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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. 

Our Favorite HubSpot Tools: The Meetings Tool

July 29, 2016 by The Whole Brain Group
Found in: HubSpot, Sales Enablement, Sales & Marketing

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Are you spending too much time trying to schedule meetings with your contact due to the back-and-forth nature of emails? Good news: scheduling meetings by communicating through a long email thread is now a thing of the past. It’s time to free up more space in your workday for focusing on the needs of your contact instead of administrivia like scheduling.

11 Sales Enablement Stats to Help You Sell More

May 13, 2016 by The Whole Brain Group
Found in: Sales Enablement, Sales & Marketing

11 Sales Enablement Stats To Help You Sell More

Need to improve your sales numbers? If you’re looking for ways to get more leads, you could be wasting your time. Too many sales teams are relying on outdated and inefficient methods to win sales, and finding more leads might be the last thing you need to do.

The #1 Way to Get Better Qualified Leads

April 21, 2016 by The Whole Brain Group
Found in: Inbound Marketing, Lead Generation, Sales Enablement, Sales & Marketing

The #1 Way to Get Better Qualified Leads

Tell me if you’ve heard this before: Your marketing team is fist-bumping all day long because they sent 531 new leads to Sales this month—a new record! Meanwhile, your sales team is shaking their fists all day long because Marketing sent them 531 worthless sales leads this month—a new low.

If that sounds familiar, you’re not alone. On average, only 25% of leads are legitimate and should be sent to the sales team.

The problem often lies in the fact that Sales and Marketing are on different pages and have very different ideas of what a qualified lead looks like. We see this problem a lot, and we use a simple and amazingly effective tool that can start improving the quality of your sales leads right away.

Sales Enablement Article Roundup: Best of the Best

April 13, 2016 by The Whole Brain Group
Found in: Inbound Marketing, Sales Enablement, Sales & Marketing

Sales Enablement Article Roundup: Best Of The Best

Sales enablement has become a hot topic in inbound marketing and sales. Companies everywhere are realizing how critical it is to align sales and marketing teams to create a “smarketing” culture that catapults your effectiveness at generating qualified leads and converting customers for greater-than-ever revenue.

But smarketing is nothing new for inbound marketers that have their sh*t together. In fact, we’ve been writing about aligning your sales and marketing teams for years. Need to get caught up on inbound sales enablement fast? Here’s some of our best content on the topic. Enjoy!