Every month, I speak to at least 3 or 4 sales professionals. I keep a strong circle of sales people around me in order to keep my own sales skills sharp. Lately, the conversations are going like this, “Rod, I have annihilated the list my boss gave me, I’ve called the entire Miami C-suite, and out of the thousands of leads in our database, a few turned into customers. I pound the phones daily but there has to be an easier way!”
Why HubSpot CRM?
During my career as an entreprenuer there have been a few moments where software changed the way I conduct business. One of those moments is when the HubSpot CRM was announced at Inbound 14. I immediately became enamored with a software that promised to make my life (the life of a salesman) much easier. Prior to using the Hubspot CRM I was a power user of Infusionsoft, before that it was Salesforce, and before that it was Leads360.
If your mind stops working the minute you think about writing a blog, you’re not alone. According to the Content Marketing Institute, thirty-six percent of marketers say producing engaging content is their biggest challenge.
Happy New Year!
This is a big year for us at Rizen. We are proud to bring on some of the worlds best talent to our team.
This month we are proud to announce Klaus Rivera as our Inbound Marketing Strategist.
Once upon a time, marketing departments and sales departments worked in separate areas of the corporate spectrum. Sales hit the ground running and interacted with prospects on a daily basis. Often times, the relationships built with prospects did not translate into useful knowledge for the marketing department. Meanwhile, the marketing department would spend countless hours researching prospect demographics, client feedback and market reports in an effort to develop sales enabling collateral. Communication between the two groups was minimal, resulting in a less than optimal revenue growth practice.
Inbound Marketing: Getting Started
In today’s digital age, “traditional” methods of marketing, like direct mail and cold calls, have become null and void. And as competition in the marketplace gets more savvy, it’s not enough to just sit around and wait for business to grow. Thankfully, more direct efforts (ahem… “inbound marketing”), allow businesses to target the customers they actually want and need – and as a result, be proactive about their own success.
If You Build It They Might NOT Come.
It is just a plain fact of doing business today that everyone needs to promote their business with a website. So you go full-steam ahead and invest time and money creating what you think is a great website. You move forwards with dreams and visions that this website will attract large numbers of traffic that will in turn convert over to more sales and profit. But wait! What if this is not the case and you are not seeing a return on your advertising dollars because writing ppc ads for your AdWords campaign is difficult?
I often meet with CEO's of managed service businesses. From those meetings I have learned a great deal about their business, the way they see themselves, the way they want to be seen by their customers, and the way their prospects see them. The thing that stands out the most to me is how many similarities these businesses have; there is very little differentiation between them. In fact, many use the same content as their competitors; content that is syndicated to 500 similar businesses is useless. Even their websites are templated with the same color schemes (usually blue highlights with a white background). Some expert decided that it was the best color for MSPs so everyone joined in. Where are the outliers? The masters of the cutting edge of technology? Where are the thought leaders?
As a leader of an MSP business, keeping track of the progress of your sales leads lets you see if your business development techniques are working effectively. If they are not, you need to look at which steps in your process you can adjust to bring things back on track. Monitoring sales interactions with clients is valuable, as it helps you find patterns that encourage better lead conversion. However, taking notes manually on each client can eat up a lot of time. The solution to collecting this data is to use a CRM system to do the heavy lifting for you. A CRM system can track this information automatically, allowing your sales representatives to keep their focus on the customer. The system collects information in the background, and gives you a complete trail of the interaction from start to finish.