Inbound Marketing Blog

The IMPACT Blog

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

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Sales

Preparing for the First Sales Call: What to Do Before, During, & After

By: Steve Bookbinder
March 15th, 2017

In today’s world, prospecting for new business, generating quality leads, and securing first meetings are becoming more challenging by the day. In fact, HubSpot has gathered many deep insights into the challenges salespeople experience throughout their sales process:

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Sales

The 7 Prospecting Tactics That Quadrupled Our Results

By: Kyle Bento
March 10th, 2017

Prospecting - a word that leaves a bad taste in the mouths of senders and recipients alike. For the recipient, typical prospecting emails are annoying, yet seemingly unavoidable.  From the sender's perspective, sending poorly performing prospecting emails feels like a waste of valuable time. Feelings aside, prospecting can be a pivotal part of getting the most out of your sales and marketing funnel.

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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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Blog Feature

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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Blog Feature

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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