CRM, HubSpot, Digital Marketing & Transformation

12 Reasons to Fix Your Sales Qualification Process Today 1. A solid qualification process enables you to spend time with the best prospects As a salesperson, there's truly only one thing that you completely control -- who you spend your time with. Quickly figuring out who has an immediate need for a product or service like yours is critical to spend your limited resource of time wisely. This is a critical and often overlooked part of the sales strategy. How? When you learn to

This means that every interaction a sales rep has with a buyer should invoke some type of emotion. If you're selling a service that protects businesses from risk, you'll want to drum up feelings of security and calm. On the other hand, if your product aims to grow profits exponentially, you'll probably want to inspire excitement and happiness. But how do you know for sure what mood you're creating? Word choice is paramount in sales; however, reps often don't give a second thought to

1. You Stick to a Script Having an outline in front of you while you’re on a call helps you stay focused and remember what you need to cover. The operative word being outlined, If you’re reading word-for-word from a script, you’ll sound rehearsed and robotic and turn buyers off. In addition, you’ll miss valuable opportunities to learn more about your prospect. Take this conversation between a prospect and a salesperson using a script: Rep: “What’s holding you back from hitting your customer retention goal?”

1. Panicking about poor results. Panicking is simply unproductive. It’s easy for reps to feel that if they fumble a call or a demo, the next one has to be great. The prospect feels this pressure too. Remember that panicking won’t win you deals. Focus on the bigger picture and recognise you can take action to reverse a slump. “Keep everything in perspective,” Elijah Condellone, Solutions Director at SIG University, writes on LinkedIn. “Sales giant Jeffrey Gitomer

Are your marketing and sales team working together to create valuable content and move leads down the funnel? Content is all about context, and while marketers can provide the content, they rely heavily on the sales team for context. What are prospects actually asking? What does your sales team need in that final sales presentation? The right content at the right time means better sales, which is why teams need to work together for better sales enablement. How does great content help nurture

The reality is that measurement and tracking is the cornerstone of achieving targets and goals in life and sales targets are no different. In the video below I cover how we used HubSpot Sales Professional and HubSpot CRM to supercharge our sales process and grow our agency revenue

Did you know customer relationship management system (CRM) is the fastest-growing software on the market today? By 2025, revenues in the industry are expected to reach more than $80 billion. A CRM system is crucial when it comes to organising your customer database, across all departments within your company; from marketing, to sales, to services. Any company, small and big, can certainly benefit from an effective CRM, as it tracks and manages the

The sales and marketing 'team' This decision-making period before a salesperson is involved is really the domain of the marketing department. The salesperson that does not understand this will close less, and the marketer that does not understand this can't do her job effectively. Sales and marketing teams need to be aligned to drive the sales process and purchasing decision of a customer from start to finish. At a very broad level, there are two distinct phases in the sales process. 1. The initial phase where marketing attracts, qualifies and nurtures a lead to

Segment your leads Your prospect list can be sliced and diced a number of ways, each one driving critical insights into whether or not they are likely to close. You can segment your leads by their source: leads generated by referral traffic may be more receptive to a phone call than a lead generated by your marketing team’s latest broad-based awareness campaign. You can also segment your leads by the industry vertical, their company size and their role. Salespeople need to find the companies that are best-fit targets for their products or services. This takes the idea of “buyer