the critical elements to your sales meeting follow up are:
- Leave every meeting with clear action items, and
- Keep the conversation open.
Check out the full list and learn how to implement these strategies for maximum engagement.
7. FREE!!! ADVICE: DON’T WIRTE SUBJECT LINES LIEK THIS!!!!!!!! if you want to avoid spam filters when sending cold emails.
You should also make the most of deliverability-improving features like Branded URLs -- which gives you more control over your email links by allowing you to white label them with your own domain, therefore reducing the risk your links will cause your email to be flagged as spam.
We’ve got 4 more must know tips for any rep who sends outbound emails in the full post.
8. Use follow up sequences to close your deals up to two weeks faster.
We shared a few tried and true follow up sequence templates with you. Get them fo’ free in the full article.
9. When you receive a “not interested” reply, to move forward, first acknowledge that your prospect has rejected your initial offer.
It's important for them to know that you've read their email and are attentive to their needs.
We have 4 tried and tested replies to a “not interested” response in the full blog post.
10. Make the most of LinkedIn + Outreach by leveraging social selling.
Social Selling expert and Outreach Account Executive Lindsey Boggs shared three tips that have gotten her a 50% return on her InMails:
- Be personal - LinkedIn is significantly more personal than someone’s corporate email address, and you need to respect that difference to earn a prospect’s trust. With InMail, being genuine is important. “If you saw them in an article recently and loved it, tell them that. People love to talk about themselves so research them - it'll go a long way!”
- Be brief - Your prospect is most likely reading this on their phone. Make sure you can get your point across in less than 2 vertical swipes.
- Be persistent - Just like you would follow up on a regular email that doesn’t get a response, you should always follow up on InMails that don’t generate a reply. Set a follow up task in Outreach 3-4 days after your initial InMail.
Read the full post to learn 4 more social selling strategies with Outreach + LinkedIn.