The primary goal of lead generation is to engage with as many potential customers as possible to increase odds of closing more deals and increasing revenue. It follows that those potential customers need to be vetted to see if they are well-suited to your manufacturing process or that your product meets their need. And that’s where marketing comes in: identifying who those potential leads are and getting your message to them in a way that resonates.Read More 4 minute read
In past blogs, Marge has described the relationship between inbound and outbound with a marriage metaphor. We know these two can, and indeed must, co-exist. But do they always get along? And even more importantly, do they function effectively together?
As you may have experienced, there can certainly be areas of disconnect between inbound and outbound. Each team is working to create new business opportunities, but from different perspectives. The gap can actually be worsened unless rules of engagement are put in place to manage the process and the pipeline. In some ways, what improves the working relationship between inbound and outbound teams is what professional counselors often recommend for their clients’ interpersonal relationships: mutual communication, listening, and appreciation.
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Sales is strategic – you do things a certain way in a certain order because, based on experience, you know it works. There’s always some room to get creative and be flexible, especially in a world where buyers are often educated about your products and services before you even know who they are. But in general, it helps to come up with stages or steps for your usual sales process that you follow most of the time.Read More 4 minute read
Inside sales is growing in popularity in large and small companies in the B2B sales world. And it has some advantages including reduced travel costs and the ability to make more touches and sales calls in less time. It also meets buyer preferences for fewer meetings or phone calls. According to Hubspot, “And customers don’t want a salesperson to come by unless they conclude that a face-to-face visit is absolutely critical.”Read More 4 minute read
When I heard that I was going to be a sales and marketing intern, I had no idea what to expect. I was very excited yet nervous at the same time. I had always been interested in sales but, to be honest, I had never sold anything. I want to take this time to share the 5 most important things I’ve learned as a sales intern and how they will continue to help me through the rest of my internship and career.
*Image source: http://blog.admissions.illinois.edu/?p=5218Read More 3 minute read
We’ve talked about the importance of using a CRM as a single, central place for:
Research from Capterra indicates that among 500 businesses surveyed, while CRM software is widely adopted among sales teams in general, only about 6 percent of manufacturing companies have adopted it. We think that number should be much higher!Read More 3 minute read
Hint: it’s not as simple as a CRM is for sales and marketing automation is for marketing. Each type of software has some unique features geared toward sales or marketing audiences, but there is also plenty of overlap. There are many options for sales and marketing tech out there with different combinations of features and the ability to customize to meet your needs. Here we will clarify the general differences and similarities.Read More 4 minute read
Editor's note: this blog was originally published in December 2014 and has been revised and updated in May 2020 for accuracy and comprehensiveness.
My last blog discussed the problems that can arise from an inconsistent sales pipeline. I equate it to riding a roller coaster. When sales are going up, all is great! But when sales are going down, you lose your stomach. Not exactly the kind of thrill ride you want for your business!Read More 2 minute read
In sales, knowledge is power. You probably know your products and services inside and out, pricing schedules, your top competitors, your target segments, and the best questions to ask to uncover pain points. But that doesn’t get you far if you’re in the dark about what industrial buyers really want. After all, they’re the ones who will decide if you win the deal.Read More 3 minute read
COVID-19 has presented many obstacles and life-changing behaviors in our daily lives, and yet I am finding some positive effects on our collective business lifestyle. Many of us are experiencing remote work for the first time, and that has presented options and opportunities to hone our communication and organization skills. We’ve all had to be creative and adaptable during these rapidly-changing times, and this has led us to a variety of helpful tools. I anticipate many will retain some of today’s changes into the future, creating new ways of working and making a lasting impact as we move forward.Read More 3 minute read