There is a resource available for companies looking to improve their lead generation without investing excessive amounts of money. Yet a remarkable number of businesses underutilize it, if they realize the value at all.
Having just gotten home from HubSpot’s INBOUND 2017, I’m full of energy, the latest inbound marketing insights, trends, and eagerness to start using all their new products. Instead of overwhelming you, I’m just going to share what I think is my most powerful takeaway, HubSpot’s new Content Strategy tool. It’s available now to all Marketing basic, professional and enterprise customers.
As I am sitting here at HubSpot's INBOUND17 Conference, I realized in talking with a number of different sales and marketers, many of you are struggling with the right way to follow up with inbound leads. That's a major issue! You’ve worked hard putting together content that you felt your buyer persona would find interesting, valuable and want to download. Then call you craving more information and be ready to buy. Unfortunately, although this does happen occasionally, that is certainly rare behavior and not the norm.
So what do you do when a prospect downloads some of your content?
First, you need to understand that while the prospect has just become a lead, all leads are not the same. Just because someone found a white paper, checklist, etc. worth downloading does mean they’re sales qualified. Too often we have clients that want to start selling as soon as a prospect hits their landing page and downloads content.
With that approach, a majority of those follow up calls do not go well. Then they come to us with their dejected sales frowns claiming the “lead is no good”! The lead may not ready to buy, but the LEAD IS STILL GOOD!
Let’s look at a more effective way to follow up with your inbound leads.
11 reasons why every sales team needs the NEW HubSpot Sales Pro
With the popularity and necessity on the rise for successful Sales Development Representatives (SDR) and Departments, being a former SDR I thought I’d give you a sneak peek of what the day-to-day of an SDR looks like. First, props to all the Sales Development Reps out there! It’s a very tough job that doesn’t get the praise and acknowledgement it deserves.
Briefly, why has the SDR role become so vital to company’s sales success? They are the lead gen engine for their pipelines. They also play a key role in Marketing’s effort of inbound leads (a SDR’s best friend by the way). In addition, they create alignment between Sales and Marketing.
Sales and marketing have long been at odds with one another in organizations across the world. But it doesn’t have to be that way. In fact, this tension and disconnect that exists between these two vital teams can actually lead to inefficiencies and lost business opportunities. That’s why smarketing is so important.
Smarketing is the process of aligning your sales and marketing teams around common organizational goals that focus on improving revenue. It is important for sales and marketing teams to work together if your company wants to achieve your overall business goals. Below, we’ll dive a little deeper into why this alignment between sales and marketing is essential to success and give an overview of some best practices that your company can adopt to promote smarketing across your organization.
When the average person thinks about the sales process, they picture a hard-core sales person cramming their product or service down an unwilling buyer's throat. If you are in the selling business, you know that in most scenarios, that's not the case.
While there are sales people and cold-calling and other components present in today's selling process, there are other, more strategic ways of accessing buyers and landing new, profitable business. We are talking about inbound sales as opposed to outbound sales. Both have merit and can produce results, but they are completely different animals.
Sales is a challenging field. Only those who are determined, persistent and consistent survive and thrive in such a demanding, high-pressure role. The highest-performers understand they must adapt to changing environments and continue to learn ways to stay ahead of the competition.
We have seen it happen hundreds of times: a business owner comes to us for advice when they discover that trying to solve one marketing challenge ends up hitting brick walls due to a tangled spiderweb of systems or spreadsheets. Sometimes the problem involves attempting to get more people through a lead generation form, and sometimes the problem is the lack of a CRM tool for unified contact management. So often, business systems grow organically as user needs grow, but when do you stop and take the time to evaluate your marketing stack? Fortunately, HubSpot has created a free solution that leverages HubSpot CRM, HubSpot Marketing, and HubSpot Sales to keep your organization moving forward quickly. Here’s 7 ways you can leverage the new HubSpot Growth Stack to supercharge your business results.
No self-respecting sales development rep (SDR) has ever said, “I have enough business.” Even those crushing their sales goals crave more, and it would be nice if it came faster and easier than most deals do.