The BLog
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How to Use Trigger Events When Prospecting in Sales
Not all leads are alike. There are leads that sales gets through marketing efforts, leads that are sourced by sales people themselves, leads from trade shows, referral leads, etc. I could go on and on and on about different types of leads. Personally, I don’t care where the lead came from. I care about why this potential lead (company) would be a ...
Read More5 Qualities that Make Today’s Happy and Successful Sales Rep
It is clear to me that I am a different kind of sales rep. It took me a while to realize it but now that I know I am I would love to get people out there who might not have thought sales was for them understanding why it might be. 1. You like to help people. A LOT… In ...
Read More10 Things to Get Your Confidence Level Up in the Sales Process
1. You are smart and you know what you are talking about. Be confident in that and respect yourself because you do know a lot. If you don’t know something ask for help and be direct and open that you don’t know. 2. You are trying to help them. Remind yourself what your job is. If you are in sales ...
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Startup Marketing: Building out a Sustainable Marketing Funnel From the Start
Startups are busy. The people who work at an early stage startup and even a later stage “startup” have a couple things in common. Startups care about building out marketing processes to help them “automate” their marketing. They usually don’t have a ton of marketers on staff to run a highly complex product so they are looking for “easy” ways ...
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Startup Marketing: A Guide to Figuring out Your Marketing and Sales Plans for Growth
At HubSpot I have carved out a little business inside of our business. Overtime in sales here I have learned what makes a good fit for HubSpot (our product) as well as our methodology of inbound marketing and sales. I have found that I enjoy working with startups – early and later stage. The thing startups all have in common ...
Read MoreSo, You Say You Want to Automate Your Marketing Efforts?
A marketer’s day is filled with tasks and steps to complete. Your goals for all of these things you are doing is to help your company: Expand your brand Expand your reach Get people to know about you When I ask marketers what the goals of all of the things they are doing are, they usually give me answers like ...
Read MoreInbound Marketing 101: Dare You to Grow Your Startup Organically
As an early stage startup with a small budget (friends and family) you should be thinking about how to grow your newly formed company organically. There are two ways that you are going to convert visitors on your website into leads which will then hopefully turn into paying customers (if you create great and relevant content). When someone searches keywords ...
Read MoreStart to Blog Before Launching Your Company
The best thing that you can do before you start your company is to create content that your potential and future customers will relate to and want to read about. Once you start to create these wonderful pieces and push them out through means of social media you will gain a following of people who will join you once you start ...
Read MoreA Few of My Favorite Inbound Marketing Concepts Explained with Pictures
Inbound marketing takes content. There is no way around it. If you want to improve your web presence and you want to use your website as a way to generate inbound traffic and leads then you have to create content. I try to put myself in my prospects shoes as much as possible. If I were to be in their ...
Read MoreWhy Helping Men to Understand the Benefits of a Diverse Board of Directors will Help to Get More Women into Board Seats
At our annual marketing conference (Inbound) we had a panel about what it is like to be on a board of directors. In this talk there was a discussion about how to get more women on boards and what it is like to be a woman on a board. Who was on the panel? Stacey Bishop of Scale Venture Partners Lorrie Norrington ...
Read MoreHow to Know as a Prospect and as a Sales Rep that Your Software You are Buying or Selling is the Best Market Fit out of the Competitors
Why do sales reps sell a product to a company that is not a good fit for what their product actually does? I have really started to think about this lately. I really don’t understand these kinds of sales reps. I think it might be one of a few different things happening in these scenarios. 1. The sales rep just ...
Read MoreHey Journalists: Start Writing More Articles about the Women Working in Tech Not at the C or VP Level if You Want to Get More Women in Tech
There are so many blog posts and articles that I see daily on how to get more women working in tech. They are all over. Every major publication, news site, or tech blog now has a section about women. That is great. I think we should keep doing that. But, if we want to expose more women to what it ...
Read MoreRemember that Your Prospect is a Human Being- How to Have a More Human Negotiation in the Sales Process
That last step of a sales process is typically negotiation. If you got to this part in the sales process then you probably are a pretty “human” sales rep anyways. It can be tough to think clearly when you are close to the end of your sales process. It is important to remember that the other person on the other ...
Read MoreInc Magazine 30 Under 30: Windsor Hanger of Her Campus and Morgan First of The Second Glass- 5 HOT Tips for your Venture!
Last week Inc. Magazine released their coveted 30 Under 30 List of America’s Coolest Young Entrepreneurs. The list is chock full of some of our favorites, including three of the hottest companies in Boston. As Inc Magazine puts it, these companies are ones that are bringing innovation to market, building unique brands, nurturing trends, giving back, and making money along the way. ...
Read MoreSales Reps Must Isolate Problems and Solve Them, Especially in the Closing Sequence.
No matter how hard you try. No matter how much effort and work you put into the deal. No matter how much your prospect might like you. No matter how much he or she might trust you in the sales process. No matter how many hours you work. A deal is not won until you have the order in. You ...
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