Blog

5 Killer Tips For Generating More Leads

By David Baars, Marketing Manager at PipelineDeals


Have you downloaded your free copy of our new e-book yet? The tips below offer a peek at the wealth of insights you’ll find in The Pipeline Way: Building a Lead Machine. Some of these tips may sound simple, but salespeople who do them consistently are rare. If you take them to heart, especially #4, you will absolutely get more leads.

  1. Become a LinkedIn power user. LinkedIn is the most important social media network for most B2B salespeople. Among many other tips in The Pipeline Way: Building a Lead Machine, we recommend using the LinkedIn smartphone app for on-the-spot “business card” exchange and participating in relevant LinkedIn groups to reach new targets and increase your credibility as a trusted resource.

  2. Streamline your email messages. Nobody reads multi-paragraph emails from people they don’t know. Start with one great sentence that tells them what’s in it for them—a concise value proposition targeted to the recipient’s needs. Then ask them to connect you with the right person in their business, and thank them for their time. That’s it!

  3. Follow a strict calling plan. When you send out email to a list, don’t drop the ball. Make a schedule for follow-up and stick to it. For example, you might send two emails and make five calls on a specific timeline over 16 days. It’s your best chance of getting leads—and it’s the only way to be able to track your results and improve your process over time.

  4. Ask for referrals every time you connect to a prospect. At the end of every good call or meeting, no matter how early in the sales process, ask, “Who else do you know that might be interested in this stuff today?” As someone moves through your pipeline, they’re warming up and getting excited about the product. Each inflection point is an opportunity to get them to share that excitement with others.

  5. Build momentum with geographic or vertical focus. If you start to get a deal in Dallas and another in San Francisco and another in Seattle, you’ve got three deals, but they’re not going to help you grow more quickly. Focus on an area where you can get connections and build out from there. Geographic focus is great. You can also focus on specific vertical markets and enhance your efforts by doing some extra research on that market’s specific needs and terminology.

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Bonus tip: Work the hierarchy. If you’re having trouble connecting to a senior person because of your lowly stature as a salesperson, have your boss (or someone else in your company with a job title comparable to the target) make the connection and provide a referral to you. This is an incredibly effective way of getting responses in LinkedIn!

For more great tips and best practices, don’t forget to download your free copy of The Pipeline Way:  Building a Lead Machine.

New Feature Update - Know Which Decision Maker Engages With Your Content

By David Baars, Marketing Manager at PipelineDeals


PipelineDeals recently released an update to their sales acceleration tool Accelerator. Now you will know who opens or clicks on an email even if that message is to multiple people.

Stop guessing who is engaged. Know who is engaged with PipelineDeals Accelerator.

Stop guessing who is engaged. Know who is engaged with PipelineDeals Accelerator.

Email in sales has traditionally been built on high volume. This scattershot effect can feel like you’re shouting in a crowd and it can be difficult to know if your emails are having an impact. Whether you are a sales development rep cold emailing prospects, or an account executive trying to bring a deal to the finishline, it’s important to know who is engaging with your email. That’s why we built Accelerator for PipelineDeals. With Accelerator, you will know what happens to your email after you click send.

We recently updated Accelerator to help provide you with more insights when you send a message to multiple people. First, you can now send one email message to multiple people by adding additional recipients to the “To” or “CC” lines in the email message. These emails will be tracked as activities within PipelineDeals after you send the message.

One unique element of this new feature is that Accelerator will tell you who opened up an email that was sent to multiple people. The benefit of this is that you’ll now know exactly who is engaging with the email messages you send.

For example, imagine that you send out a quote to an organization that has several decision makers. With Accelerator, you’ll know exactly which decision makers have engaged and which ones you need to target for follow-up. With these intelligent email insights, you will no longer need to send one-size-fits-all messaging. Personalize your follow-up so that you propel more deals through your pipeline.

Stay productive and send trackable email directly from PipelineDeals. Get insights on who is engaging and know who to follow-up with.

Start taking the guesswork out of email and stop shouting into a crowd. Instead of sending tons of email and not knowing what gets a positive response, start targeting your messages with PipelineDeals Accelerator and propel more deals through your sales pipeline.


Upcoming Webinar - Drive Demand On Your Website With Live Chat

By David Baars, Marketing Manager at PipelineDeals


PipelineDeals hosts live chat expert Pascal van Opzeeland in a special webinar on Thursday, May 28 at 9AM PT / 12PM ET. Learn more about how you can drive demand and increase lead capture on your website using live chat.

Pascal van Opzeeland of Userlike will be sharing how to integrate live chat into your communication to drive more demand

Pascal van Opzeeland of Userlike will be sharing how to integrate live chat into your communication to drive more demand

If you’re in sales, chances are you’ve experienced the frustration of learning that a potential lead researched your business but that you didn’t advance past a buyer’s consideration phase. Often times this is a result of an information gap. Buyer’s don’t immediately find what they want and they quickly move on.

In fact, research suggests that 70% of web visitors that don’t immediately find an answer on your website are more likely to move on to another site than call or email you. Just having a phone or email address is no longer sufficient!

One communication channel that can help close the gap of disappearing web visitors is live chat. Live chat services, like Userlike, Olark, and Zopim, make it easy for visitors to ask you questions without having to leave your site (for email) or call you up. This immediate communication can help you close the communication gap with your visitors and drive more demand.

Pascal van Opzeeland from Userlike is an expert at engaging leads and driving demand from live chat. He will be joining us for a webinar on Thursday, May 28 at 12PM ET/9AM PT to share his strategies for driving demand for live chat. You will find out:

  • How to increase sales velocity through your sales pipeline using live chat

  • Practical tips for your team to engage with leads via live chat

  • When and how you can use live chat in your sales process

  • Tips for optimizing use of live chat on your website

Pascal will also be answering any questions that you have about live chat and will share his expertise on how to drive demand using live chat.

If you’re looking to implement live chat on your site or you simply want to optimize your current use of live chat, you’ll want to check out this webinar. Sign-up for the webinar today!