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Now Hiring – Inside Sales Specialist

At LeadSift we are building a Sales Intelligence platform to change how SaaS Sales Prospecting is done. Our platform helps B2B Software companies identify and reach their target accounts based on signals of buying intent.

As an Inside Sales Specialist, you’ll be working with our sales team to build relationship and sell to some of the fastest growing companies and savviest marketers in the world. We are looking for someone who when faced with a problem will tell the team – I identified a problem, figured out what caused it, researched how to fix it, and I fixed it. Just wanted to keep you in the loop.

You’ll be part of a strong, hard working team in a fast-paced start-up environment, and learn hands-on about our industry and our customers. We love people who can set their own direction and are self-motivated, work hard and are passionate about what they work on.

LeadSift is backed by some of the most prominent venture investors including OMERS Ventures, Salesforce, Innovacorp and a stellar group of angel investors.

Full Time / Halifax, NS / Starting Immediately

Responsibilities:

  • Manage the full sales cycle – identify and target new clients, demo the LeadSift product and close them.
  • Manage CRM and Sales Pipeline.
  • Collaborate with Customer Success team  to make the clients successful and retain them.
  • Collaborate with the team to develop and execute on the company’s Growth plan – including identifying new markets, customer acquisition strategies, viral campaigns etc.
  • Understand and validate the Customer Experience with LeadSift and provide feedback to the Product Team.

Skills:

  • Persistence – never give up on a valid sales opportunity.
  • Understanding of the basic concepts of B2B SaaS business – business models, sales etc.
  • Knowledge of CRM
  • Bonus: prior knowledge of selling a SaaS product



Send your resumes at [email protected]. Along with your application, if applicable send through any cool projects that you have been part of.

Why One-to-one Selling is Making a Comeback on Social Media

A successful sales model is one that can evolve to meet the needs of the customers it strives to acquire. This might sound too simple when you consider the challenges in reaching customers in an age where technology puts everyone behind a device. Bringing back one to one selling might seem like a daunting task, but remember – you don’t always have to reinvent the wheel, sometimes you just need to turn it in a different direction.

One to one sales models have a long history of being effective in driving profits for companies across a variety of industries. One to one sales includes cold calling prospective clients, sales meetings and client pitches. The challenge with this model is that customers are busier and more informed than ever. But that doesn’t mean that the one to one sales model is dead. It just means it’s shifted to the digital landscape.

The internet and rapid growth and popularity of social media has not only given your customers more information and more opportunity to shop around, but it’s also given you a direct line to purchase ready or purchase intended customers.

According to the Social Media and Sales Quota report as cited by Forbes, 50 per cent of sales people surveyed spend between five to 10 per cent of their time using social media for sales. These sales people exceed quota 23 per cent more often than non-social media users.

The bottom line is that one to one sales is making a comeback and those who recognize the rebirth of this model and embrace it using social media are more successful than their counterparts who have left it behind.

One to one selling using social media gives brands an opportunity to connect personally and intentionally with customers. Sales via social media can improve networking, prospecting, research, referral building, and closing.

Here are five tips to keep in mind when you approach one to one selling on social media:

Join a community and let people get to know you: Spark conversation on blogs, forums, and LinkedIn groups. You can always make your own group and encourage your customers to talk about your product. Switch things up, you’re not going to get leads by participating in groups that focus only on your specific product. Make a point to share information that’s relevant to your industry but not always just about you. The more you share and the more you engage people who share your interests, the more likely that you’ll be seen as the expert and become a credible source for information and products.

Go where your customers are: If your leads are mostly on Twitter, you should be too! Make sure you’re connecting with customers on the platforms that make sense to them.

Be personal: Connect with people on an individual level and personalize your interactions with them.

Build a relationship: Now that you have connected, work on building that relationship. Give value by offering relevant information, personal invitations to events or to test your product.

Engage: Converse with people in your network in meaningful ways to build a bigger social network. If you connect with someone who can offer another valuable connection, ask for an introduction and seek referrals.

The one to one sales model hasn’t really changed, it simply moved online. It’s now up to you to use these tips to keep one to one sales alive and deliver it using social media.

 

Identifying Zombie Leads: Because Not All Leads Are Created Equal

Are you ever stuck trying to identify what leads you should be focusing your sales efforts on? Turning social media leads into sales can be a challenging task and one that requires a combination of skill and patience.

This handy infographic breaks down the leads that every sales person is met with that is often unresponsive and cold. Not only does it show you the signs of these “zombie leads” but also provides a bit of insights as it relates to the cure. Meaning, how you can take these zombie leads and start to turn them into qualified leads that can be pushed down your sales funnel.

Here’s how you can fend off those Zombie leads:

Social Media Leads Infographic

How to Cultivate Leads from Social Media into Sales

Traditionally, lead nurturing has been seen as a process between a salesman and a prospect. It has been an ongoing process of phone calls and direct mail pieces. Over time, lead nurturing became exclusively connected to email-driven campaigns. Today however, the landscape has shifted and email, phone calls and direct mail are no longer the only opportunities that exist for lead nurturing.

Today, consumers are turning to social media for product recommendations, feedback, reviews and brand connections. As the general public becomes more reliant on social media to build loyal connections with people and brands alike, businesses need to integrate lead nurturing and social media to build stronger relationships with potential customers.

According to a ATYM Market Research study, of the 2,000 internet users in the US surveyed, 85% are on Facebook and 49% have a Twitter account with most of them visiting these sites on a daily basis. This research also revealed that social media and purchase decisions are closely linked – with prospects being 71% more likely to purchase a product if they’ve been referred directly through social media.

So how can you build stronger relationships with your leads through social media? Here are three ways you can make that happen:

Be human, have conversations
When a brand is nurturing their relationship with a lead through social media it becomes important to remember that the person on the other side of the computer is a human not a number or twitter handle. Your customers, followers, and the lead you’re pursuing need to be approached like you would want to be approached online. Thus, it’s important to approach these relationships as if you are connecting face-to-face and put time and effort into developing a human connection.

Don’t focus on yourself; focus on what’s important to them. Don’t be afraid to avoid talking about your product and instead discuss personal interests. Avoid corporate speak and spark conversations by humanizing your brand and presenting a personality. But be sincere and steer away from trying to sell them. This will help build trust and relationships that can be leveraged into sales.

Connect on other social networks
It’s easier than ever to find online information about someone than ever before. Once you have identified a lead, connect with them across a variety of social networks to allow your brand to stay top of mind and nurture your relationship. Most people have a presence on more than one social platform such as a Twitter account, LinkedIn profile, Facebook, Quora and Google+ accounts.

Building a lasting relationship with a potential lead requires you to also have a presence across various social networks. The key to engaging potential leads is to reach them with the same and/or similar messages in the many online spaces where they regularly interact.

While you’re there, engage! Mention people in your blog, re-tweet them, comment on their blog postings, “like” and “share” their content. And if you want to understand them, go hang out where they do, such as in LinkedIn Groups and Quora.

Efforts like these are more challenging for businesses that operate in high volume, low margin industries but for those in low volume, high margin industries; these efforts and knowledge can provide you with a real competitive advantage.

Share the Right Content With the Right People
With 30 billion pieces of content shared on Facebook per month and another 60 million tweets posted daily, now more than ever people are bombarded with content online. It’s important that your business recognizes the role content plays in the customer context and ensure that the content you’re developing and delivering is content that they will find valuable.

Their various streams of news and updates are consistently populated with ideas, opinions and messages. As a result, consumers are filtering out everything that isn’t relevant to them. If your content is not relevant it will be ignored.

Relevant content is the muscle behind lead nurturing success.

Identifying the right content isn’t difficult. Start by listening – is there a problem or concern that you can solve? What is the sentiment of the conversation? Is there a need that you can satisfy? From there, create content that fills this pain point.

Once you have an understanding of the situation, deliver content that has value and is relevant to the specific lead. But remember, what’s valuable to one potential customer may not be to another. Ensure that your messages are specific to the need of each lead and treat each relationship uniquely.

Five Effective Ways to Make Sales & Social Media Align

Over the last couple years it appears that everyone is talking about how to use social media to generate sales. Ultimately, the discussion comes down to “Can activity on social media be translated to actual revenue?” Simply put, yes. Social media can result in revenue for your business but it’s not as simple as turning on an account and sending out a few messages. The trick is to overcome the vanity metrics like number of followers and likes and focus on what actions translate into sales.

Here are a few ways that you can ensure that social media and sales are aligned and ultimately working together to achieve an increase in revenue & profits:

Develop a Lead Treasure Chest
Your treasure chest should include everything you need from a content perspective to close a sale. It’s not as simple as creating a few case studies and calling it a day either. You need to develop a wide variety of tools, tactics and pieces of content that can help your sales & social media team get closer to conversion. For example: Guides on how to use your product, success stories, email newsletters, niche landing pages, in-person events and audience relevant blog posts, all establishes credibility and helps customers find what they need.

Identify Success stories of Cold Leads
Some leads are better than others. They have a high probability to be closed and take less time to get from prospect to customer. For that reason, the industry tends to place a lot more emphasis and focus on generating warm leads instead of cold ones. These leads are great but social media presents businesses with an opportunity to turn cold leads warm quite quickly. Sales and social media must work together to identify how they have converting cold leads in the past and build a sales funnel that will increase their chances to convert.

Analyze Your Social Media Efforts
At the end of every quarter you should be looking closely at the results of your efforts. You need to be looking not only at the number of visits to your site and number of followers you have on twitter but also track where your new customers came from. Identify what channels are the most effective and see what type of process is leading to the success stories and what are leading to failures. Focusing on metrics is important if you’re focused on the right type.

Show Sales the Return on Social Media
While it’s common thinking among those who live and breathe social media that it can result in revenue; the folks leading sales aren’t always convinced. Thus, it’s important that the folks managing social media  on behalf of your brand communicate with sales to see the results. Whether that’s sharing an excel sheet with the leads that came in through the blog or the contact info for someone inquiring about a product on Twitter; anything you can show to validate the worth of social media internally is a great way to get everyone on the same page.

Clearly Identify a Sales/Social Media Strategy
If you’re still struggling to integrate social media and sales, it’s not the channel that is often to blame, but the strategy you’ve developed or haven’t developed. If you want to convert prospects on Facebook, LinkedIn, Twitter, Quora, Linkedin or any other social channel, you have to drive likely prospects and customers there with compelling content & items worth talking about. From there, you have to give them an opportunity and reason to convert. If you can do that, sales and social media will not align but also result in success.