Sales Enablement: How Marketing and Sales Can Align to Create Synergy

More and more, people are talking about sales enablement. But what is it? While definitions on the web vary, we define sales enablement as those functions and processes that make it easier for sales teams to achieve their objectives. In this post, we’ll explore how to align your marketing and sales departments to improve communication and promote sales enablement, ultimately creating synergy.

One of the most important things that an organization can do for sales enablement is to encourage collaboration between sales and marketing. Say, for example, that several clients mention to a sales representative that product XYZ could be improved in a certain way. If this information goes no farther than the sales rep, valuable insight on how the product could be enhanced is lost. This feedback is very important to the marketing team, but without regular collaboration, oftentimes it doesn’t occur.

Additionally, your sales representatives will find that another benefit of collaboration is preparation. If the marketing team has a major promotion coming down the pipeline, the sales team needs to know about it so reps can be prepared to address customer questions and adjust for the influx in business. Without having a good understanding of the key initiatives that the marketing team is planning, there’s the risk that salespeople will drop the ball. Unfortunately, this means that there’s a good likelihood that the initiatives will be less profitable than anticipated.

By working together, sales and marketing can develop realistic growth objectives, identify their target consumers, share ideas, and discuss strategies for lead generation. To accomplish this, set up meetings on a monthly basis. Develop an agenda that highlights the topics for discussion. Allow members from both teams to discuss their ideas for improving the sales process. The increased engagement between both groups will ultimately be very beneficial to your sales enhancement objectives.

Celebrating 15 years in Business!

Titan List is a full service Advertising and Design agency specializing in Direct Mail, Mortgage Marketing, Search Engine Optimization and Website / Graphic Design. Titan List has been around since 1998, and has a team of highly qualified individuals with experience in the marketing trends that fit your business. Unlike other agencies that source their work out, Titan List & Mailing handles the entire campaign in-house. Looking for a special list of data for your business? We can customize any data list for your company.

7 Marketing Tips You Can Begin Using Immediately

As a busy professional, it can often be difficult to carve out time to work on your marketing initiatives. Fortunately, there are some simple tips that you can start using immediately in your quest to attract new clients. Check out our strategies below:

Follow Up. If you find an article that you think one of your contacts will enjoy, pass it along. Send out cards around the holidays. When it’s been a long time since you’ve spoken to a former client, give him a call. In short, make an effort to keep your name in the forefront of potential customers’ minds.

Ask Questions. When you do meet with potential clients, ask them why they were attracted to your services. Find out their main reason for contacting you, rather than contacting one of your competitors. Use this information to create marketing materials that show why working with you is to people’s benefit.

Visualize a VIP. Imagine that whoever you are interacting with—whether they are attending a meeting in your office or merely calling for more information—deserves red carpet treatment. Ask your office staff to do the same. If you treat every interaction with courtesy and friendliness, people will be more likely to want to work with you.

Spend 20 Minutes. Each day make it your goal to devote 20 minutes to professional improvement. Watch a marketing how-to webinar, catch up on industry news, or listen to a business-related audio book during your daily commute.

Get Involved in Your Community. Consider sponsoring a local event or donating your time for a cause. Not only will you have the opportunity to do good, but you will also build your network and your reputation.

Use Your Business Cards. Leave business cards in locations throughout your community. For example, when you visit your local coffee shop, drop off a few business cards. Similarly, leave them at realtors’ offices. Make sure that your business cards include your website address so people can get information about your services without having to make a phone call. The more you can get your name out there, the more likely you are to pick up new clients.

Make Your Website User-Friendly. By user-friendly, we mean that it should be easy to get in touch with you in multiple ways. Don’t just provide one method to contact you. Instead, make sure that your Contact page offers a phone number, fax number, business address, and a contact form. Some people prefer phone to email—or vice-versa—and this allows you to maximize the chances that someone will make contact.

Titan List is a full service Advertising and Design agency specializing in Direct Mail, Mortgage Marketing, Search Engine Optimization and Website / Graphic Design. Titan List has been around since 1998, and has a team of highly qualified individuals with experience in the marketing trends that fit your business. Unlike other agencies that source their work out, Titan List & Mailing handles the entire campaign in-house. Looking for a special list of data for your business? We can customize any data list for your company

 

4 Tips for Attracting Realtor Agents

According to the National Association of Realtors, a whopping 69% of home buyers ask their real estate agent to recommend a loan officer. And of that number, 36% of home buyers use their agent’s recommendation. As such, it should be a crucial part of your marketing strategy to attract agents; they’re an important source of revenue for mortgage professionals. Our suggestions:

Locate Realtors. Uncertain of how to get started? If you’re trying to identify top Realtors in your neighborhood, a good resource is the Realtor MLS. It identifies the number of homes that an agent sells, as well as their contact information; although you’ll need a Realtor to help you access the database, you’ll be able to glean lots of valuable information. Or, take a look at local real estate magazines and real estate office websites to identify agents with a lot of listings.
Find Out What They Need. Learn more about the biggest hassles that real estate agents face. For instance, check out online forums that agents frequent and get a feel for where their frustrations lie. You want to provide value to agents and one way that you can do that is by helping them to address their problems. Essentially, by making your focus on how you can meet their needs.

Offer a Solution. Most agents have numerous demands on their time and would appreciate help in the areas of marketing and sales. One useful strategy is to show up at an open house and use your phone to record a video of the agent moving through the home, highlighting its features. Don’t forget to have the agent give the address of the home and his contact information. Agents appreciate this help and it really does help them to sell houses. Alternatively, perhaps you have useful marketing templates that you can share with Realtors. Be creative—any help that you can provide in this area will be to your benefit.

Keep the Connection Strong. Even if your agent doesn’t have a deal going, you want to stay in regular contact. On a weekly basis, check in and ask if they have any leads they would like you to follow up on. Keep the relationship warm and friendly—the stronger the connection, the more likely it is that you will get an agent’s referral. Also, strive to make the connection win-win for both of you—if you have leads for the agent, make sure to pass them along.

Titan List is a full service Advertising and Design agency specializing in Direct Mail,Mortgage Marketing, Search Engine Optimization and Website / Graphic Design. Titan List has been around since 1998, and has a team of highly qualified individuals with experience in the marketing trends that fit your business. Unlike other agencies that source their work out, Titan List & Mailing handles the entire campaign in-house. Looking for a special list of data for your business? We can customize any data list for your company.

The Ugly Word: Marketing

Let’s face it. Many people have a negative perception of the word marketing. Oftentimes the connotation is that in marketing, people are subjected to advertising or promotions that are unappealing or not geared toward them. This is particularly the case with mortgage marketing where the implication is often that the content is disingenuous or even impersonal. Yet marketing can be beneficial if it’s done correctly–namely, if it’s personal and geared toward the right audience.

The first issue—creating personal marketing—is something that can be easily done with a little forethought as you design your marketing materials. Obviously, you want to personalize your message. This means that you want to avoid those, “Dear Valued Client,” mailings. Instead, use your client’s first name. Additionally, consider using photos in your marketing materials not only to make them more appealing but also to add a personal touch. And if you have time, include a handwritten note on your direct mailings. For example, “Hope the new house is working out great!” Making a genuine effort to be warm and engaging in your promotional materials will pay dividends when it comes to generating new business.  Promotional marketing can include: direct mail pieces,marketing postcards, social media and branding.

As for gearing your marketing approach toward the right audience, think in terms of market segmentation. For instance, the type of marketing materials that you would send to a potential homeowner would differ from those you might want to send to a past client who you helped to buy a home 2-3 years ago. In the latter case, you might decide to send out a promotional piece mentioning great rates on Home Equity Lines of Credit. This approach is more likely to yield benefits to not only yourself, but also to those who could really use your services.

The important thing to remember as a mortgage marketer is that how you choose to market yourself determines whether the word is “ugly” or not. By focusing on providing personalized, segmented marketing, you can do your part to remove the negative connotations from the word and have people appreciate your promotional efforts.

Titan List is a full service Advertising and Design agency specializing in Direct Mail, Mortgage Marketing, Search Engine Optimization and Website / Graphic Design. Titan List has been around since 1998, and has a team of highly qualified individuals with experience in the marketing trends that fit your business. Unlike other agencies that source their work out, Titan List & Mailing handles the entire campaign in-house. Looking for a special list of data for your business? We can customize any data list for your company.

Using Charm to Win People Over and driving your success rate higher.

What does it take to be successful?  In any business you should always put you’re best foot forward.  In the mortgage business even if you are using mortgage flyers for direct mail purposes,  it is important on how your marketing material reads and what kind of an impression it gives potential clients.  For some people having personal charm is a great way to win people’s trust, however, this may not work for all.

There are a lot of things you could debate, but what about good old charm? The definition of charming is pleasing and delightful. When you think of the people you would most want to work with, would you hope they possess these qualities? Hopefully you are saying yes. Charming people easily engage with others and tend to attract opportunity. For some, this so-called charm comes naturally, while for others, it’s a learned skill. Regardless of whether you think you already exuberant charm or not, we’ve provided you some simple direction to get you going.

Smile. Such a simple gesture can charm people instantly. A grumpy face turns people off or makes you seem unapproachable. When you communicate, be sure to genuinely smile (without over-cheesing it). If you are having a rough day, don’t force the smile, but rather focus on something positive in your day or life so you don’t come off as sad or fake. If you appear happy, others will be happy too.

Dress to Impress. People will instinctively judge you based on your personal appearance, so it’s important to carry some sense of style. Your clothes should be clean, pressed and well groomed. Your hair should also be groomed, nails clean, you get the idea. By paying attention to these details, people will know that you care about the impression you make.

Eye Contact. Whenever someone is communicating with you, you must make eye contact with them. Even if you are busy at your computer, take the time to look up at someone if they approach you. People won’t trust you if they can’t look you in the eyes when talking with you. If you give them the time, they’ll feel important and appreciated, which will speak volumes of you.
Be Clever. Expand your repertoire of knowledge and anecdotes. People love to be around others that make them learn and laugh. You can easily entertain a crowd or small group with some humor and relevant stories. Pay attention to current events or industry information to incorporate into your conversations. People will enjoy your company and appreciate the insight.

Shake Hands. When appropriate, people respond well to physical contact. Upon meeting someone or seeing someone again, make it a point to offer them a firm handshake. If you are traveling internationally, be aware of the cultural differences that exist with a handshake. Physical contact can be interpreted differently, so make sure you understand the customs so you don’t offend anyone.
Show Interest in Others. Take the time to get to know others. Asking about what interests them will make them feel important and appreciated. They will develop respect for you, which could further lead them to become interested in learning more about what you like and do.
Exemplifying charm doesn’t take charm school to accomplish. Just a little practice and common sense will send you on your way to winning more people over.

Titan List is a full service Advertising and Design agency specializing in Direct Mail, Mortgage Marketing, Search Engine Optimization and Website / Graphic Design. Titan List has been around since 1998, and has a team of highly qualified individuals with experience in the marketing trends that fit your business. Unlike other agencies that source their work out, Titan List & Mailing handles the entire campaign in-house. Looking for a special list of data for your business? We can customize any data list for your company.