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Mike Broomfield, on 19/04/17 12:40
Times have changed. Today’s buyers are more empowered. Sales no longer controls the flow of information in the buying process - the buyer does. If buyers have a question about a product or service, they can just search online and receive information instantly, privately, and from a variety of sources.
Jack Walden, on 28/02/17 15:32
We have compiled a list of the best product updates of 2017 so far! From free access to a HUGE database of free images to improving the productivity of your sales team with modifications to the CRM system, we’ve got the important stuff covered.
Learn about 60,000 free images for HubSpot users, an update in list segmentation to automate future events, parent-child relationships in HubSpot CRM, Facebook Ads integration and four brand new social reports for your marketing dashboard.
Jack Walden, on 19/01/17 17:43
How do you generate quality leads?
If your first answer is email blasts to purchased lists, cold calling, trade shows, seminars, outsourced telemarketing, or advertising then you are officially an outbound marketer.
Outbound marketing is getting harder. At best response rates are falling, but in many cases calls and emails are simply getting blocked.
Today's savvy buyers know that they can access the information that they need via the internet, so the key to an efficient, cost effective marketing strategy is to incorporate inbound marketing into your operation.
Mike Broomfield, on 16/01/17 11:37
Is "Inbound Sales" just another alternative to Sandler, Holden, Miller-Heiman, SPIN, Value Selling, the Challenger Sale and other sales methodologies? Or is it a new way of thinking?
Or both?
All the aforementioned sales methodologies teach us valuable lessons. They teach how to seek out the "fox" (Holden), to "go for the no" (Sandler) and other techniques for qualifying out time wasters, getting control over the deal and progressing the sale faster than your competitors.
Mike Broomfield, on 21/12/16 17:19
If you find some great content, it's worth sharing! Having read Brian Halligans inspirational blog on things inbound marketers should be considering in 2017, I wanted to share it in its entirety, adding some of my own thoughts.
I was particually struck by Brian's thoughts on supply and demand dynamics. Increased competition means that marketing needs to work harder to engage buyers as earlier as possible which means finding different and more engaging conversion assets ... we are firmly in the "youtube age" and sales leaders need to find ways to make their sales teams more effective to beat the competition, which in some sectors means switching to a inbound sales mindset. If buyers want a self-service experience (self-service research and self-service sales) then as Brian concluded the buying process needs to be automated and for 2017 I predict a surge in companies looking at Sales Enablement as a way to improve sales efficiency.
Enough of me, sit back and enjoy Brian's insight.