Inbound Marketing Blog

Contributor

Sales Career Contributor

3 Big Reasons Your Team Resists Sales Training & How to Overcome

By: Steve Bookbinder on September 25th, 2018

Blog Feature

This study from Duke University found that up to 45% of all our daily behaviors are automatic. In other words, you spend about 1 out of every 2 minutes doing something that you’re not even aware of. This is our brain’s way of saving energy. Now, while saving energy and being efficient is good, there are some things you don’t want to do on autopilot. This can sabotage your chances for learning, growth, and development, all of which we know are integral to improving personally or professionally. Take sales for example. Training is essential to sales success, yet it often gets a bad rep.

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Agency Growth Contributor

Bad Agency Experiences: How to Turn Sales Objection Into Opportunity Part 3 [+Video]

By: Jason Swenk on September 4th, 2018

Blog Feature

Do you want to win more new agency business? Of course you do, but it can be hard when your prospects have already had a negative experience with the competition. In this article and video, I'll teach you how to turn their negative experiences with other agencies into a win for you and yours.

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Social Media Marketing Contributor

The Changing Position of Social Media in 2018: What Does It Mean for Marketers?

By: Eric Siu on September 3rd, 2018

Blog Feature

Marketers have been using social media platforms like Twitter, Instagram, and Facebook to promote their businesses for years now. Social media marketing can work fantastically for some. Take the Pescetarian Kitchen blog, for example, which drove over 15,000 unique visitors from social media in just six months. Sounds great, right? It is --but those case studies are becoming increasingly harder to find.

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Sales Contributor

Your Secret Weapon to Ridiculously Effective Pipeline Management: Inspection Questions

By: Steve Bookbinder on August 16th, 2018

Blog Feature

According to a study conducted by Vantage Point Performance and Sales Management Association, the number one pipeline management best practice that's the greatest indicator of year-over-year revenue growth is a strong, formal sales process. As sales professionals, you know the importance of managing your prospects and pipeline effectively, but, are you leveraging the right process, questions, and best practices needed for it? 44% of executives think their organizations are ineffective at managing their sales pipeline, which not only hurts their bottom line but potential growth opportunities too.

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Sales Contributor

“Let Me Think About It:” How to Turn Sales Objection Into Opportunity Part 2 [+Video]

By: Jason Swenk on August 7th, 2018

Blog Feature

This is the second installment in my series on Agency Sales Objection Handling. If you missed last month’s article, it’s all about how to respond when a new business prospect says “send me more information”... which is super annoying, right? But equally frustrating is when you spend a ton of time winning a new client only to hear them say, "let me think about it."

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Sales Agency Growth Contributor

How to Turn Sales Objection Into Opportunity: Agency Sales Series [+Video]

By: Jason Swenk on July 5th, 2018

Blog Feature

Have you ever felt like your proposal really knocked it out of the park, only to have the prospect put you off? It has happened to all of us at one time or another. (Probably more times than we’d care to admit.) You put a ton of time, energy, and effort into a stellar proposal and then you’re hit with a lackluster response… Something like, “let me talk to my partner” or “let me see if we have the money” or my personal favorite, “send me more information.”   Are these responses put-offs or simply  objections that can be flipped into something positive?

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Sales & Marketing Alignment Contributor

6 Ways Buyer Intent Data Fosters Sales & Marketing Alignment

By: Ed Marsh on June 14th, 2018

Blog Feature

It’s widely accepted that the internet has enabled changes in buyer behaviors which have disrupted traditional marketing and sales approaches.   The exploding universe of sales and MarTech software tools has enabled methodologies like inbound marketing. It’s allowed companies to deliver better experiences to prospects and buyers, but it’s also often created internal friction.

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Content Marketing Off-site Content Marketing Contributor

4 Data-backed Ways to Improve Your Content Pitches from Editors Themselves

By: Kelsey Raymond on June 12th, 2018

Blog Feature

As an inbound marketer today, you’ve likely ensured your company has a website, a blog, an email list, some social media accounts — you know, the basics. You’ve probably also built a dedicated, loyal base of readers, subscribers, and followers, but if you’re not also pitching your content to editors of external publications and earning outside media, you’re really only communicating with people who are already familiar with your brand. 

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