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Challenge: Bring the old school into the digital era

We get it: change is hard, especially when it comes to new business ventures. So, when Account Executive Deby Okum approached a beauty and barber school in Daytona Beach, Florida, she was not surprised to learn that it was in dire need of a new lesson plan. Specifically, the school had never run a digital marketing campaign, and as a result, was losing out on tons of potential opportunities for growth.

According to Okum, the business owner was a “strong-willed man” who was, at the same time, uncomfortable with the entire concept of digital marketing. Prior attempts at persuading him otherwise had proven fruitless. “Nothing had worked,” according to Okum.

Solution: Take a page from a different book

Okum understood that traditional sales methods were not going to work in this case, so she instead turned to AdMall for help. By accessing the Local Account intelligence report for the beauty and barber school industry, along with using visual aids in AdMall’s presentation creator, Okum was able to put together a presentation that was both comprehensive and easy to understand.

Result: The client’s first digital ad buy

Thanks to Okum’s tailored, user-friendly approach, the owner bought more than $5,000 in digital advertising. Moreover, it helped to build trust with the school owner and encouraged them to feel more involved in the decision-making process.

The post AdMall Helps Land First-Time Digital Ad Sale appeared first on SalesFuel.

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Sales managers of top-performing groups already know this secret. Do you? The best sales outcomes stem from carefully managing lead and sales opportunities. Collecting and reporting this information helps you help your reps optimize their efforts.

The Rain Group recently published their list of essential sales metrics. The list encompasses several key sales management functions ranging from strategy to training to channel development. The enablement section of the list addresses the kinds of data that you should be collecting and sharing with your reps on a regular basis if you want to help them meet the goals you’ve set.

Sales Cycle Length

One key area for sales enablement improvement in many organizations is opportunity management. Naukul Kadaba has written on Hubspot about the kinds of information you should be giving to your reps so they can better manage their opportunities. For example, your reps should have a good idea of the length of the average sales cycle. That also means having a standard and consistent way to categorize where every lead is in the sales pipeline. If you haven’t already done so, set up a lifecycle stage funnel tool for your reps. Ask them to review their lead status regularly and assign the right stage as a lead moves through the funnel. This strategy will help them recognize when a lead may be stalled. And you can then discuss strategies to help them move the lead along.

Wins and Losses

Another key area of opportunity management encompasses tracking wins and losses. Nobody likes to talk about losses. But, with the right coaching, losses can turn into gains.

Each rep should be able to access great reports that quickly display the percentage of opportunities they won in the past month or past year. If it’s possible to track competitor information, the reports your reps see should also display who won every lead that your company lost.

The purpose of providing this information is not to make your reps feel bad. Instead, you need to work with your rep to unpack why the competitor won the account. Does their product have features that yours doesn’t? Did the competitor’s rep do a better job explaining the value proposition of what they were offering? Your reps likely won’t improve their win rate until they learn to identify what went wrong with their strategy. At that point, you can work with them on how to improve next time.

The post Opportunity Management: How Top Sales Managers Help Reps Reach Goals appeared first on SalesFuel.

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SalesFuel by Jessica Helinski - 12h ago

Do you have any trade shows scheduled in 2019? Likely, you will be attending and hosting a booth in at least one show next year. With so many other sellers vying for attendees’ attention, you need new ideas to make your booth stand out from the others. Business 2 Community contributor Samuel Smith shares a few ways to boost trade show traffic, and it’s especially helpful for those of you who need to freshen up a tired approach.

For example, consider creating an experience for the attendee. Find a way offer a hands-on experience that will truly engage each visitor. Focus on something that is immersive and personal to your ideal customer. Or, if you can’t do a hands-on activity, consider simply appealing to their senses. The experience at your booth with create an emotional, and memorable, connection with you and what you’re selling.

Another way to stand out is to host a game, be it old-school analog or digital. “Games rejuvenate attendees drained from tromping down too many aisles, so they’re ready to talk shop with you again,” Smith explains. They also help attendees loosen up a bit and have fun, which in turn makes establishing a rapport much easier. Having a bit of fun before talking shop can do wonders for connecting with prospects.

Technology will also help draw visitors to your booth. Think of how you can integrate it into your booth, whether it’s used during a demo or simply as part of branding. It’s due in part to the consistent use of technology among event attendees, Smith points out, that keeps trade shows relevant and growing.

These are just three of Smith’s suggestions, and his tips can kick-start your own brainstorming on how you can make this year’s trade shows the best yet. While much of selling is shifting to a digital platform, in-person engagement and interaction at these shows can only strengthen your sales.

The post Trade Show Tips to Drive Traffic in 2019 appeared first on SalesFuel.

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Would you rather be thin or strong? Smart or sexy? What exactly do Americans consider to be healthy in 2018? Parade magazine and Cleveland Clinic recently joined forces to take the pulse of Americans’ behaviors and attitudes toward health today.

The surprising findings from the Parade/Cleveland Clinic Healthy Now survey include:

BEING STRONG, BOTH PHYSICALLY AND MENTALLY, IS THE NEW HEALTHY.

  • 75% of Americans would rather be seen as physically strong than thin (25%).
  • 79% of Americans would rather be seen as smart than sexy (21%).
  • About two-thirds (68%) strongly believe that mental health is just as important as physical health.

AMERICANS ARE FED UP WITH SOCIETY’S UNREALISTIC BODY IMAGE EXPECTATIONS.

  • 88% of Americans believe society sets unrealistic body image expectations.
  • Significantly more Americans want to be described by others as positive (57%), mentally sharp (43%), balanced (34%) and energetic (25%) than thin (9%).

WE DON’T HAVE TO BE PERFECT TO BE HEALTHY.

  • Almost seven-in-ten (67%) people agree that it is possible to be both healthy and dealing with a chronic illness.

Even with these beliefs, American adults still have health and fitness related goals. According to AudienceSCAN, 5.1% of U.S. adults identify as Diet/Weight Loss Counseling Shoppers. They also like to know what they’re spending their money on. Last month, 47.1% of this audience used a search engine to research a product or service they were considering for purchase. In the past six months, 31.6% of this audience has used a mobile device to watch a video about a product or service they were considering for purchase. They’re also 74% more likely than other adults to find advertisements on social networks useful to them.

AMERICANS KNOW WHAT TO DO TO HELP PREVENT THEIR BIGGEST HEALTH CONCERNS, BUT FEW FOLLOW THROUGH.

The risk of cancer is the biggest fear for Americans, both for themselves (39%) and for their loved ones (44%), followed by heart disease/heart attack (31% themselves vs. 40% loved ones) and Alzheimer’s/dementia (22% vs. 27%, respectively).

  • Though roughly nine-in-ten (89%) agree that getting an annual physical or check-up is important, only half (51%) actually follow through.
  • 83% know that eating five or more servings of vegetables a day is important when it comes to living a healthy lifestyle, but only one-fifth (20%) of Americans are currently eating enough vegetables daily.
  • Furthermore, while people consider low sugar (35%) and low carb (28%) to be the healthiest diet options, only two-in-five (40%) are willing to give up sugar or carbs to improve their health.

AMERICANS ARE CONFUSED ABOUT HOW TO BALANCE DIET AND EXERCISE.

  • About three-quarters (72%) of Americans think that exercising is more important than watching their diet.
  • Additionally, two-in-five (40%) believe that if they work out for an hour daily, they can eat whatever they want for the rest of the day.

AMERICANS WANT CLEAR, CONCISE INFORMATION AND ADVICE ABOUT HEALTH

  • About two-thirds of people want to improve their health but feel there is too much conflicting information out there these days about the best way to do so (63%) and they need help determining what the best methods are for them to improve their health (66%).

“When I see these results, it shows me that people want to create real health, they want to be strong and feel good both mentally and physically,” says Mark Hyman, M.D., director of Cleveland Clinic Center for Functional Medicine. “For years, Americans have heard conflicting information about diet and exercise, and many of them are so confused they have just given up,” Hyman says. “The truth is, you can’t exercise your way out of a bad diet, and eating healthy doesn’t have to be complicated.”

Some other notable survey stats:

  • 43% of Americans weigh themselves at least weekly.
  • 56% think that living healthy is too expensive for them.
  • A majority of Americans don’t go to the doctor right away when noticing changes in their health but 68% go within two weeks.
  • Most Americans (67%) see breakthrough cancer treatments as very important to improving health care.

Diet/Weight Loss Counseling Shoppers can be promised proper weight loss/dieting guidance through a number of advertising formats. Last year, 64.5% took action after either receiving a text ad or seeing an advertisement on their mobile phone apps and 62.6% were driven to action by an email ad. They’re also 72% more likely than other adults to click on text link ads and 65% more likely to be influenced by directory search results, both online and printed. Last year, TV commercials influenced 74.9% of this audience to take action as well.

AudienceSCAN data is available for your applications and dashboards through the SalesFuel API. Media companies and agencies can access AudienceSCAN data through the AudienceSCAN Reports in AdMall.

The post 66% of Americans Want Help Living Healthier Lives appeared first on SalesFuel.

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Email marketing delivers a high ROI for most businesses. Could your clients be getting more out of their email marketing campaigns? Yes. Especially if they manage the churn rate that plagues most email subscriber lists.

We all know that consumers tend to share their ‘junk’ email addresses with marketers. That way, they can easily ignore and disengage from marketers who start to overwhelm their inbox with messages that come every day and contain little value. The Lifecycle Benchmark study from Return Path shows that only 47% of subscribers share their active email addresses with marketers.

The First 30 Days

When consumers do choose to engage with a marketer, it is usually at the very beginning of the email relationship. On average, about 39% of subscribers fall into the category of first-touch read rate. This statistic indicates subscribers read the email as soon as they first see it. Unfortunately, marketers also lose 34% of newly acquired subscribers within the first 30 days of sign-up.

The First Year

Return Path analysts also measured the retention rate for new subscribers over the course of 12 months. For most marketers, that number is 56 percent. Businesses that perform in top 10% of email marketing metrics retain 84% of their new subscribers during the first year.

Are these subscribers actually reading the marketing messages? The data indicates that the average marketer can count on about 31% of new subscribers to still look at messages at the 12-month point.

Your clients might be telling you that they’d like to improve their email marketing yield. You can help them by pitching your services in key areas.

Key Services

Validation – As the saying goes, “garbage in, garbage out.” Sell your client on the importance of validating the email addresses on their lists.

Tracking Engagement – Email marketing shouldn’t be a case of setting it up and letting it run. These campaigns need constant attention, especially at the outset. Tell your clients how you’ll go about monitoring which email items are opened. That way, you can tweak details like the subject line or improve an offer to increase engagement.

List segmentation – The longer a customer stays on an email list, the more clues they will provide about what excites them and what they’re looking for. Don’t ignore this information. Compile and use the data to personalize, or at least group, offers to increase engagement and purchases.

As your clients plan their marketing activities for 2019, remind them to step up their email game. Share the purchasing habits of email marketing responders with them. You can view the data on AudienceSCAN profiles, available at AdMall from SalesFuel.com.

The post List Management: The Email Strategy Your Clients Ignore appeared first on SalesFuel.

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You’ve done it. You’ve made contact with that prospective client you’ve been hopeful about for ages. One of the potentially most dangerous questions you’ll be asked will probably come first. “Who are you and what do you do?” This is your first make-or-break moment. Here are a few tips to giving the most effective response possible, according to HubSpot writer Jeff Hoffman.

Focus on One Answer

If you overload your prospect with information, they will zone out. And when they zone out, you’ve lost their business. To keep that from happening, Hoffman says to pick one topic to talk about and stick to it. “The purpose of the elevator pitch is to inspire curiosity and extend the call,” says Hoffman, “Like a good movie trailer.” There has to be a big reason you chose to call this business. Is there a problem they need to have solved or a particular product or service you feel would be perfect for them? Talk about that.

Ask Questions

The best way to maintain a prospect’s interest is to keep them involved in the conversation. So, work questions into your pitch. Ask about details of the company that are relevant to the sale that you could find online. Ask for their input on the problem you feel you can solve for them. Questions keep prospects’ attention from wandering and the prospect’s answers give you invaluable insight that can aid your pitch.

Avoid Jargon

It doesn’t matter if you believe using industry or sales jargon will make you seem more qualified to handle the prospect’s needs. Jargon, by definition, means that those who aren’t versed in what you’re saying won’t understand what you actually mean. Your pitch should be easily digestible by the prospect. What happens if you start using words or phrases they don’t understand? They’ll either be annoyed, confused, or begin to beat themselves up for not knowing what you’re saying when they feel they should. Regardless, all are negative feelings. And negativity has no place in a sales pitch. Keep it simple!

The post 3 Simple, Attention-Retaining Elevator Pitch Tips appeared first on SalesFuel.

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From smartphones to smart speakers, consumers are searching with their voices. What exactly they are searching for when it comes to health care-related topics is explored in a new study from the market research team at Zion & Zion, a top-ranked, full-service national marketing agency.

The findings of the report have numerous implications for the healthcare industry, including:

  • 24% of consumers have searched for health care information by speaking a question into their voice-enabled devices, such as Amazon Echo, Google Home, or phones equipped with Siri or Google Assistant.
  • The most popular health care voice queries are those pertaining to symptoms or treatments of an ailment, disease, or other health condition, posed by 65% of consumers who have used their voice to ask a question of their voice-enabled devices. 32% have used their voice to search for a doctor or specialist.
  • The top reasons for not using voice-enabled devices to search for health care information are not having a need to do so (28%) and those who would rather type their question into a browser (26%).

Health care isn’t the only topic Voice-Activated Assistant Users are searching for. According to AudienceSCAN, 74.5% of this audience has used a search engine to research various products and services they were considering for purchase within the last month. Their preferred search engine is Google (favored by 91.3%), but only 21% will go past the first page of results.

This study, conducted by the Zion & Zion market research team, was based on a nationwide survey of 1,049 consumers (ages 18 and older) investigating how consumers are using voice-enabled devices to search for health care information. Authors of the study are Aric Zion, MS; Fred Petrovsky, MFA; and Thomas Hollmann, MBA, PhD.

Health care providers/companies can advertise to Voice-Activated Assistant Users a number of ways. According to AudienceSCAN, 62.2% of this consumer group took action after receiving an email ad and 55.6% were driven to action by text message or advertisements on mobile phone apps last year. They’re also 34% more likely than other adults to click on text link ads on websites. Also, last year, 72.3% took action after seeing a TV commercial.

AudienceSCAN data is available for your applications and dashboards through the SalesFuel API. Media companies and agencies can access AudienceSCAN data through the AudienceSCAN Reports in AdMall.

The post Health Care Providers/Companies to Target the 65% of Consumers Using Voice Search appeared first on SalesFuel.

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A self-proclaimed CEO and janitor, Drew Rhodes became the cofounder of Aletheia Digital with his two partners in April of 2017. Prior to joining Aletheia Digital, Drew worked at Sagamore Hill Broadcasting as its Regional Director where he successfully directed the station group including two start up television stations in Lake Charles, LA and Watertown, NY.

In this episode, Audrey, Lee and Drew discuss:

  • The differences between managing a startup vs an established, corporate entity
  • Ways to get higher engagement among managers and your team within the startup environment
  • Managing startups to coach up a flat hierarchy
  • Managing for a “lean and mean” work environment

“If you walk into a mature company, it already has its culture, its ways, it’s everything else. You’re going to be definitely conforming to it if you want to stay around. And the startup, you’re helping to build the culture and you’re not exactly conforming. Everybody’s learning to conform to each other.” – Drew Rhodes

Connect with Drew Rhodes:


Connect with the hosts of Manage Smarter:

Connect with SalesFuel:

Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you’ll learn something new with every episode and will be able to implement positive change far beyond sales.

New episodes posted every Sunday morning at ManageSmarter.com, C-Suite Radio, iHeartRadio and your favorite source for podcasts

The post Manage Smarter 49: Startups, Smarts and Managing to Success appeared first on SalesFuel.

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In case you haven’t heard, podcasts have a growing audience. Your clients can reach podcasts listeners with their message. But, first, they should check out key details about this audience. Edison Research and Triton Digital’s new The Infinite Dial Report speaks to what marketers should know about podcast listeners.

Podcast Audience Size

In the past decade, the size of the podcast audience has nearly doubled. About 180 million consumers, 64% of adults, have heard the term ‘podcast.’ In terms of gender, slightly more men (67%) than women (62%) have awareness. Currently, about 44% of the U.S. population over age 12 have listened to a podcast.

On a monthly basis, 24% of women, or 34 million women regularly listen to podcasts. Similarly, 27% of men are checking out podcasts. Whether they’re listening to motivational speakers or great fiction, these consumers could also be hearing your clients’ messages on podcasts.

Podcast Audience Demographics

Podcasts listeners tend to be younger than the average population. For example, 37% of female podcast listeners are between the ages of 25 and 44, while only 31% of women fall into that age range. This trend makes sense. Consumers often listen to podcasts on their smartphones and younger consumers tend to be heavier users of mobile devices. These consumers also excel at multitasking, which means they are listening to their favorite podcasts while they drive, go on a power walk or run on the treadmill.

Your clients should also know that Asian-Americans, consumers with household income of over $75,000, and consumers with advanced education (more than a 4-year degree) over-index when it comes to podcast listening. This group of consumers can be challenging to reach with traditional media messaging, but easily targeting with a podcast sponsorship.

The on-demand form of communication that podcast delivers can be a great way for your clients to stand apart from the competition. For more information on podcast listeners, check out AudienceSCAN, available from AdMall at SalesFuel.

The post Over 20% of U.S. Adults Listen to Podcasts appeared first on SalesFuel.

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A survey by YouGov of 16,000 people worldwide reveals that 60% of Americans believe daylight affects their productivity. Fifty-five percent think exposure to daylight affects their sleep. Numerous studies have proven the role of daylight in promoting a good night’s sleep while highlighting the negative impacts a lack of daylight has on health.

“Exposure to light-dark cycles is an absolutely crucial part of our biology and that’s due to the role of light in resetting our circadian clock each and every day,” said Dr. Steven Lockley, neuroscientist and associate professor at Harvard Medical School. “It resets our clocks to be in tune with environmental time, and light is the primary time-cue. If you’re exposed to higher light levels and bluer light in the daytime, then you get a better stimulant effect. You’ll be more alert and have better cognitive function; potentially be more productive at work and so on.”

“It’s clear that many people across the world believe that daylight has a notable impact on their sleep and productivity and it’s very likely that there’s some truth in these beliefs. Studies have revealed that the daily light dose might be too low among people in the Western countries,” said Peter Foldbjerg, Head of Daylight, Energy and Indoor Climate at The VELUX Group.

Our body clocks are informed by the different levels of daylight in a 24-hour period, we need plenty of light during the day and darkness at night to ensure a good night’s sleep. Some of the consequences caused by poor sleep include depression, diabetes, heart disease and weight gain. Other side effects linked to poor sleep include higher risk of work accidents, reduced concentration and low mood and difficulties in making decisions.

When consumers are having a tough time getting to sleep, many turn toward digital devices for distractions. According to AudienceSCAN, 64.7% of Window Coverings Shoppers have used a mobile device in the last six months to watch online or streamed videos, 79.7% have used the internet to check the news within the last month and 56.2% have played online games in the past month. This group is 46% more likely than other adults to find advertising on their mobile apps useful, so when they’re up late killing time on their phones, advertisers can promote how window coverings will help them improve sleep quality.

Daylight can also help enhance productivity

As many as 63% of people polled globally in the YouGov survey said that daylight influences their productivity. The link between daylight and office productivity has also been widely investigated and various studies show that daylight and a view to the outside increase performance at work.

Workers in a call center were processing calls 6% to 12% faster when they had the best possible view versus those with no view. Other office workers, meanwhile, were found to perform 10% to 25% better on tests of mental function and memory recall when they had the best possible view versus those with no view.

Top tips for improving your sleep

  • Increased exposure to daylight will help you sleep at night: sitting near a window at work or school and making an effort to get outside more will also help with this
  • Eliminate light from the outside to enter your bedroom at night
  • Sleep in a cooler bedroom
  • Avoid looking at electronic devices (TVs, smartphones / tablets) which distribute blue light before going to sleep; this can trick the brain into staying alert at the wrong time of day
  • Establish a good bed time routine: read a book instead of having more screen time
  • Give children a red or orange night light if they are afraid of the dark as these are the least disruptive to sleep

Show Window Covering Shoppers the benefits proper coverings can have on their sleep through TV commercials. Last year, 69.7% of these shoppers took action after seeing a TV commercial last year. Email ads are also effective, driving 55% of this group to action last year. These shoppers are also 17% more likely than other adults to take action after seeing an ad on their mobile smartphones or after receiving a text ad and 16% more likely to click on text link ads on websites.

AudienceSCAN data is available for your applications and dashboards through the SalesFuel API. Media companies and agencies can access AudienceSCAN data through the AudienceSCAN Reports in AdMall.

The post Window Coverings Retailers to Promote Benefits of Dark Sleeping Environment appeared first on SalesFuel.

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