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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

52% of All Opportunities in Q1 = Inbound via TIMETRADE

Posted by Jamie Shanks on Apr 5, 2013 2:52:23 AM


Time Trade

Content is king. Content with a call-to-action is King like LeBron James.

We are Social Selling experts - leveraging LinkedIn, Twitter & Content Marketing to drive business. While we teach companies to build a perpetual lead generation machine, even our own KPI’s can surprise us.

Case in point is our New Opportunity-to-New Opportunities via TimeTrade Ratio = 52%

Think of this statistic for a second. Nearly 50%+ of every new meeting we land to discuss our services is generated WITHOUT a sales reps involvement. Heck, these are blue birds! These are companies that see value in what we do (typically kick-started from content), and decide to book a meeting. How are we generating so many inbound leads using TimeTrade?

1. “We put that S*&T on everything!”

Picture your prospect as cattle at a farm. If you ask your cattle to “I’d like you to please go into the barn at some point today” – what do you think will happen? This is an analogy from most sales reps “It would be great if we can have a 15 minute appointment something” email messages. This is a simple analogy demonstrating a lack of call-to-action from most sales reps and marketing blogs. They are NOT GUIDING prospects to do anything next.

For our business, we have a next step (TimeTrade) on everything:

  • 1. Website bios
  • 2. Website landing pages
  • 4. Email Signature
  • 6. Webinar landing pages
  • 7. Webinar events (Live)
  • 8. How-to-Guides
  • 9. LinkedIn Profiles (both in Contact information and on the Summary page)

Using the cattle analogy, we are taking an active role in guiding our prospect into our desired home.

2. We place on assets that are natural for a prospect to want to book a meeting.

It’s one thing to have a call-to-action on a 1st email to a prospect. You may garner the interest of a few buyers. But, you really need to look at your prospects buying process and place TimeTrade on assets (Landing Page or Webinar or eBook) that are natural places for a prospect to want to learn more.

3. We make it so dead simple

I’ve mentioned my pet peeve of sales reps without an email signature - it’s like you want to make it hard for your prospects. TimeTrade has made having a conversation with us so dead simple, that I subjectively believe prospects are taking us up on the offer due to its simplicity.

TimeTrade cost me $80/year. At 52% of every meeting booked was initiated inbound via that tool, the ROI has been through the roof!

In your business, if you could book 1x extra meeting a month that you wouldn’t have had because of this tool… what would that be worth to you?

The Bottom Line

If you don’t want to be left behind the 8 ball – you really need to start to take action. The following blog posts on utilizing Social Selling strategies using LinkedIn can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out 42 LinkedIn Tips

Find the topic of Social Selling interesting? Jamie Shanks

Click Here to book a time in my calendar to explore further!

416.409.4999 Mobile
Linkedin: ca.linkedin.com/in/jamestshanks Twitter: @james_t_shanks



Jamie Shanks

Jamie Shanks

About the Author

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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