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Like most small businesses, we used to get 90% of new clients from referrals. If we had more time, we’d generate leads through inbound marketing. If we had more money, we’d purchase $30,000+ in advertisements or sponsorships. But we had limited time AND money. So we had to come up with a different solution. As a result, we built a follow-up email system -- using the free Email Templates tool from HubSpot Sales -- that generated $100,000 in the past 30 days.
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Businesses are catching on. Those using effective inbound marketing initiatives are producing sales leads and, at the same time, establishing expertise and thought leadership in their specific industry. Those experiencing this success will tell you that it is contagious, but requires the constant sharing of quality content (in most cases, through blog posts), which attracts interested prospects to their companies.
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AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the most well-known -- not to mention oldest -- selling systems. SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. You can use SPIN principles along with your current sales methodology. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into your product’s features.
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As a developer, it’s easy to get caught up in writing good code instead of writing good software. We all love new feature work and the process of creating things, but the reason we show up for work every day is to build a product for our customers. That’s why it’s so important that development and CX work side by side: Without constant communication with the people who are actually talking to your customers, the wrong things get done.
As a developer, it’s easy to get caught up in writing good code instead of writing good software. We all love new feature work and the process of creating things, but the reason we show up for work every day is to build a product for our customers. That’s why it’s so important that development and CX work side by side: Without constant communication with the people who are actually talking to your customers, the wrong things get done.
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Best Electronic Signature Apps. PandaDoc. DocuSign. Adobe Sign. HelloSign. eSignLive. SignNow. SignEasy. RightSignature. KeepSolid Sign. Signable. How much time do you waste signing documents? You format and print off a document, sign it, scan it into your computer, and (usually) reformat it again before sending. As a one-off, this doesn’t sound too bad.
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2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Over the years as a marketer, I’ve noticed a decent amount of animosity directed at marketing teams from sales teams. Maybe it’s because lead gen marketers take too much credit for the deals that the sales team closes. Maybe it’s because the leads coming in from marketing are totally worthless. Whatever the reason, salespeople, I want to tell you something important: Marketing is your wingman.
LinkedIn has become an amazing sales tool -- so much so that InsideSales.com declared, " Cold Calling is Dead, Thanks to LinkedIn." Unfortunately, salespeople have also moved many of their bad habits onto the platform. And I'm not just talking about sending spammy InMails. Salespeople are abusing LinkedIn in many other ways. I'm not the only one noticing this problem.
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There are a few defining moments in the channel lifecycle. Early on those two are recruiting and onboarding. How you effectively manage those two items will directly impact the success of your program. Recruiting is all about bringing partners to the table, and onboarding is all about getting to revenue with them. You must take the time to recruit the right partners for your program, and then take the time to set them up for success.
Entrepreneur Quotes. "Only the paranoid survive." -Andy Grove. "You have to see failure as the beginning and the middle, but never entertain it as an end." -Jessica Herrin. “People are the most important thing. Business model and product will follow if you have the right people.” -Adam Neumann. “Don’t let others convince you that the idea is good when your gut tells you it’s bad.
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Sales Communication Skills. Pay full attention. Practice active listening. Read body language (and control your own). Master the nuance of voice tones. Be empathetic. Understand what's not being said. Speak in specifics. Be a subject matter expert. Be genuinely curious. Don't act like you know everything. Assume good intent. Always be honest. Don't make assumptions.
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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
A long time ago, IBM revolutionized sales with the introduction of BANT. The mantra is familiar to any salesperson: qualify your prospects based on their Budget, Authority, Needs, and Timeline. This used to work well. In a world where prospects didn't know and could not figure out solutions to their own problems via a simple Google search, their favorite blogs, or by posting a question on a social media site, they were reliant on salespeople.
What separates the great companies that we work with? Fundamentally it is associated with good leadership, clear direction and strategic functional alignment.
As a developer, it’s easy to get caught up in writing good code instead of writing good software. We all love new feature work and the process of creating things, but the reason we show up for work every day is to build a product for our customers. That’s why it’s so important that development and CX work side by side: Without constant communication with the people who are actually talking to your customers, the wrong things get done.
Speaker: Susan Spencer, Principal of Spencer Communications
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