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5 Ways to Build Trust with Your Prospects

Posted by Dean Moothart

May 8, 2020

An unknown philosopher once said, “The pursuit of earning trust, not greed, will bring success.” Salespeople who focus on the opportunity, the deal, and the revenue when engaging a prospect often find success elusive. However, success often comes easier to the salesperson who focuses more on earning the trust of their prospect more than earning their next commission check. 

When the prospect trusts the salesperson, barriers are eliminated. Trust leads to open and transparent discussions about real business problems the prospect is experiencing and the impact those problems are having on the business. Only then can real solutions be explored. Effective selling starts with effective problem-solving, and effective problem-solving is built on a foundation of trust. Below are ways to build a solid foundation of trust.      

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Topics: business relationships, inbound marketing, prospecting

Living in an Age of the Empowered Buyer Requires a Fresh Approach to Prospecting

Posted by Dean Moothart

July 26, 2019

Outbound prospecting for new business has always been a bit of a numbers game. Years ago, when I first started as a Sales Development Rep, the formula was simple. If you made 100 phone calls, you could expect 10 appointments, and at least 1 of those prospects would turn into a client. The numbers would vary from industry to industry and market to market, but that was the standard everyone was shooting for.

Outbound prospecting is still a numbers game today. Unfortunately, the numbers are just a lot bigger. It requires more phone calls and more emails than ever before to get fewer responses, fewer appointments, and fewer clients. Why is it so hard? What’s changed?

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Topics: lead generation, inbound marketing, prospecting

How To Embed Personalized Video Into Your Hubspot Sales Emails

Posted by Shaye Smith

November 15, 2018

Recently, I shared a post explaining how to send videos via email. Due to spam, security, and email hosting features, many email clients do not allow video embeds directly into emails, so with a few easy steps, marketers and salespeople can send video via email, just not with an actual embed. If you are a Hubspot Sales user at the Professional or Enterprise level, I have good news! Not long ago, Hubspot announced a feature that enables salespeople (or any Hubspot user communicating with a contact through the CRM) to embed videos directly into their 1:1 emails! 

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Topics: video, sales strategy, marketing strategy, prospecting, account based marketing

Can I Embed a Video in an Email?

Posted by Shaye Smith

November 13, 2018

This question is asked a lot. And you'd think with it being almost 2019, the technology would allow for this to be a normal practice. But it's not. Due to security, spam, and varying features across email clients, most email clients do not support this feature, so it's recommended that you insert a thumbnail or gif of your video and link to a landing page that the video is hosted on. 

How To Send a Video Via Email:

  1. Save the video to a video hosting site.
  2. Optimize the video on the hosting site.
  3. Save an image or screenshot as the custom thumbnail.
  4. Insert an image or gif that matches the custom thumbnail into your email body.
  5. Link the image in the email body to the video. 

Below, are some details and further explanation on how to send a video via email.

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Topics: video, inbound marketing, marketing strategy, prospecting, inbound sales

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