Is sales a science?
Chris Smith thinks so. In fact, the idea that there’s a formula for better sales is the basis of his bestselling book, The Conversion Code. In this podcast, Chris talks about his strategies to bridge the gap between marketing and sales for consistently successful conversions and every company’s objective: increased revenue.
As the co-founder of Curaytor, a digital marketing company that specializes in real estate, Chris has firsthand experience with common marketing problems, and he’s worked until he found ways to solve those problems by building teams around the science of sales.
The method is pretty simple.
- Catch quality leads.
- Turning quality leads into quality appointments.
- Turn those quality appointments into sales.
In the book, Chris goes into detail about how to do just that with each step of the process. The best content generates meaningful leads. A sales team with the right outlook turns those leads into real conversations. By hiring employees with an encompassing enthusiasm and positive outlook, sales becomes more natural, owning those quality appointments (usually in the form of a well-timed phone call) happens more seamlessly, and generating solid leads becomes a consistent process of growth.
You’ll Learn About:
- The Black Lab Mindset, an essential outlook for every member of your sales team
- The importance of content that generates both awareness and sales
- Ways to facilitate quality appointments (when to make the phone calls, and how tenacious to be about calling your leads)
- How to equalize the tension between your Marketing and Sales departments
Quotes From This Podcast
“The Conversion Code is about–really there is a science between sales and marketing, and people are winging it.”
“Your metrics that matter are your gut and your growth. Are you growing as an organization in all the numbers that really matter and the amount of customers that are coming on board, and do you feel great about how you’re doing?” [Tweet it]
“Listening is transparent across time and industry. You have to actually listen and find a problem if you’re going to then sell a solution at the highest rate possible…typically bruises are why people buy.” [Tweet it]
“A lot of [improving leads] is being okay, as a marketer, to the boiler room to get some of your marketing ideas from the sales guys.”
For more practical tips and advice from the author of The Conversion Code, invest a few minutes to listen to the full podcast.
5-Star writer Steffani J holds a B.A. in English/Professional Writing and is currently working toward an M.A. in Linguistics. A prolific writer, she has worked as a freelancer for several years and produces blog posts, articles, product descriptions, and more on a wide variety of topics for clients on a regular basis.
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