What do we mean by the ‘future of sales’ and what exactly does it look like? Last Tuesday I attended the first SalesTribe meet up in Sydney, hosted at HubSpot (also known as SydSpot) As you may have guessed from the title of this article, it was all about “The Future of Sales”.
A challenge many business owners face when growing their business is how to increase revenue without increasing overheads and reducing profits; in other words how can you do more with less? In fact, sales productivity is the number one challenge for almost two-thirds of B2B organisations. The good news is there are steps you can take to increase your sales productivity. One way is through the use of sales automation. In this article, you will learn five ways you can use sales automation to your advantage to improve productivity and achieve your revenue and profit goals.
Hands up if you’ve ever scratched your head and said, “What on earth are buyer personas and how will they help my business?” I’m going to guess there are a lot of hands raised. If you are familiar with the world of marketing, chances are you’ve stumbled across the term buyer personas. Maybe you know what they are. Maybe you’ve already created one or two. Yet do you understand how buyer personas will help your business? It’s easy to jump on a marketing trend just because everyone else is doing it and is touting how amazing it’s been for their business. However, there’s a difference between doing what everyone else is doing and knowing why you’re doing it and how it will benefit your business. If you can tap into the ‘why’, you’re much more likely to be successful in your marketing endeavours. That’s why this article is dedicated to everyone and anyone who’s heard the term ‘buyer personas’ and is curious about how these fictitious characters will take your business to new heights.
Topics: Buyer Persona
Did you know Google processes over 40,000 search queries every second on average? This is over 3.5 billion searches per day? Google is also the go-to search engine for online shopping, with 81% of online shoppers turning to Google when they’re looking for a new product or service. What does this mean for your business? It means that without some form of presence on Google, your business is not doing nearly as well as it could be. So how can you ensure your organisation has an online presence? You optimise your website content, also known as SEO or ‘Search Engine Optimisation’. SEO may seem overwhelming because its rules and algorithms are constantly changing. The good news? You don’t have to try stay on top of SEO all by yourself, not when you’re using the right tools. HubSpot’s software has an integrated sales and marketing tool to help you stay on top of SEO’s latest and best practices. The purpose of this article is to share with you the importance of SEO, and how HubSpot’s marketing software can help your business get found online.
Did you know that aligning your sales and marketing can help your business become 67% better at closing deals? Or that companies with strong sales and marketing alignment achieve a 20% annual growth rate? There is countless research and data available that shows just how important and beneficial aligning your sales and marketing can be for your organisation, yet only 8% of companies have a strong alignment between their sales and marketing departments. The truth is, there is often a lot of internal miscommunication between sales and marketing, which results in lost leads and a loss of revenue. Yet when marketing and sales are aligned and work together, you’ll not only witness better communication within your organisation, but as data shows, you will also see an increase in sales. When attempting to align your sales and marketing team for the first time, it can be confusing and overwhelming. The purpose of this article is to educate you on the benefits of aligning your sales and marketing teams, and what you need to do to get your teams aligned.
Topics: Marketing and Sales Alignment
Online search has undoubtedly transformed the marketing game. These days, consumers have more information at their fingertips than ever before. It wasn’t that long ago that buyers relied purely on your sales team to learn about your product or service, however, this is no longer the case. Today’s buyers can find everything they need to know about your organisation online, including features, ratings, prices, reviews and competing products or services. It goes without saying that the buying process has completely changed, and the power has shifted from the sales person to the buyer.
Topics: Content Strategy
Buyers today don’t have the time nor the interest to read through lots of information to find what they’re looking for. They expect an experience with your brand that is aligned with what they want. And they want to find that information easily, and quickly.
Salespeople are hired to sell, right? But did you know that the modern sales person spends just a mere 34% of their day actually selling? If salespeople are spending just a third of their day selling, what are they doing the rest of their day? Research shows the majority of a sales person’s day is spent carrying out administrative tasks such as writing emails, data entry, prospecting and scheduling meetings. Sound like a waste of time? That’s because it is.
As we move into the second half of the year, many SMEs are taking the time to reflect on what marketing strategies worked, and what didn’t work for the first half of 2018. If your company is still relying on outdated outbound marketing techniques rather than inbound marketing, there’s never been a better time to make the switch. In HubSpot’s 2018 State of Inbound Report, when asked which marketing tactic provides higher quality leads for the sales team, 59% of respondents said inbound, while only 16% reported outbound. The thing is, outbound marketing works by disrupting buyers. Its relies on cold calls, direct mail and unsegmented emails. On the other hand, inbound marketing works to bring in the right people, people who are actually interested in what you have to sell.
Content marketing is big business for SMEs. Did you know that content marketing generates more than three times as many leads as outbound marketing, and costs 62% less? Content marketing is crucial for organisations who are looking to get more leads, boost sales and grow their business. Whether you’ve already jumped on the content marketing bandwagon or you’re just starting out, it is never a bad idea to revisit your content strategy. The thing about content strategies is that they should be dynamic; they should change and grow as your business changes and grows. If you’ve never created a content strategy template or are looking to update your content strategy template, you’ve come to the right place. In this article, I will be showing you how to create a winning content strategy template that can easily be updated and grow with your organisation.
Topics: Content Strategy