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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. 

9 Tips for Developing Your 2017 Sales and Marketing Strategy

September 29, 2016 by The Whole Brain Group
Found in: Inbound Marketing, Sales & Marketing

closeup of chess pieces on a chess board

You want a strong start to 2017. Awesome! But if you want to see greater marketing results next year, you'll need to use the remaining time in 2016 to set the stage for January 1st.

The best way to start the year off right is to gather your sales and marketing team together for a series of planning sessions to get everyone aligned and headed in the same direction. Follow these steps to learn from the past, dream big, and put together a sensible plan for achieving your goals in 2017!

Our Favorite HubSpot Tools: The Meetings Tool

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

 wbg-favorite-hubspot-tools-meetings-tool.jpg

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.

How to Measure Your Sales and Marketing Alignment Success

July 27, 2016 by The Whole Brain Group
Found in: Inbound Marketing, Sales & Marketing, Analytics

tape measure, for measuring your sales and marketing alignment success 

So you’ve aligned the efforts of your sales and marketing teams. You're on the same page and both teams know your target. But how do you know when you've successfully hit it?

The end goal is to generate more revenue through sales, so most people look at the bottom line stat: how many sales did we win in the last month/quarter/year? But the bottom line doesn't tell you where your problems lie or what you need to do to improve your sales. You're looking at the wrong numbers.