Rethink your messaging
Posted: Mon Jan 27, 2025 10:23 am
The ultimate way to usher your message directly to your target buyers is through a referral from a happy customer or mutual connection. Research from Salesforce shows that the lead-to-win conversion rates for leads sourced through referrals are over 50 times higher than an email campaign.
And data from marketing automation giant Marketo indicates that leads originating from referrals convert to opportunities at rates of four times the average, and similar to the next three highest- converting lead sources combined (those being partner, inbound, and marketing-generated).
All of this isn’t hard to understand. With the proliferation of peer reviews on consumer sites like Amazon and B2B sites like G2, buyers are becoming warier and warier of vendor-generated content. Personally speaking, the chances of you getting a response from me with a prospecting email are almost nil, but if a friend or colleague tells me your solution is worth looking into, you can almost certainly expect I will.
Vendors like to talk about how awesome they are. That’s why albania telegram data if you’re looking to stand out from the crowd, try injecting some customer-centric messaging into your pitch. The best messages are bold, polarizing, and educational (i.e. they teach your audience something they didn’t know). These tactics will help you speak your customers’ language and disrupt their inertia (the tendency to keep doing what they’ve always done).
For example, instead of saying, “Coaching sales reps is important, which is why we developed the next-generation sales coaching solution,” try saying, “Research shows sales rep coaching is the single most important factor in quota attainment, yet only 7% of sales managers spend enough time coaching and 85% of reps hate performance reviews.
And data from marketing automation giant Marketo indicates that leads originating from referrals convert to opportunities at rates of four times the average, and similar to the next three highest- converting lead sources combined (those being partner, inbound, and marketing-generated).
All of this isn’t hard to understand. With the proliferation of peer reviews on consumer sites like Amazon and B2B sites like G2, buyers are becoming warier and warier of vendor-generated content. Personally speaking, the chances of you getting a response from me with a prospecting email are almost nil, but if a friend or colleague tells me your solution is worth looking into, you can almost certainly expect I will.
Vendors like to talk about how awesome they are. That’s why albania telegram data if you’re looking to stand out from the crowd, try injecting some customer-centric messaging into your pitch. The best messages are bold, polarizing, and educational (i.e. they teach your audience something they didn’t know). These tactics will help you speak your customers’ language and disrupt their inertia (the tendency to keep doing what they’ve always done).
For example, instead of saying, “Coaching sales reps is important, which is why we developed the next-generation sales coaching solution,” try saying, “Research shows sales rep coaching is the single most important factor in quota attainment, yet only 7% of sales managers spend enough time coaching and 85% of reps hate performance reviews.