How to Use Digital Tools for Sales

Our sales tech stack... I get asked no less than 5 times of my suggestions so I'm going to write this here to send people to. 1) Account & Contact Identification (aka the targeting, not the data) - ZoomInfo and Sales Nav 2) Data Source - Phone Ready Leads® data waterfall. 8 or so data sources. Best and most contact data (sub-6% bad data rate compared to average data vendor at 15%) 3) Phone Scoring - Phone Ready Leads® to identify who is high propensity for the phone (aka call only campaign) and low propensity (aka email, social campaign) 4) CRM - Salesforce because of the integrations and reporting 5) Dialer - FrontSpin is by far the most sound dialer in the market... we've custom built inside of it for our workflows, but its great out of the box and has a tight SFDC integration. Number bank, auto rotating numbers, daily spam number scanner, spam remediation process built in. 6) Email - Smartlead although we are considering moving to Instantly.ai simply for the domain and inbox ease of setup. I hate cold email but its a channel. 7) In depth reporting - Google sheets integrated via Make with everything for us to track best day for positive outcome, best time for positive outcome, title analyzer, messaging performance, call outcomes and notes, recordings, etc 8) Script - Google docs using their table of contents to navigate 9) Marketing Automation - ActiveCampaign because its easy That's it. Everyone touting that you need endless tools just doesn't understand that sales comes down to doing the fundamentals (list, message, rep, follow up, timing)... at scale... consistently... over time.

How to use a landing page as a sales enablement one-pager: (especially if you don't have Highspot or fancy tools) Most sales teams rely on PDFs for one-pagers. But there are a few issues with this: - They can get outdated fast - Hard to measure if buyers read them  - No visibility into how internal teams are using it. A SE tool can solve for this (kinda). I remember Highspot being a black hole for teams. A landing page can be a stand-in solve for this. Instead of sending prospects to a static PDF, sales teams can send them to a dedicated, trackable landing page that works as a dynamic one-pager. And take care of all the nonsense above with: - Real-time tracking - Interactive blocks and elements  - A way to share once, and update forever You can even see how internal people are consuming it. We used a ratchet workaround using GA (but can prolly do this with other web analytics tools): 1) Set up an internal traffic segment in GA There might be a better way to do this now but we'd send an email with a cookie for internal employees since we were 100% remote. Then segment based on that cookie. If you're in office, you can just use an IP filter. You can also create segments for existing customers and prospects by passing through info from intent/ABM tools. 2) Set up heatmaps on the page These metrics will help you understand how prospects are engaging: - Time on page - Scroll depth - CTA clicks  - Hover patterns These will help you determine if sales is using it: - Return visits  - Referral sources You can also add a chatbot to the page so the buyers and sales can interact directly. 3) Optimize based on behavior If prospects are dropping off early, simplify. If certain sections get more engagement, emphasize them in sales conversations or highlight on the page. If internal teams aren't using it...now you have data to say no to creating more stuff they won’t use. Bottom line: work smarter, not harder Do more with less (triggereddd) --- PS: This brain dump was brought to you by the product marketing webinar in the Exit Five community this week. I shared this tip in the comments and people liked it. Thought you might too. Not a sponsored post but should be. Follow for more ratchet marketing advice 😂

Digital product sellers on LinkedIn are leaving $40,000 on the table every month. It's a bit sad. Here's the exact fix for that with no steps left out. 1. Target High-Intent Keywords Skip broad, competitive terms. Focus on niche, long-tail keywords that solve specific problems. How to Find Them: Use Ahrefs/SEMRush to filter for low-difficulty keywords with purchase intent. Look for problem-solution based search terms your target audience uses. Examples: Instead of "photo editing app" (too broad), target "photo editing app for food bloggers" or "batch photo editor for real estate listings" Instead of "project management software" (too competitive), target "freelance project management software with client portal" or "personal task management app with calendar sync" Why? These terms show clear intent and bring in visitors actively looking for specific solutions to their problems. 2. Build High-Converting Product Pages Your product pages should connect features to real user needs. Write benefit-focused copy that addresses specific use cases: "Edit 100 photos in 5 minutes" or "Never miss a deadline with smart project alerts" Add social proof: Real user reviews and results-focused case studies Use contextual CTAs: "Start Free Trial" or "Try Free Version" Optimize metadata with clear value propositions: "Photo Batch Editor for Real Estate Pros | [Your Brand]" 3. Publish Educational Content Create how-to guides, beginner resources, and problem-solving posts that bring in the right audience. Interlink content to build authority and include actionable steps. 4. Create Comparison Content Compare your tool to major competitors. Include feature and pricing breakdowns, plus user reviews. 5. Capture Leads with Free Resources Offer templates, guides, or quick tools that solve immediate problems. Use dedicated landing pages to convert visitors into leads. 6. Leverage Seasonal SEO Align content with upcoming trends or holidays. Use Google Trends and publish 4-6 weeks before peak demand. 7. Use Video Content Make quick tutorials, feature demos, and success stories to boost rankings and engagement. 8. Fix Technical SEO Fast Add schema markup, improve mobile speed, and fix broken links. 9. Build Backlinks Strategically Focus on earning links to product and helpful content pages. Aim for “best of” lists and blogger mentions. 10. Retarget Lost Visitors Show targeted offers based on pages viewed. Use email sequences and exit-intent popups. 90-Day Execution Plan Days 1–30: Optimize existing rankings, fix technical issues, start content around key features. Days 31–60: Create comparison pieces, add lead magnets, launch email sequences. Days 61–90: Scale what works, incorporate video, and improve conversion paths. Avoid Common Mistakes Don’t target keywords with no clear intent. Don’t post generic content. Don’t ignore mobile experience or email capture.