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The LeadG2 Blog

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The Benefits of a Defined Sales Process

Posted by Brian Hasenbauer

January 16, 2017

 

As an inbound marketing agency that’s part of a company that has 30 years of sales training experience, we know a lot about sales and the importance of having a defined sales process. That’s one of the reasons we are so excited about what HubSpot is doing in the CRM and sales enablement space. As experts in sales training, we are regularly approached by companies to review their sales processes or to help them develop a sales process in order to generate more leads for their sales teams.

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Topics: Sales, brianhasenbauer, sales process

Engage Your Prospect Like They’re a Human and Not Just an MQL

Posted by Dean Moothart

December 2, 2016

Today’s prospects are more in control of the buying process than ever before. They don’t care about what the next step in your sales process is or even the typical buying journey that your marketing team has spent countless hours researching and mapping.  

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Topics: Sales, sales process, Buyer's Journey, media, deanmoothart, professional services

Four Times an Inbound Lead Should Always Be Passed to Sales

Posted by Dean Moothart

October 12, 2016

The objective of every inbound marketing program is to generate leads and build a consistent sales pipeline. It would be ideal if every lead that was generated was highly qualified and highly motivated. That’s what the sales team is craving, right? If that was the case, then it would make sense that every lead should be handed off to the sales team right away. Unfortunately, the real world is not that straightforward.

While inbound marketing will generate qualified/motivated leads, it will also produce “not-ready-to-buy-yet” leads (Not Ready) and “not-sure-if-this-is-an-opportunity-or-not” leads (Not Sure).  So how should these leads be handled?  Should they be passed to sales too?

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Topics: lead nurturing, Sales, sales process

Experts Agree: It’s Time to Re-Evaluate Your Sales Process

Posted by Dean Moothart

November 13, 2015

The premier thought leaders in business today all seem to agree that the B2B sales paradigm has shifted and sales organizations need to re-evaluate their go-to-market strategies and sales processes if they are to succeed in meeting their growth objectives. Below are links to some recent research I found.

Gartner: "The Future of Sales Is More Digitally Supported, Customer-Focused and Strategically Aligned"

Key Quote: “Business unit and strategy leaders must better enable their sellers with skills that drive customer value. A targeted focus and tighter alignment with digital marketing initiatives and new buyer journeys can create a competitive advantage.” – Tiffani Bova

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Topics: sales process, Buyer's Journey, deanmoothart

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