The Thomas Blog

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Sales

8 Books Every Salesperson Should Read

It doesn’t matter if your sales team is converting leads at a record rate or struggling to meet quotas — there’s always room for improvement. People at every level of your team from directors and managers to consultants and representatives can benefit from new insight and perspective.

There are so many great resources available for sales folks these days: webinars, podcasts, eBooks, white papers, and conferences (click here for those resources!) but I’ve gained so much knowledge by reading plain old books. Take a look at some of my favorites below:  

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Sales

6 Ways To Turn A Lead Into A Customer

You worked hard to market your capabilities and nurture your prospects. Now your sales team has a healthy list of leads. However, research shows that 40-50% of these leads are ignored and never followed up on, which can add up to a lot of lost revenue for your business.

Developing an effective lead follow-up process can ensure that you don’t leave potential opportunities on the table. Here are the strategies that should be a part of your process.

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Sales

MQLs Vs. SQLs: What's The Difference

Studies show that 68% of B2B marketers struggle with generating quality leads. And lead generation strategies are successful for only 13% of marketers in the space.

All in all, only a mere 5% to 10% of B2B leads actually turn into paying customers. So what can be done to boost these numbers?

First, industrial marketers must understand that not all leads are created equal — and the industrial buyer's journey is actually pretty complicated. 

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Social Media

4 Steps to Expanding Your Industrial Network on LinkedIn

Chances are you’re already using LinkedIn to keep an up-to-date roster of contacts, check out what connections are up to, scout out potential hires, and send messages.

This powerful tool serves as much more than a social network or recruiting outlet, though — it can play a major role in generating leads and sales for your industrial company.

There are a few steps for you to benefit from using LinkedIn to connect with people in their industry, so we wanted to lay out a few tips on how to get started. 

(We do want to note that although there's a paid version of LinkedIn known as LinkedIn Sales Navigator, we know you’re as budget-conscious as you are business-savvy, so we’ll be solely focusing on harnessing the power of free LinkedIn in this post.)

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Social Media

6 Social Selling Tips: For Sellers In Manufacturing

Facebook? Check. Twitter? Check. LinkedIn? Check.

If you’ve already put in the work of building out profiles on these major social media platforms and have gained some followers, you’re off to a great start. But even more important than gaining followers, of course, is gaining customers — and simply having a social media presence isn’t enough to reliably convert connections into leads.

Below, we’ve outlined six tips to remember when developing and optimizing your social media marketing strategy. These tips will help you to better leverage your professional online brand to create more relationships with buyers through social media interactions — the process known as social selling. Here's how you can keep your social selling on point.

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