Inbound Marketing Blog

The IMPACT Blog

The latest in inbound marketing, sales, design, & conversion rate optimization.

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Strategy | Sales

5 Sales Coaching Strategies to Help Managers Get the Most Out of Their Teams

By: Steve Bookbinder
February 15th, 2017

Great sales managers wear three hats. Most always wear “the administrator” and “the strategist,” but only the best of the best wear “the coach” as well. While the sales manager can never take off the first two hats, they get to choose if and when they wear their coaching hat. It’s when they wear their coaching hat, however, that they see the kind of ongoing improvement only coaching can deliver.

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Sales

How to Build and Maintain Sales Momentum in 3 Easy Steps

By: Steve Bookbinder
January 18th, 2017

What does creating sales momentum really mean? And what can you do, as a sales professional, to build and maintain it daily? For me, it’s helpful to think about building sales momentum by asking myself one question: What can I do today that will land me a new sale one year from now?

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Sales

Keep the Peace: 7 Things Needed in a Service Level Agreement

By: Kyle Bento
January 11th, 2017

Even though sales and marketing are on the same team, sometimes you'd swear they were working for rival companies.   It would be one thing if this lack of unity was just watercooler chat, but the reality is this misalignment limits results. Big time.   Luckily, creating a Service Level Agreement (SLA), or agreed upon terms between teams, is the key to clearing the conflict and amplifying revenue results.

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Sales

A Simple Recipe for Sales Success in the Coming Year

By: Steve Bookbinder
December 21st, 2016

As a sales and marketing professional, you’re probably constantly looking for just the right ingredients to achieve success -- but what does this entail? Are there certain components that every salesperson should include in their formula for success?

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Sales

How to Setup Your Sales Process in a CRM

By: Kyle Bento
December 12th, 2016

Having a CRM that’s fully integrated into your organization's sales process can be one of the most beneficial ways to understand and improve the performance of your marketing and, with all the incredible options on the market for free (or affordable) CRMs, there aren’t too many reasons not to leverage one within your organization.  

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Blog Feature

Sales

Sales and Marketing Alignment vs Sales Enablement: What's the Difference?

By: Kyle Bento
November 30th, 2016

If you’ve been around the inbound marketing community for a while you’ve probably heard the term “sales and marketing.” The concept is a way to make sure those two teams of your organization work and execute around a common goal -- revenue. Now, there’s a new term being thrown around: Sales enablement. If you’re anything like me, you’re probably wondering, “What is sales enablement?” “How is it different from sales and marketing alignment?” and “Why are all these marketers talking about sales?” Well, let’s start at the top.

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Blog Feature

Sales

3 Scary Sales Stories (and The Lessons to Be Learned)

By: Steve Bookbinder
October 19th, 2016

If you work in sales, you’ve undoubtedly made a mistake or had an experience you wish you could forget at some point. Whether it’s accidentally deleting an important document right before a big meeting, not hitting save, or realizing you’ve been calling your prospect by the wrong name the entire meeting, these sales slip-ups can happen at any point and to anyone. As random as they can be, one thing is for sure, these moments will haunt you long after they’ve happened.

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Blog Feature

Strategy | Sales

5 Ways to Boost Revenue While Aligning Marketing and Sales [Infographic]

By: Carolyn Edgecomb
October 13th, 2016

The times are changing! Not only is the age-old rivalry of sales and marketing shifting to one where the two teams work side by side, but the way consumers shop is changing as well. You may have noticed that consumers are spending more time identifying needs and problems, researching products and services, comparing companies and their alternatives, and reading customer reviews than in the past.

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