Inbound Marketing Blog

Sales

Sales & Marketing Alignment Sales

Top 6 Metrics Every Sales Team Should Be Tracking

By: Dakota Hersey on September 21st, 2018

Blog Feature

When it comes to sales reporting, there are an endless number of metrics you can track -- you know this. We're all swimming in an overwhelming sea of data -- all of which has the potential to help you improve your sales process, and then there is an overabundance of tools to make it happen. That's why one of the most pressing issue sales managers face today is setting up their reporting is understanding what will give the greatest amount of insight and take the least amount of effort from the sales team to track. We know from first-hand experience; this is a problem we've had to solve for ourselves.

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Video Marketing Sales

6 Tried-and-True Tactics for Effectively Using Video In Your Sales Connect Calls

By: Myriah Anderson on September 7th, 2018

Blog Feature

I don’t have to tell you that video is all the rage; I’m sure you’ve already gathered that. What I can tell you from first-hand experience, however, is that out of all the teams in your company, your sales team is the one that can benefit the most by using it.

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Sales & Marketing Alignment Sales

5 Lessons Learned From Aligning Marketing & Sales Teams First-Hand

By: Dakota Hersey on August 28th, 2018

Blog Feature

When I started in the marketing industry, I would’ve never guessed I would be anywhere near sales. Sales was intimidating, fast-paced, and frankly just not where I wanted to live. I wanted to be a marketer. It didn’t take long after working with clients to achieve their marketing goals that I learned two things: Marketing can bring in all of the leads in the world, but if they don’t increase the bottom line...it doesn’t matter. The only way to increase the bottom line is to make sure that sales closes the deal, which means sales and marketing have to work together.

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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

8 Powerful Phrases That Increase Your Professional Influence [Infographic]

By: Myriah Anderson on July 21st, 2018

Blog Feature

Can you guess one of the main traits a salesperson has that makes them successful? It’s charisma. Shouldn’t be a shocker, right? Think about the most charismatic person in your life for a second. Chances are you were drawn to them pretty quickly with their infectious personality.

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Sales Productivity

6 Bad Sales Habits Destroying Your Productivity (& What to Do Instead)

By: Steve Bookbinder on July 18th, 2018

Blog Feature

Habits are behaviors that impact the decisions we make about how to spend our time and energy. Many are unconscious. Sales habits are the same. You gain experience and knowledge over time that influences your outlook as well as your ability to effectively manage your pipeline, priorities, and processes. Whether you’re a seasoned seller or a newbie, recognizing your habits, good or bad, is the first step towards understanding why you do certain things while avoiding others.

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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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