by SmarkLabs | Mar 10, 2015 | Sales Enablement
At least since our grandfathers, maybe even our great-grandfathers, Sales and Marketing have had a strained relationship…to say the least. The two have been at odds over disagreements about the quality of leads, the number of leads, and the poor use of marketing resources–all ending in the blame game when quotas aren’t met.
But, in the new buying environment that we currently live in, these two have a greater opportunity to work together to achieve Smarketing–the alignment between Sales and Marketing.
First, let’s take a look at how we got here to understand where we’re going. (more…)
by SmarkLabs | Mar 5, 2015 | Sales Enablement
Anyone who has ever prospected the good ‘ol fashioned way knows just how tedious it is. Calling people you don’t know anything about, trying to sell them on your products and services? Sound familiar? What’s worse is that this has happened to us all, so we know how off-putting it can be.
Fortunately, those days are over. The days of cold calling and mass emails are behind us. Inbound selling has enabled us to prospect in new (and more productive) ways. Here’s how.
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by SmarkLabs | Mar 3, 2015 | Sales Enablement
Sales reps don’t have enough hours in the day. Between prospecting, nurturing leads, keeping existing customers happy, and trying to close new deals, there’s just not enough time (or resources) to be great at any one thing. They are often juggling all of these tasks, which is inefficient and can cost growth opportunities.
The answer to the problem? The BDR. The Business Development Rep. (more…)
by SmarkLabs | Feb 24, 2015 | Sales Enablement
Everything is changing. From the way we buy to the way we sell, and everything in between.
We’re living in a revolution, a sales revolution, and it’s time to adapt our strategies. Unlike in the old days, when salespeople served as gatekeepers, tempting potential buyers into conversations with the allure of information, buyers are now hold all of the power. The internet has provided buyers with the opportunity to research every aspect of every product and service on the market—even yours.
And yet, there is still hope. Salespeople are not extinct, and are still imperative to the survival of business. However, they must fill a slightly different role. They must fill the role of the inbound salesperson. (more…)
by SmarkLabs | Feb 13, 2015 | Sales Enablement
In the spirit of Valentine’s Day, a comparison of inbound selling and dating.
You’re probably thinking, how in the world do these two go together? We kind of were at first, too. But then it dawned on us, just as their are many options (or fish in the sea) when dating, so too are there when shopping for products and services to solve our problems. Let’s take a closer look.
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by SmarkLabs | Feb 12, 2015 | Sales Enablement
Sales and Marketing go together like peanut butter and jelly. But try telling them that.
In the current business environment, B2B companies that don’t strongly align their Sales and Marketing efforts suffer the consequences—loss of business and revenue. Because your prospects are more intelligent than you think, and it takes a heck of a lot more effort to win their business today. That’s why Sales and Marketing work together, sharing analytics and strategies, to close more deals and contribute as a team toward revenue growth. (more…)
