Recently, HubSpot unveiled changes to their CRM platform - specifically having to do with tasks and task management. Now, before I start talking about Task Queues, I want to take you back to this light bulb moment I had.

After hearing the announcement, the first thing that came to mind had nothing to do with marketing automation. Instead, it was a brand:

Spotify.

What you may not realize is that, when it comes to the success of sales reps, Spotify and HubSpot CRM Task Queues have much more in common than you might think. Commonalities that can teach us a lot about what it means to enable true sales successes for businesses.

Read More

Share:

Salespeople have enough on their plates in their day-to-day activities without having to worry about their marketing team's content.

According to a 2011 study, less than half of a salesperson's time — only 41 percent — is spent actually selling over the phone or face to face, with the rest divided among lead generation, research, meetings and other activities.

In an ideal world, sales and marketing teams would operate in perfect harmony, each using the other's successes to improve their own performance. In the real world, however, sales teams are often plagued by marketing content problems that stem from miscommunication and misunderstandings, making them less capable and less effective at their jobs.

So where do these problems come from, and what can you do to fix them?

Read More

Share:

It should come as little surprise that you need to handle inbound leads differently than traditional leads. When you connect with inbound leads, you have additional data in front of you: data that tells you what pages they've visited and what files they've downloaded on your website.

Plus, researching their social media accounts can help you fill in the blanks and give you a more complete picture of who your potential customers are and how they match your company's ideal prospect.

Inbound leads have done more than enough to indicate their interest to you, and now it's time for you to return the attention by connecting with them. But what exactly should that connection look like when it comes?

Read More

Share:

Let me address an unfortunate truth: A lot of business owners under-utilize, or worse yet, don't even consult with their sales force when making revenue projections for the next year. Others make a point to include the sales team, but only with a grain of salt and a dose of ersatz enthusiasm.

To a certain extent, I get it: Salespeople want to seem as optimistic as possible and make as much money for the company as they can, so they throw out nice big numbers. But most managers are used to either disregarding or adjusting these figures to remove the estimate's built-in "fluff factor."

On the other hand, sales might suggest a lower, more realistic number based on market trends they encounter every day. Managers might have greater financial goals they expect sales to meet, and might not want to hear about complications they tend to believe either don’t exist or aren’t serious issues.

Ignoring the sales team's input can create even bigger problems for a business. Here's why executives and directors absolutely need to bring salespeople to the table when setting revenue goals for 2017.

Read More

Share:

The Guide to Creating Mind Blowing Content

Let's face it, there is a lot of content out there. How do you get yours to stand out?

Simple, make it mind blowing!

42 pages full of ideas for creating awesome content that converts visitors into leads and leads into customers!

Lead nurturing is a critical skill for any company that hopes to sell its product to new buyers. It's a tricky business that's part art and part science, requiring both the human touch and hard data crunching.

What's worse, lead nurturing requires completely different strategies for inbound and outbound leads, and a poorly executed strategy can be disastrous for the bottom line. To have any chance at successful lead nurturing, your sales and marketing teams need to be on the same page.

But how exactly do they get there, and what's the most crucial piece of lead nurturing advice that you should be giving your sales team?

Read More

Share:

You might find yourself wondering how your marketing and sales teams should interact. After all, these seemingly disparate teams play completely different roles within your organization. While it’s true that sales and marketing have different roles, they do have key similarities you can’t ignore.

Read More

Share:

Regardless of the size of your company or your goals, it’s important to provide the sales reps you have with the tools, processes and technologies they need to be successful - and sales enablement efforts that are approached with this kind of mindset lead to positive revenue outcomes.

Read More

Share:

More often than not, sales people will tell you their function is to sell. Makes sense, right? Well, not so fast. 

If you thought about going up to a person on the street (or to their door for that matter) and pitching them a product, idea or service, you would likely get a lot of dirty looks and hostility. That's because consumers aren't prepared to talk to salespeople as early as they used to be. They want to do research on their own and they want to independently investigate their options before you shove a product or service down their throat (or P!SS them off!) Queue: Inbound selling.

Read More

Share: