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Sales To Do List: The Top B2B New Business Activities

Summary

The SalesXchange - Sales To Do List is a great way to discover a more effective and profitable way for businesses to grow and reach your total addressable market by restructuring content, using email and social media advertising banners, and inviting business prospects to a weekly live stream show, and more importantly, replacing traditional telesales and cold calling.

I am so excited to be able to show you this approach and hope you jump on it for the future success of your business - Nigel Maine, founder of salesXchange.


Table of Contents

  1. Introduction
  2. Step-by-Step Guide
  3. The Sales To-Do List
  4. Actionable Key Takeaways
  5. FAQs
  6. Conclusion

1. Introduction

As a seasoned business professional and digital marketing expert, I've found a unique approach to grow businesses and tap into their full market potential. By combining content restructuring, email, social media advertising banners, and a weekly live stream show, this method outperforms traditional telesales and cold calling.

2. Step-by-Step Guide

In a nutshell, to fully embrace a Sales To Do List, you need to have some pointers, which are as follows:

  1. Restructure content: Utilise ChatGPT to revise your content, ensuring it remains engaging and dynamic. Feed high volumes of content into ChatGPT, accurately prompting the AI, using perple to produce restructured content that captivates your audience.
  2. Optimise email campaigns: Segment your audience, tailor the message for each group, and create captivating subject lines.
  3. Design social media advertising banners: Use eye-catching images and visuals from platforms like Mid Journey, Adobe Firefly, and Microsoft Designer to create compelling adverts.
  4. Host a weekly live stream show: Leverage live streaming cameras and technology to engage your audience and showcase your expertise.
  5. Track results: Monitor your campaign performance using tools like Google Analytics and Google Tag Manager.

3. The Sales To-Do List

Here is the most important and effective Sales To-Do List you could ever get your hands on for new business generation, aligned with the five points in the step-by-step guide above: -

  1. Segment your CRM data: Ensure proper vertical market segmentation and complete all relevant fields, such as job titles and business types, to target your audience effectively. 

    In the realm of digital marketing and sales, data is king. Customer Relationship Management (CRM) systems are a treasure trove of valuable data that can provide deep insights into your target audience. However, this data is only as good as your ability to segment and utilise it effectively.

    Segmenting your CRM data involves categorising your customers based on various factors such as vertical market, job titles, and business types. This allows you to target your audience more effectively, ensuring that your marketing and sales efforts are tailored to the specific needs and preferences of different customer segments.

    For instance, a business selling software solutions might segment its CRM data into categories like healthcare, education, and finance. This allows the business to tailor its marketing and sales efforts to the specific needs and challenges of each sector. A healthcare provider might be more interested in data security features, while a financial institution might prioritise regulatory compliance.

    By segmenting your CRM data, you can ensure that your marketing and sales efforts are laser-focused on the needs of your target audience, increasing the chances of conversion and customer retention, especially if you're orchestrating your data to visualise your total addressable market.

  2. Analyse and organise your existing content: Review and categorise your content based on the preferences of your target audience, ensuring relevance and engagement for different segments. Utilise ChatGPT to help restructure content effectively.

    Content is a crucial component of digital marketing and digital selling. It's the vehicle through which you communicate your value proposition to your target audience, educate them about your products or services, and persuade them to take action.

    However, not all content is created equal. The effectiveness of your content largely depends on its relevance to your target audience. This is where content analysis and organisation come into play.

    Analysing your existing content involves reviewing and categorising it based on the preferences of your target audience. This might involve looking at metrics like page views, time spent on page, and conversion rates to understand which pieces of content are resonating with your audience and which are not.

    Once you've analysed your content, the next step is to organise it effectively. This might involve creating a content calendar to plan your content distribution, categorising your content based on topics or themes, and utilising tools like ChatGPT to restructure your content effectively.

    By analysing and organising your content, you can ensure that it's always relevant and engaging to your target audience, increasing the chances of conversion and customer retention.  But it doesn't stop there.  It is essential you understand the search intent of your prospects.  Your content is expected to educate them prior to them buying from you, therefore ensure your content answers their questions asnd naturally leads them to wanting more.

  3. Optimise your content for different formats: Ensure your content is available in written, audio, and video formats to cater to various preferences and consumption habits of your target audience. Enhance your content by exploring copywriting techniques and look to transpose your articles into podcasts.

    In today's digital age, consumers have a wide range of preferences when it comes to content consumption. Some prefer to read blog posts, others prefer to watch videos, while others might prefer to listen to podcasts or watch live streams. As a marketer or salesperson, it's crucial to cater to these varying preferences by optimising your content for different formats.

    This involves ensuring that your content is available in written, audio, and video formats. For instance, you might create a blog post about a particular topic, then create a video and podcast version of the same content. This allows your audience to consume your content in the format that they prefer, increasing engagement and retention.

    In addition to format, it's also important to consider the style and tone of your content. This is where copywriting techniques come into play. By learning and applying effective copywriting techniques, you can make your content more persuasive and engaging, increasing the chances of conversion.

  4. Create targeted email campaigns: Develop a series of emails tailored to different segments of your audience, addressing their specific needs and pain points. Personalise the emails for different job titles and personas using Digital Selling strategies.

    Email remains one of the most effective channels for digital marketing and sales. It allows you to reach your audience directly, build relationships, and drive conversions. However, the effectiveness of your email campaigns largely depends on your ability to target and personalise your emails.  This directly connects with th eCRM point mentioned above, the better the data you have in your CRM, the easier it is to personalise your emails.

    Creating targeted email campaigns involves developing a series of emails tailored to different segments of your audience. This might involve creating different email sequences for different vertical markets, job titles, or personas. Each email should address the specific needs and pain points of the target segment, providing valuable content and persuasive calls to action.

    Personalisation is a crucial component of effective email campaigns. This involves more than just including the recipient's name in the email. It's about tailoring the content of the email to the recipient's needs and preferences. This might involve highlighting specific products or services, offering personalised recommendations, or addressing specific pain points. By personalising your emails, you can increase engagement and conversion rates.

    Finally, email is one of the mosgt importnt factors when implementing a digital selling strategy incorporsting live streaming.  Email plays a big part in communicating what you broadcast the week before and what you're planning to broadcast in the following week.

  5. Design engaging adverts for content promotion: Craft eye-catching adverts for your content, including email snippets and social media banners, to entice prospects to engage with your content and participate in your weekly live streaming shows.

    Promoting your content is just as important as creating it. No matter how valuable or engaging your content is, it won't drive results if your target audience doesn't see it. This is where content promotion comes into play.

    Designing engaging adverts for content promotion involves crafting eye-catching adverts that entice your audience to engage with your content. This involves creating email snippets, social media banners and social media adverts that promote your content and can be posted for pennies on platforms such as LinkedIn.

    In addition to design, it's also important to consider the placement of your adverts. This involves identifying the channels where your target audience is most active and placing your adverts there. This might involve promoting your content on multiple social media platforms, email newsletters, or banner adverts on complementary websites.

  6. Leverage Social Media: Implement the Social 444 automated social media strategy to maintain a consistent presence on various platforms and drive traffic to your content and live streams.

    Social media is a powerful tool for digital marketing and sales. It allows you to reach a large audience, engage with your customers, and drive traffic to your content. However, managing multiple social media platforms can be time-consuming and challenging.

    This Social 444 strategy involves auto-posting 120 adverts, created in advance, to promote your content.  The sequence is four adverts, four times a day over four weeks and repeat. By automating your social media posts, you can ensure consistent engagement with your audience and drive more traffic to your content without having to manually do anythingm for six to eighteen months!

  7. Optimise SEO & SEM: Improve your content's visibility by optimising SEO & SEM, incorporating relevant keywords, and structuring your content based on Google's recommendations.

    Search Engine Optimisation (SEO) and Search Engine Marketing (SEM) are crucial components of digital marketing and sales. They involve improving your content's visibility on search engine results pages, increasing organic traffic, and driving conversions.

    Don't be too 'hung up' about SEO; there are 500+ active things that need to play into creating SEO content, however, the real focus shoul dbe on creating the best content for your prospects and not worrying about performing for Google.  The combination of emailing your total addressable market and informing them of your live show or podcast is key to your success.  During these shows you can tell your audience about your content in the same way you will be promoting your content on social media using the adverts.   

  8. Track performance with analytics: Monitor your content's performance and audience engagement using Google Analytics and Google Tag Manager to refine your strategies and improve results.

    Tracking the performance of your digital marketing and sales efforts is crucial for understanding what's working, what's not, and where improvements can be made. Tools like Google Analytics and Google Tag Manager can provide valuable insights into your content's performance and audience engagement.

    These tools allow you to track a wide range of metrics, including page views, time spent on page, bounce rate, and conversion rate. By monitoring these metrics, you can identify trends, understand your audience's behaviour, and refine your strategies to improve results.

    The final component can be the implementation of Google Data Studio which displays all activity and results from your analytics and tag manager platforms.  The Data Studio Dashboard can be auto-posted to anyone in the company who needs to know what os happening in the world or analytics for your company. 

  9. Invest in visual assets: Enhance your content with professional photography and video production. Evaluate platforms like Mid Journey, Adobe Firefly, and Microsoft Designer for creating captivating visuals. 

    Visual assets, such as professional photography and video production, can enhance your content and make it more engaging and memorable. Visual content is seven times more likely to be shared on social media, increasing your content's reach and visibility- but don't use animals :)

    In today's digital arena with copyright, royalty free and a multitude of challenges, using AI gives you the ability to really establish a visual tone-of-voice unlike anything before in history.  So get out there and start playing!

  10. Automate your marketing efforts: Utilise marketing automation tools to streamline your campaigns, ensuring consistent and timely content delivery. This will help maintain your brand's presence and visibility to new prospects in the short, mid, and long-term.

     These tools can automate a wide range of tasks, from email marketing to social media posting, freeing up your time to focus on more strategic tasks. By automating your marketing efforts, you can maintain a consistent presence on various platforms, engage with your audience regularly, and drive more traffic to your content.

    Remember, for further assistance and guidance, reach out to salesXchange to help you with your marketing and sales plans. With their expertise and resources, they can help you navigate the complex world of digital marketing and sales, ensuring that your efforts drive results and contribute to your business's success.

    However, marketing automation should not be used in conjunction with email registrations forms and pay-per-click.  80-90% of B2B buyers refuse to complete these forms and scare off your prospects.  Use markegting automation to deliver newsletters and email sequences or series.  Use automation as auto-responders for events and any specific in-person events where you need to confirm numbers for health & safety reasons.  But in all cases you must be mindful of maintaining your prospects' privacy and only use automation sparingly. 

  11. Incorporating Live Streaming into Digital Selling: In the digital age, live streaming has emerged as a powerful tool for businesses to connect with their audience in real-time. It provides an interactive platform where businesses can showcase their products or services, answer questions, and engage with their audience in a more personal and authentic way.

    Live streaming can be particularly beneficial for digital selling. It allows businesses to demonstrate their products or services in action, providing a more tangible and engaging experience for potential customers. For instance, a software company might host a live stream to demonstrate how their product works and answer any questions that viewers might have. This not only provides value to the audience but also enables them to remain anonymous whilst building trust and credibility.

    Moreover, live streaming can also be a powerful tool for lead generation and is the only strategy that enables your business to communicate and engage with your total addressable market, anywhere in the world.  By hosting live streams on topics that are relevant to your target audience, you can attract potential customers who are interested in your industry or the solutions you provide. You can then use these live streams to capture leads, either by encouraging viewers to sign up for more information or by offering a special promotion or discount.

    In addition to these benefits, live streaming also provides an opportunity for businesses to showcase their personality and brand values. This can help to build a stronger connection with the audience, fostering loyalty and advocacy.

    However, to reap the benefits of live streaming, it's important to plan your streams carefully. This involves choosing the right platform for your audience, planning engaging content, and promoting your streams effectively. It's also crucial to engage with your viewers during the stream, responding to comments and questions in real-time.

    By incorporating live streaming into your digital selling strategy, you can engage with your audience on a deeper level, showcase your products or services in action, and generate high-quality leads unlike any new business approach you have attempted in the past.

Remember, for further assistance and guidance, reach out to us and we'll help you with your new marketing and sales plans.

4. Actionable Key Takeaways

  1. Create a content plan that focuses on revamping your content using A.I. - ChatGPT
  2. Segment your audience and tailor email campaigns for each group.
  3. Design eye-catching social media banners to promote your live stream show.
  4. Leverage live streaming technology to engage with your audience.
  5. Monitor and optimise campaign performance using analytics tools.

5. FAQs

FAQ: What is the importance of segmenting CRM data for sales?

Answer: Segmenting CRM data allows salespeople to target their audience more effectively. By categorizing contacts based on factors like job titles, industry, and business type, salespeople can tailor their approach to meet the specific needs and interests of each segment, increasing the chances of a successful sale.

FAQ: How can content optimization enhance sales efforts?

Answer: Content optimization ensures that the material a salesperson uses to engage with potential customers is relevant, engaging, and accessible in various formats. This can increase the reach of the content, cater to different consumption preferences, and ultimately drive more leads and conversions.

FAQ: How can targeted email campaigns boost sales?

Answer: Targeted email campaigns allow salespeople to address the specific needs and pain points of different segments of their audience. By personalizing emails for different job titles and personas, salespeople can build stronger relationships with potential customers, increasing the likelihood of a sale.

FAQ: How can social media enhance sales efforts?

Answer: Social media platforms provide a way to connect with potential customers on a more personal level. Automated posting strategies, like Social 444, ensure a consistent brand presence across various platforms, driving traffic to content and live streams, and ultimately increasing sales opportunities.

FAQ: How can SEO & SEM improve sales?

Answer: SEO & SEM improve the visibility of your content, making it easier for potential customers to find your business. By incorporating relevant keywords and structuring your content based on Google's recommendations, you can drive more organic traffic to your site and increase the chances of a sale.

FAQ: How can analytics tools help in sales?

Answer: Analytics tools like Google Analytics and Google Tag Manager allow salespeople to track the performance of their content and audience engagement. This data can be used to refine strategies, improve results, and ultimately drive more sales.

FAQ: What role does marketing automation play in sales?

Answer: Marketing automation tools streamline campaigns, ensuring consistent and timely content delivery. This helps maintain a brand's presence and visibility to new prospects, which can lead to increased sales opportunities in the short, mid, and long-term.

FAQ: How does live streaming contribute to sales success?

Answer: Live streaming provides an interactive platform for businesses to connect with their audience in real-time. It allows salespeople to demonstrate products or services, answer questions, and engage with potential customers in a more personal and authentic way. This real-time interaction can build trust, foster relationships, and ultimately drive more sales conversions.

6. Conclusion

Embrace the power of digital selling and live streaming to revolutionise your business growth by adopting the most important Sales To Do List you could imagine. With a focus on content quality, targeted email campaigns, and engaging live stream shows, you can tap into your market's full potential and pretty much clean up.

You only need look at your competition to see what thery're doing.  and yes, they're all doing the same thing over and over and expecting a different result.  Ask your HR team to provide you with five or six job descriptions for senior marketers and then cross-reference these online on LinkedIn.  I can assure you they all look the same as if the same person wrote them.

I have been involved in new business development fo over thirty years and for the past five, I have been completely focused on understanding and creating an alternative B2B sales strategy that is immediately actionable.

Once you have review the Sales To Do List, get in contect with me at salesXchange and I will walk you through the transitioning process to become a digital selling specialist and (figuratively speaking) walk all over your competition.

I look forward to having chat very soon.

Contact salesXchange to help you with your plans and ensure your success.

Go to our Digital Selling pages to see how you can change the way you work and scale up your business.

30 April 2024

How to Master B2B Growth using Digital Selling Techniques

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Author

The author and founder of salesXchange, Nigel Maine is a B2B marketing and sales expert with a proven track record in scaling up growth for Technology, SaaS, and Professional Services organisations. With 30 years hands-on experience and unique approach, Nigel has developed an effective strategy that dramatically increases exposure and profitability for B2B organizations.

Nigel has founded multiple start-ups, is a published author, public speaker and hosts both a podcast and business live streaming show, broadcast on LinkedIn Live, YouTube & Facebook. He also has extensive knowledge of MarTech software, creative hardware and software, and A.I. prompting tools.  Contact: 0800 970 9751 or email This email address is being protected from spambots. You need JavaScript enabled to view it.