Business Growth Blog

Sales

How to Track Prospects Through Sales Funnel Stages

The essential thing sellers and marketers need to know to get results from the campaigns they run every day is what contacts in the sales and marketing database are qualified potential customers. 

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Intro to Creating a Warm Lead Follow-Up Program

Business leaders and sales and marketing teams work hard to find and engage new prospects and keep existing customers happy. Sometimes, teams are so busy creating campaigns and pursuing their top accounts that other highly qualified leads slip through the cracks. Engaging and maintaining contact with warm prospects who need more time or education to make a decision is essential for sales pipeline growth and sustainability.

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How to Use Your Website to Identify Warm Prospects

Technology and data are changing the sales game. Now, you can easily find out which contacts in your database are engaged and what web pages they're reading. This information is a game-changer for helping salespeople frame sales conversations that get results. You can also get a list of prospective companies that are looking at your website.

Coming from an old-school sales background, having access to all of this information still boggles my mind. It's pretty cool! Read more to find out how to identify warm prospects buzzing around your website.

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Using Psychology to Level Up B2B Sales Interviews

Watch this video to learn how to use psychology during sales interviews to uncover sellers who can be successfully coached up to top performers.

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Get a Full View of Target Accounts with OrgChartHub - Super Cool!

I played around with an org chart integration tool (OrgChartHub) for HubSpot CRM, and it’s pretty cool. I believe it would be super valuable for organizations targeting larger accounts with complex sales, or companies with multiple opportunities in different areas. It gives you a great overview of the org structure and who is being worked by sales and engaged by marketing.

Here are some screenshots to show you how it looks in HubSpot. If you want to try it yourself, go to your HubSpot integrations settings and add it. And if you have questions or need assistance, you know where to find us!

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5 Essential CRM Fields to Track Sales and Marketing Growth

Every company must invest some time and money into marketing to get customers. You can’t do business without it. The investment is usually about 7-8% of the projected gross revenue for a small business. How a company uses the money is critical to its success. The ONLY way to know if the investment is getting a return is to collect and track specific sales and marketing data.

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Video Recording Tips to Help you Look Professional and Polished

The video craze that’s taken over society isn’t just for trendy dance moves or epic fails. Recorded media can be used as a sales tool on your website, emails, and social media. The best part is, you can do it yourself with the help of your smartphone camera. By investing some time and patience, you’ll be yelling “action” more often than “cut” as you get more comfortable with the process.

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3 Reasons Why Salespeople Should Start Creating Blog Articles

For the majority of salespeople today, blogging is not a prospecting technique that is on their radar. However, when sales and marketing align around the content strategy, the return on investment goes way up. Here are 3 reasons why sellers should be part of the blogging process, either by helping to craft articles or by guiding the content strategy.

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Easy Blog Ideas for Salespeople

When I talk to salespeople about blogging, I get the same response Bob Wiley gives Anna when asked about going sailing: “I've never blogged before; I don't think I can handle it!” The good news is that even though Bob is terrified, he has a great attitude and is willing to try.

Below are some blog ideas that can get you started. Hopefully, when you write a few of your own posts, you can be as excited about your accomplishment as Bob is about sailing!

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Resource Library for Writing Prospecting Emails

One of the most popular things salespeople search for is information about how to write prospecting emails. And it’s no wonder: figuring out “what to say” to get a prospect interested enough in a conversation is HARD! There are a gazillion templates and ideas available out there to help kick-start your prospecting efforts. I decided to consolidate some of the best resources I’ve seen in one post.

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