After recently hitting Elite status, it was only a matter of time until we were on to the next thing. That’s why we’re so excited to announce we’ve acquired Canadian HubSpot agency, Larmahil. From our humble beginnings as a HubSpot Partner in a small office with six people, today we’re expanding...Read More
As important as your marketing and sales teams are when converting leads, your service team is just as crucial to maintaining brand advocates. When they’re solving your customers’ problems and helping them achieve success using your product or service, they’re effectively helping turn customers into a growth engine for your business.
Inbound sales are the perfect type of sale because leads know what they want and they know how to get it because you’ve nurtured them into the right place at the right time. That being said, sometimes it can be difficult for marketing and sales to find true alignment during this process. Finding that alignment is key to producing the most efficiency within your sales process.
Your sales pipeline works by placing your leads, prospects and sales opportunities at different stages of the sales cycle. You then measure their progress as they move through the pipeline stages, from an unqualified lead to a delighted repeat customer. Actually knowing what to do with this information really helps as it’ll determine the actions your sales team should take next.
Enterprise companies usually have so many complex moving pieces involved, such as more tools to manage, more people to coordinate and more campaigns to run. So, it’s not a great idea to add more platforms into the mix and attempt to juggle too many tools at once. That's why HubSpot’s all-in-one enterprise marketing software is ideal for both your sales and marketing teams. So, here are the HubSpot enterprise features you should know about.
Rather than your sales team wasting their time and focusing outwards on prospecting, it makes a lot more sense to look inwards at the wealth of information a CRM like HubSpot can provide. A CRM software enables your sales team to capture, monitor and understand your contacts and effectively close more deals.
Some things are just meant to be together. Peanut butter and jam. Ross and Rachel. Alcohol and bad decisions. Believe it or not, sales and marketing work a lot better when working closely as opposed to independently. One needs the other to succeed and overall, your business benefits greatly when both teams are aligned and working on the same page.
The days of handing out some brochures and flyers might have been simple ways to boost marketing efforts, but they wouldn’t thrive in today’s world. For your sales team to stand any chance of closing the best leads possible, they need to work hand in hand with your marketing team.
Content can make or break your entire sales process and that’s the main culprit of why many sales and marketing teams don’t tend to get along. Content is a crucial part of sales enablement as it’s basically content that enables your sales team to sell better. By equipping them with compelling resources, it can help your sales team increase sales. Here’s why you need sales enablement content and we’ve thrown in some bonus ideas to help you get started too.
Outbound vs inbound sales is probably a bigger battle than Marvel and DC or the Boston Celtics and Los Angeles Lakers, as both sides will tell you that their way of marketing is the ‘right’ way of doing it. Obviously, by now you know what each method of selling is all about and even though it sounds straightforward, both employ different channels and have their own pros and cons.
You’ll already know just how important it is for your sales team to contact the best prospects at the perfect time. Sadly, one problem a lot of sales teams like yours commonly face is that determining who to contact and when to contact them isn’t always an easy job. If you and the rest of your sales team are sick of those sky-high rejection rates, then it’s likely that sales trigger events can help. Here’s what you need to know about them and how they can help you.
Although talk of sales enablement is dominating the inbound marketing world, there’s currently no universally-accepted definition. However, everyone who’s involved in any capacity can agree that it’s all about equipping sales teams with the relevant content and training so that they can not only focus on the better-qualified leads, but also be in a position where they can actually close them.
Through no fault of their own, a lot of sales teams are having to waste valuable time chasing leads that are a terrible fit. All of that time and effort goes to waste, so it’s no surprise if some of the team loses motivation. To create an effective lead qualification process to set up sales teams for plenty of success, it’s important for sales and marketing teams to come together at last.
Sales teams all over the world would be ecstatic if every single lead was created equally. It would be even better if they were all a good fit so they could close them one after another. Sadly, sales teams have become somewhat unproductive because they’re too busy chasing lower-quality leads when they should be focusing on high-quality ones.
Different members of your sales team will want recognition in various ways but one thing they will have in common is the frustration of trying to close leads that turn out to be bad because they’ve probably been targeted too early. Then, that’s where the blame game comes in.
Cold calling is dead. We’ve probably all been on the receiving end of one even to this day and more often than not, we all hang up really quickly. Put yourself in the cold caller’s shoes and just think about how much success you’ll have using outbound methods today.
This blog post was submitted for a HubSpot Impact Award for Sales Enablement. It tells the story of how Digital 22 used HubSpot and Sales Enablement Services to increase a client's turnover from £3.8M to close to £5M. The submission was the quarterly winner for Q4 2018 and the overall Grand Prize winner for 2018.
Barcelona vs. Real Madrid. Boston Red Sox vs. New York Yankees. Baltimore Ravens vs. Pittsburgh Steelers. Sales teams vs. Marketing teams. All vicious rivalries in their own right where they can spend many hours squabbling. An Aberdeen Group study claimed that a highly-aligned organisation achieved an average of 32 percent year-on-year revenue growth while less-aligned competitors saw a seven percent decrease.
You’re probably in the same boat as many other sales managers and sales teams when it comes to the frustrations of selling woes. Losing leads because you forgot to follow-up with them, called leads based on the order they appeared rather than checking who was the best fit and spending too long adding leads to your CRM. It’s not fun and it’s not productive.
Just imagine if all leads were created equal, how simple would our marketing efforts be? Sadly, not every single lead is a quality one and as harsh as it sounds, there are going to be plenty of visitors that come across your website that just won’t be a good fit. If anything, that’s a huge time killer and instead, the focus should be on handing over quality leads to your sales team. This is the important part, though. The best way sales teams can focus on the best leads possible is by lead scoring and it’s something every lead nurturing strategy needs. Here’s how you can set it up for yourself in HubSpot.
When we started Inbound After Hours, we had a chat about all the amazing people we could get on the show. This week we are delighted that the person on the very top of that list is on the show, Rand Fishkin (Founder and Former CEO of Moz). We chatted to Rand at the Inbound conference in Boston and about his experiences selling, and marketing Moz when it was an agency versus now as a SaaS company, why he speaks at events, what the major SEO talking points are today, what's next for Rand and much more.