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South Florida Inbound Sales and Marketing Blog

Top Strategies for Dealing with Rejection in the Sales Process

[fa icon="calendar'] By Karina Tissnes on April 28, 2017

For Hubspot’s 2016 Inbound Sales Day, Hubspot’s Head of Inbound Sales, Michael Pici, interviewed bestselling author Daniel Pink to help viewers maintain a healthy mindset when dealing with rejection in business.

Daniel Pink—Author of ‘Drive: The Surprising Truth About What Motivates Us,' ‘A Whole New Mind,' ‘To Sell is Human’, and more— joined Pici to explain why resilience is the key to coping with and overcoming rejection.

Topics: Inbound Marketing
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How Does Your Company Get the Clients it Needs?

[fa icon="calendar'] By Jennifer Feinberg on April 27, 2017

 

We know who we want our clients to be, but we do not have very many of them today. Can this kind of program work?

A common problem many companies face--whether they are a startup or established business--is gaining more specific clients. Often, they have two or three customers they absolutely love to work with, but 80% of their revenue is coming from customers that are marginal at best. 

Topics: Product/Market Fit
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What ROI Means for Your Marketing Strategy

[fa icon="calendar'] By Olivia Casper on April 26, 2017

Throughout the years, the State of Inbound Report found proving the ROI of marketing activities is a continuous challenge for sales and marketing departments. The report also noticed “measuring and proving ROI impacts the success of a marketing organization and their future budget.”

As of 2016, the challenge of incorporating ROI within a marketing strategy has declined. This reduction in rank means more sales and marketing professionals are not struggling as much as they use to with ROI.

Topics: South Florida Business Owners
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How to Improve Lead Generation from Larger Companies

[fa icon="calendar'] By Jennifer Feinberg on April 25, 2017

In the past, improving leads in a marketer-centric world consisted of making cold calls, sending cold emails, and interrupting people with annoying ads.

There is still a certain amount of this going on today, but if you want your business to be perceived as a helpful subject matter expert or trusted advisor, you must take a client-focused approach— an inbound centric approach.

Topics: South Florida Sales
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What Is Inbound Marketing?

[fa icon="calendar'] By Olivia Casper on April 24, 2017

The ideology behind inbound marketing pertains to not having to compete or fight for potential clients. It's the notion that clients will come to you.

To attract attention to your business, you must create extremely detailed buyer personas and provide content to your prospects that interest them. Developing content that relates to each stage of the buyer's journey is optimal because you will always need content to provide to customers who are farther down the pipeline.

Topics: South Florida Business Owners
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How Technology Has Changed the Buyer's Journey

[fa icon="calendar'] By Karina Tissnes on April 21, 2017

Hubspot’s 2016 Inbound Sales Day featured Sandler Training’s CEO, Dave Mattson, to explain how the buying process has changed throughout the decades. In the video The New Psychology Behind the Sale,” Mattson explained the power shift between buyers and sales personnel.

“Technology has changed everything for us as sellers,” explained Mattson. “We can no longer show up and throw up all of our product knowledge. The psychology behind the sales process and the buying process has changed.”

Topics: Buyer's Journey
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Digital Marketing and the Old School CEO

[fa icon="calendar'] By Jennifer Feinberg on April 20, 2017

It is plain and clear: sales has changed.

Today, the internet affects all aspects of the sales process. Where buyers once relied on businesses to distribute product information, they can now freely access information needed to make an informed purchase decision on their terms--and without a salesperson. 

Topics: Inbound Marketing
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Using CRM Software to Store Leads and Client Data

[fa icon="calendar'] By Olivia Casper on April 19, 2017

Many tools help organize, share, and manage day-to-day operations of businesses, especially marketing and sales efforts. Wouldn’t your work day go much smoother with a properly integrated CRM software in place? Perhaps one that offers the ability to store your leads, customer data, and much more? I am assuming, yes.

Well, the first question is what is CRM software? Then, we will talk about some challenges other business leaders face with their current CRM. Additionally, we will provide you with analytical insights of which systems are most widely used to store leads and customer data.

Topics: South Florida Business Owners
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How Inbound Salespeople Identify Leads

[fa icon="calendar'] By Karina Tissnes on April 18, 2017

 

Inbound sales professionals personalize and modify their strategies to fit their buyer’s context.

Inbound salespeople acknowledge recent changes in the modern buying process. Where prospects once relied on a sales team to provide resources such as product information, company information, and competitor information, the newly empowered buyer can access all this information, and more, thanks to the Internet and its ease of accessibility.

Today, the average prospect is 70% or more into their sales cycle before reaching out to a sales professional. Often, this leaves the sales team scrambling at the last minute to make an impression or forced to compete on price, unable to prove their value in a short amount of time.

Topics: Inbound Sales
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What Is Sales Enablement?

[fa icon="calendar'] By Olivia Casper on April 17, 2017

The definition of sales enablement and who’s responsible for it varies by organization. Every professional or organizational department may look at the concept of enablement in a slightly different way.

Every person whether they hold sales, human resources, or marketing positions may perceive sales enablement to be slightly different.

Topics: South Florida Business Owners
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