How to Avoid the Biggest Hiring Mistakes in 2018

hiring mistakes

Hiring the perfect candidate is no easy task– especially in today’s hyper-competitive, fast-paced recruiting environment. Recruiters have a lot at stake every time they fill an open position because a bad hire can hurt a business in a number of ways. Consider these statistics (source):

  • 80% of employee turnover is due to bad hiring decisions.
  • 39% of businesses report a decrease in productivity due to a bad hire.
  • 41% of businesses estimate the cost of a bad hire to be over $25,000.

As you can see, hiring the wrong person can be extremely detrimental to your organization. For this reason, it’s important that you recognize and correct any errors or bad habits that currently impede your hiring process. Continue reading “How to Avoid the Biggest Hiring Mistakes in 2018”

The Marketer’s Guide to Lead Qualification

lead qualificationIn marketing, it’s common knowledge that lead quality is generally more important than lead quantity. And yet, marketing lead qualification remains a sticking point for many organizations. In fact, 61% of B2B marketers send all leads directly to sales, but only 27% are sales qualified (source).

This statistic highlights a huge discrepancy. As a marketer, how do you know if a lead is truly ready to buy? And, how can you generate more high-quality leads for your sales team? We say the solution to your lead generation problems lies within your lead qualification process. Continue reading “The Marketer’s Guide to Lead Qualification”

12 Easy Fixes for Your Bad Sales Habits

bad sales habits

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity (source).

Although the sales productivity quandary can be attributed to many different factors—it’s largely due to bad habits formed after years of sales experience—bad habits you’re likely not even aware of. Continue reading “12 Easy Fixes for Your Bad Sales Habits”

The Recruiter’s Guide to Web Analytics

web analytics for recruiters

Recruiters and candidates have more ways to connect than ever before, all thanks to the growth of online recruiting platforms and social media. But, these technological advancements also mean that candidate sourcing has grown more competitive.

Candidates are spread out across many platforms making them difficult to pinpoint. And many recruiters on LinkedIn, for example, have found the leading platforms to be oversaturated.

In this new recruiting landscape, you must be strategic in your efforts to find candidates. It’s not enough to post job listings on the usual platforms and hope for success. You must inform your online strategy with highly-specific data– and that’s where web analytics come in. Continue reading “The Recruiter’s Guide to Web Analytics”

How to Set Up a Twitter Profile for Sales Success

twitter profile for salesThe rise of social media has coincided with the rise of social selling. Sales reps have looked for ways to use every platform possible to engage with and sell to their prospects– and in social media, they have found their perfect match. In fact, 78% of salespeople who use social media perform better than their peers who don’t use social media (source).

LinkedIn may get most of the attention when it comes to B2B sales– but Twitter has proven to be an effective social selling platform as well. While you won’t close a ton of deals by sending out a single tweet, Twitter’s search functionality and social listening features allow you to find and engage with new prospects, build relationships, and join in on important industry conversations. Continue reading “How to Set Up a Twitter Profile for Sales Success”

What to do When Prospects Won’t Admit They Need Help

prospectsIf you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution.

You also know many deals fall through—not because the prospect doesn’t need your product or decides to go with a competitor—but simply because they can’t, or won’t, make a decision. There’s no putting this lightly: It’s incredibly frustrating when this happens. Continue reading “What to do When Prospects Won’t Admit They Need Help”

The Real Value of Email Hygiene: A Marketer’s Guide

Marketing trends come and go all the time, but email marketing has stood the test of time and it seems as if it’s here to stay. Boasting an ROI of 4400%, or $44 for every $1 spent (source), email marketing remains the go-to channel for leading organizations.

But, no matter how detailed or personalized your email campaigns are, they’ll inevitably fail if you don’t take the appropriate steps to maintain your email lists. In fact– emailing bad contacts is the fasted way to get marked as spam and ruin your email reputation.

Email hygiene is a crucial, yet often overlooked, element of email marketing. Today’s blog post explains why email hygiene is so important, and the steps you can take to maintain your email lists. Continue reading “The Real Value of Email Hygiene: A Marketer’s Guide”

The Beginner’s Guide to a Data-Driven B2B Sales Strategy

data-driven b2b sales strategyThe importance of data cannot be understated in the modern sales landscape. Gone are the days of strategies based on instincts and educated. Now, data and analytics reign supreme when it comes to running a successful sales organization. But here’s the thing– the world of data and analytics has made massive strides in recent years and many organizations have yet to catch up.

Maybe you’re new to data-driven sales, or maybe you just need to brush up on how to leverage data as part of your sales strategy. Today’s blog post is for you! Keep reading for our guide to a data-driven sales strategy.

Continue reading “The Beginner’s Guide to a Data-Driven B2B Sales Strategy”

The Beginner’s Guide to Lead Scoring

lead scoringMost marketers operate under one primary goal– to generate leads for their business. But, if you work in marketing, you know not all leads convert into paying customers. So that begs the question: How do you determine which leads are most likely to become buyers? And, how can you optimize campaigns to generate better leads?

Enter: lead scoring. Today we’re telling you everything there is to know about lead scoring – what it is, why it’s important, and how you can implement an effective lead scoring strategy as part of your overall marketing efforts.

Ready to learn more? Keep reading. Continue reading “The Beginner’s Guide to Lead Scoring”

A Beginner’s Guide to Account-Based Selling

account-based selling

Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. In fact, 86% of sales and marketing professionals have begun using targeted account strategies to generate new business for their companies (source).

If you haven’t yet explored account-based selling, it can seem like quite the challenge. So today, we teach you the basics of account-based selling—what it is, why it works, and what resources you need to get started. Keep reading! Continue reading “A Beginner’s Guide to Account-Based Selling”