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4 Ways Power has shifted to the Buyer (and what Sales can do to adapt)

May 16, 2017 by Donna Campbell
Found in: Inbound Sales, Inbound Marketing, Sales & Marketing

Adapting to your buyer

Back in the dark ages (or twenty years ago) buyers relied primarily on sales people, just like you, to answer their questions. They depended on you for information, and if you could convince the buyer that your product could help them, you could close the sale. It was a simpler time. 

How to be successful as a seller-doer without sacrificing billable hours

April 14, 2017 by Ben Jessup
Found in: Inbound Sales, Sales Enablement, Sales & Marketing

busy person multi-taskingFor architecture, engineering, and construction firms, winning business is key. But getting the meeting with the right person and cultivating that relationship over twelve, eighteen, or even THIRTY-SIX months until the request for proposal (or RFP) for the project is released can be nerve wracking and a huge expense of time.

According to SMPS's recent survey titled “Sell. Do. Win Business.,” it is clear the trend in the industry is for more dual role work, or billable staff having additional business development responsibilities. Over the next ten years, the number of seller-doers will drastically increase as the amount of time they will be spending on business development activities rises.

To maintain profitability, seller-doers and business development staff need to be extremely efficient and effective at securing new business from existing and new clients. How do you do it? Here are some helpful tips. 

5 Pitfalls of Inbound Marketing You Could Already Be Heading Towards

February 11, 2016 by The Whole Brain Group
Found in: Inbound Sales, Inbound Marketing, syndication

5 Pitfalls Of Inbound Marketing You Could Already Be Heading Towards

Inbound marketing is an increasingly popular methodology that yields powerful sales and revenue results—in theory. But for some marketers, the actual application of the ideas and concepts fall flat very quickly. What happened?

Inbound marketing can revitalize your company’s success, but it won’t be effective if you don’t follow best practices or implement a smart strategy.

Whether you’re getting started with inbound or have been doing it for some time with unimpressive results, you can start achieving audacious marketing and sales goals by knowing how to avoid these five inbound marketing pitfalls.

Signals from HubSpot: Sales Intelligence for Smarter Prospecting

November 22, 2013 by The Whole Brain Group
Found in: Inbound Sales, Content Marketing, Whole Brain Blog, Marketing Trends, Inbound Marketing, Smart Tools

Introducing Signals by HubSpotIn sales, timing is everything. Not only do you have to find the right prospects who fit your ideal customer profile, but you need to be talking to them when they're ready to buy or have a problem you can help them solve. And you have to catch them at the exact moment when this decision or problem is their top priority, and they've made the time to research a solution or come to a decision. If you contact them at the right time, you're a lifesaver. And if you catch them at the wrong moment - you're just another annoying telemarketer interrupting their day.

Smarketing: 5 Tips for Business Owners

September 25, 2013 by The Whole Brain Group
Found in: Inbound Sales, Whole Brain Blog, Marketing Trends, Inbound Marketing, Sales, Smarketing, Marketing, HubSpot

S is for SmarketingYour sales and marketing teams need to work hand-in-hand to achieve your company’s overall sales and growth goals. When there is harmony between the two, they operate as a one-two-punch, achieving your company’s goals while converting leads to sales. When both teams are working as one, it’s also referred to as smarketing. The Whole Brain Group knows what complications lie ahead for your business if there isn’t a synergy between sales and marketing, which is why we’re sharing these five smarketing tips to help you align your sales and marketing teams, and achieve successful business growth!