EP.15) How to Implement an Outbound Sales Strategy with Skip Miller

Posted by Josh Paul on Nov 3, 2020 10:00:06 AM

Companies of all types have been placing a heavy emphasis on inbound lead strategies for the past few years. While some may argue inbound is the key to sustainable sales success, others point to the lack of control of your pipeline.

Many sales leaders wonder if the inbound mentality is creating a culture of less-effective salespeople who can only close leads that are served to them on a silver platter. For the long-term success of your company and its salespeople, is outbound sales the real game changer? 

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Topics: Sales, Sales and Marketing Alignment, Modern Sales Management Podcast

The Key to Creating HubSpot Reports and Dashboards

Posted by Josh Paul on Oct 28, 2020 4:58:21 PM

Data analytics is a key business tool that helps successful companies plan growth, execute strategies, and make the right adjustments along the way. According to Insights2020 research, nearly 70% of executives working with “overperforming” companies attributed the corporate success to interpreting and acting on disparate chunks of data.

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Topics: CRM, Lead Management, HubSpot Reporting and Analytics

Creating a Standout Payment and Checkout Experience Using HubSpot and Spiffy [Video]

Posted by April Crisnaire on Oct 23, 2020 11:32:51 AM

Millions of companies spend billions of dollars each year designing and optimizing ecommerce websites that attract their target customers and help them fall in love with their products and/or services.

Oftentimes, however, love turns to frustration when it’s time for the customer to make a purchase and submit their online payment using the website’s checkout process. This means big dollars are slipping through the fingers of your business.

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Topics: HubSpot, Customer Experience, Sales Automation

EP. 14) Sales Enablement in 2021: The #1 Skill Every Salesperson Needs With Andy Paul

Posted by Josh Paul on Oct 13, 2020 11:57:35 AM

Sales enablement is a term that is gaining traction in the corporate world and its definition varies greatly depending on who you ask. 

To some, sales enablement means content management. To others, it means sales rep training or coaching. Some would venture even deeper into the concept of sales enablement and say it’s not a business strategy, but instead, a company vision.

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Topics: Sales, Sales Efficiency, Modern Sales Management Podcast

EP. 13) How to Communicate Your Value Prop to Your Sales Team So It Sticks With Angela Rakis

Posted by Josh Paul on Oct 6, 2020 9:19:27 AM

Most CEOs have a vision or value proposition that is the backbone of their company and corporate strategies. Quite frequently, however, that value proposition isn’t communicated to or followed by the sales team (and other important departments).

Value proposition misalignment and confusion can wreak havoc on your growth plan as departments market to the wrong customers, work towards different goals, and use the wrong tools and messaging to sell products and services that they don’t fully understand. 

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Topics: Sales Process, Revenue Operations, Modern Sales Management Podcast

Four Ways to Keep Your HubSpot CRM Data Squeaky Clean

Posted by Cally Kobza on Oct 1, 2020 1:41:06 PM

When it comes to data and CRM upkeep, businesses often struggle to identify errors, create processes, and get their team on track. In fact, according to Bdaily News, “the average professional looking at data does not understand how that data got there, when it is useful, and what state it is in.”

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Topics: HubSpot, CRM, Revenue Operations

EP. 12) How to Prioritize Sales Rep Development on Busy Sales Teams With Chris Jordan

Posted by Josh Paul on Sep 29, 2020 10:35:58 AM

Being a successful salesperson doesn’t necessarily mean you’ll make a great sales manager. After all, the customer-centric skill set that helps you close deals is much different than the team-focused skills needed to coach, motivate, and inspire a diverse group of salespeople. 

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Topics: Sales, Sales Efficiency, Modern Sales Management Podcast

18 Ways to Boost Sales Productivity

Posted by Josh Paul on Sep 24, 2020 11:43:18 AM

According to HubSpot research, the average salesperson only spends about one-third of their day selling. The rest of their day is spent on non-revenue generating activities such as writing emails, entering data, prospecting and researching calls, going to meetings, and other administrative tasks. 

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Topics: Productivity, Sales, Sales Efficiency

EP. 11) How to Diagnose Your Sales Team’s Performance Problems With Charlene DeCesare

Posted by Josh Paul on Sep 22, 2020 10:57:54 AM

As a sales manager, you know it's easy to get overwhelmed - even when your team is performing well. However, the weight of all of the data and all of those starting points grows exponentially when you have to evaluate and resolve a dip in sales. 

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Topics: sales content, Modern Sales Management Podcast, Sales Messaging

Guide to the Modern Sales Management Podcast [Episodes 1-10]

Posted by Josh Paul on Sep 16, 2020 6:40:13 PM

To sell is human. To run a sales team is not.

Leading a sales organization - where everyone has the tools, support, and clarity they need to turn leads into opportunities and opportunities into closed sales - takes a completely different skill set, mindset, and discipline than caring a bag.

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Topics: Company News, Modern Sales Management Podcast