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A joke is a great way to kick off a meeting or call, but nothing’s worse than delivering a quip that doesn’t get laughs. That’s why many people sidestep humor in professional situations entirely — too risky.
My interest in smarketing best practices started when our Latin American sales team grew a ton in just a few weeks. Suddenly, communication between Sales and Marketing was much harder to get right. When we were a smaller team, I could meet 1:1 with each salesperson and talk about how we could help generate more (and better) leads … but that wasn’t scalable as we grew.
There’s a really big difference between passing off leads to your sales team, and passing off qualified leads to your sales team.
While a mixed bag of leads will often leave them tied up on calls that won’t translate to much for the business, a list of qualified leads will set them on a path that might actually result in a sale.
What’s the best way to separate the good from the bad?
This post originally appeared on HubSpot’s Sales blog. To read more content like this, subscribe to Sales.
There’s a reason why teachers instruct students to make an outline before they start writing a paper. With a defined outline, writers ensure they address each point in the correct order. Without an outline, writers sometimes forget to include a crucial argument, or construct their paper in an illogical manner.
This post originally appeared on HubSpot’s Sales blog. To read more content like this, subscribe to Sales.
Did you know that Franz Kafka’s “The Metamorphosis” was actually just an allegory for the changing nature of the European sales model in the early 19th century?
Every savvy marketer knows how important it is to track, test, and measure different metrics. It helps you figure out your baseline performance and ensure you’re improving over time.
But it doesn’t make sense for every person on your team to track every single important metric individually. Each different role should be responsible for measuring and analyzing certain metrics over others, and then reporting on them to the rest of the team.
What separates a qualified lead from an unqualified one? That’s the burning question we all have.
We want to make sure we know the key factors that make someone qualified so we can focus on the creating and delivering the right content through the promotional channels that make these most sense. Once we establish that framework, we can then help our sales teams make the most of their time by providing them with the means to prioritize leads.
When most people start implementing inbound marketing, they’re primarily worried about getting enough new leads in the funnel.
But once you have a lot of leads, you need to figure out who’s really interested in your product and who’s just starting to look around.
That’s where lead scoring comes in.
We`ve all been there — stifling a laugh or trying not to look horrified when the CEO puts forth an opinion any modern marketer would find abominable. However, it isn`t necessarily the CEO`s fault. After all, many chief executives simply don’t come from a marketing background, and even if they do, their knowledge is unlikely to be current.Continue Reading
It sounds so promising. Create compelling content (consistently). Share and promote the content. Prospects engage, download stuff and become qualified leads.
Those leads are passed on to the sales team, who instantaneously reach out and are immediately welcomed into the prospect’s world. The meeting quickly turns into a bona fide sales opportunity. Proposals are requested, immediately acted upon and sales are made.
If I’ve learned one thing about companies and organizations that enjoy consistent growth, it’s that they’re maniacal about monitoring their data and numbers. They’re clear on what has to happen to achieve their goals. In contrast, companies that don’t experience consistent, predictable growth also do not have clarity of their funnel metrics.
America’s biggest phobia is the fear of public speaking – 25.3% of people in the US are afraid of speaking in front of large groups of people. This may not sound like too big of a group, but to put it in perspective, the fear of public speaking beat out fear of heights, bugs, snakes, drowning, and blood/needles.Continue Reading
