Partners in Excellence

JUNE 5, 2019

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. Are we better served by changing our model, or are we better off fixing the fundamentals underlying the models we use? Brian addresses four key issues: Displacing the funnel model with the flywheel model. I will focus on B2B.

Top of Funnel 90

Top of Funnel Funnel Lead Rank Commission 90

Partners in Excellence

JUNE 5, 2019

We misunderstand the concept of friction in sales and marketing. But there’s another important aspect of friction that’s absolutely critical and essential to our shared success with our customers. The same thing applies in business, sales and marketing. Selling and marketing cannot be frictionless.

Marketing 59

Marketing Face-to-face Top of Funnel Engineering 59

BuzzBoard

MARCH 29, 2023

With businesses of all sizes are struggling to survive the current shaky economic times, cutting sales and marketing budgets is often the knee-jerk reaction for many. At BuzzBoard we dig deeper to keep up with the revolving and evolving market situations. Here’s more!

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation Targets 52

BuzzBoard

MARCH 29, 2023

With businesses of all sizes are struggling to survive the current shaky economic times, cutting sales and marketing budgets is often the knee-jerk reaction for many. At BuzzBoard we dig deeper to keep up with the revolving and evolving market situations. Here’s more!

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation Targets 52

Partners in Excellence

AUGUST 8, 2022

Friction in customer support, as the article points out, could create difficulty for our customers. But understanding this friction is really important to us, it helps us learn more about our customers, their difficulties, challenges, how we could better serve them. Likewise, we experience friction within our organizations.

Top of Funnel 78

Top of Funnel Funnel Relationals Objections 78

Hubspot Sales

NOVEMBER 20, 2023

Imagine you are the founder and manager of a company that once sold project management software to IT companies, but now, you’re expanding your focus to marketing agencies — specifically catering to internal marketing teams. AI could help write personalized email templates that target the specific role of your target audience.

Industry 95

Industry Top of Funnel Decision Maker Demographics 95

SalesLoft

DECEMBER 1, 2021

One of the biggest challenges for B2B sellers is competing in oversaturated markets. For example, we pulled this compelling stat from a business case we created working with our client FedEx: “ 3M’s implementation of Salesloft in the US and Canada occurred during the pandemic with the inside sales team working remotely.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Hiring 52

Hubspot Sales

APRIL 10, 2020

In today’s market, reviews and word of mouth referrals are the fuel for growth, with 84% of buyers now kick off their buying process with a referral. Mass media taught us to speak to our customers like strangers, often encouraging disjointed messaging that felt impersonal. Using a Flywheel model , you are responsible for everything.

Buyer 126

Buyer Top of Funnel Ideal Customer Profile Inbound 126

Zoominfo

JANUARY 11, 2021

Like the buyer’s journey , which is more flywheel than a traditional funnel, the customer might touch each stage multiple times. The buying process is a collaboration between marketing and sales and for the long-term. And customers continue to evaluate the market for the best product or service. Where will they find your brand?

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Zoominfo

JANUARY 11, 2021

Like the buyer’s journey, which is more flywheel than a traditional funnel, the customer might touch each stage multiple times. The buying process is a collaboration between marketing and sales and for the long-term. And customers continue to evaluate the market for the best product or service. Where will they find your brand?

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Hubspot Sales

APRIL 19, 2019

If we're looking at our outside sales example above, most sales organizations would rather give presentations to non-local prospects over video chat instead of paying for an expensive plane ticket, hotel stay, and per diem for a deal they're not sure they can close. He continues, "Friction kills flywheels.

How To 82

How To Top of Funnel Sales Qualified Lead Hubspot 82

Sales Hacker

DECEMBER 20, 2018

The solution is wrapped up in the Sales Flywheel where the customer experience is at the center. It’s up to us as salespeople to discover our strongest talent and then optimize accordingly. The customer experience is touched by all areas of the business including marketing, sales, client services, and customer service.

Customer 64

Customer Hiring Lead Rank Lead Scoring 64

Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Showpad

APRIL 11, 2022

We rolled out a new buyer-focused, counterintuitive selling model, got our staff to adopt it, and have seen substantial productivity gains. We’ve been lucky to partner with many clients on their sales transformation journeys and benefited from a lot of real-world insight—which we used in our own transformation and are happy to share with you.

SalesForce 52

SalesForce B2B Hiring Case Study 52

Anthony Iannarino

AUGUST 10, 2019

There is little sense of urgency, and much of our actions now show up in mediums like email instead of more powerful—and more useful–mediums. Urgency allows you to narrow the space between results, and as they get closer together, you create a flywheel. There is currently an urgent need for greater urgency.

eBook 98

eBook Competition ACT Opportunity 98

Crunchbase

MAY 4, 2022

They are resistant to overused marketing and sales tactics like form fills, blast emails and cold calls. When we have those tools at our disposal, we can provide a positive buying experience for the customer, with less wheel-spinning and frustration for sellers. Where should our sellers and development reps invest their time?

Ideal Customer Profile 52

Ideal Customer Profile B2B Lead Rank Top of Funnel 52

Highspot

NOVEMBER 24, 2021

Faced with shifting market dynamics and an ever-changing world of work, enablement practitioners must double down on delivering exceptional experiences to their revenue teams now to find success in the quarters to come. Our VP of Strategic Services, Steve Hallowell, dives deeper into what putting these elements into practice looks like here.

Sales Enablement 52

Sales Enablement Face-to-face Coaching Strategy 52

Sales Hacker

AUGUST 4, 2023

Other founders and VCs would ask our founders and VCs what we were doing to scale sales, and those questions would be passed on to me. There was demand for this knowledge, as well as an inflection point in the market. The meetups led to our first-ever, 300-attendee Sales Hacker Conference in San Francisco in September of 2013.

Hiring 61

Hiring Scale Conference Call-back 61

Chorus.ai

DECEMBER 11, 2019

We overload our sales teams with information and then expect them to be experts,” said Lubbers. Training should extend well beyond onboarding, so that reps can, at the very least, fully ramp up on new products or even markets. Leverage tech to create a “flywheel” that gives all reps the ability to improve their game.

Coaching 73

Coaching Hiring Scale Distribution 73

Chorus.ai

JANUARY 8, 2020

If you're in the market for a quick hit list of webinars to watch from your couch (or listen to from your car), I've put together a few of my favorites that have inspired me throughout the year. Lubbers and Caprio are joined by Reflektive's Chuck Marcouiller who shows the real magic behind the coaching flywheel! Happy learning!

Webinar Metrics 79

Webinar Metrics Scale Negotiation Lead Rank 79

OutboundView

FEBRUARY 28, 2019

The inbound marketing for B2B landscape of 2018 is a brave new world for business – one virtually unrecognizable from years past. Go back to the start of the decade – concepts like content marketing, social media marketing, influencer marketing, and inbound marketing were years away from conception.

Inbound 28

Inbound Ideal Customer Profile Top of Funnel B2B 28

Sales Hacker

SEPTEMBER 20, 2021

This is why data management practices became essential over time, but they were lacking when lead scoring first hit the market over a decade ago. With more computing power, lead scoring tools don’t rely on manual updates to take note of these changes; our tools can do this automatically. More data isn’t always better.

Lead Rank 98

Lead Rank Lead Scoring Trends Sales Qualified Lead 98

SalesLoft

JUNE 6, 2018

With anything from go-to-market strategies or new messaging, your team will be ready to dive right in. Now that you got the flywheel started, it’s important to keep that momentum going and this is where a cadence of weekly sales meetings will help your team. Thanks for watching.

Video 52

Video Training Scale Face-to-face 52

Partners in Excellence

JANUARY 31, 2017

Inevitably, they start their conversations with, “I’d like to tell you about my company and our solutions…… ” Too often, sales people don’t focus their efforts on customers that have problems the sales people can solve. Imagine what would happen if we changed our approach.

Customer 48

Customer Segment Study Analytics 48

Lessonly

NOVEMBER 19, 2019

This blog post is by our friend, John Thomas Lang (he/him/his). He’s a Content Marketing Manager at G2 and a founding member of G2 Together. How will your company compete with the shifting job market in the next decade? Think of your diversity and inclusion strategy as a progression through this flywheel.

Scale 37

Scale Survey Promotion Policies 37

Hubspot Sales

JUNE 8, 2020

It's a frequent problem and happens when we stop listening to our prospects and instead start listening to our own internal dialogue which often looks something like "I already know what they need, and I think they need this product or service.". Marketing automation and sales enablement tools are an absolute must.

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

Hubspot Sales

MAY 10, 2018

If a prospect asks whether your portal offers two-factor authentication, you might say, “ Does our portal offer two-factor authentication? I’ll check with our product team and get you an answer by tomorrow morning. ”. HubSpot Product Marketer and former Customer Service Rep Marcus Andrews says, “Talk to customer service once a week.

Churn 86

Churn Hubspot Top of Funnel Customer Service 86

Sales Hacker

APRIL 21, 2020

With so many great candidates hitting the market and juggling a laundry list of competing priorities, are you prepared and equipped to handle that volume while understanding who is truly right for your business? In fact, psychology tells us that we’re blind to what doesn’t align with our current goals. What’s our mission?

Hiring 93

Hiring Sales Talent Lead Rank Lead Scoring 93

Zoominfo

JULY 10, 2023

Every company I talk to, big and small alike, is asking me the same thing lately: “How do we modernize the way we go to market?” What they’re really asking is: How can we improve our sales efficiency? How can we replicate the work of our best salespeople and marketers across the entire business?

Scale 130

Scale Ideal Customer Profile Hiring Top of Funnel 130

Nudge.ai

OCTOBER 30, 2017

Tips for selling into a mature or “Old-School” market. When I arrived we had a huge list of 600 emails from folks who had expressed interest in our information. This means a big part of the sales role is to educate them about what our technology is and why it could be useful. Nudge: Tell us a bit about TellusLabs.

Enterprise 43

Enterprise Enterprise Closing Lead Rank 43

Zoominfo

JULY 13, 2021

We launched Workflows to activate market insights, buyer intent, and website activity. But there are only a few milestones in ZoomInfo’s history that have had a game-changing impact on our trajectory and transformed how businesses everywhere go to market. We acquired Clickagy and launched Streaming and Custom Intent.

Top of Funnel 130

Top of Funnel Conversion Marketing Lead Rank 130

PandaDoc

JULY 6, 2022

Many marketing and sales teams face this scenario far too often. However, modern-day marketers have reinvented the idea by adding more stages to it, or by changing it slightly. The HubSpot Flywheel is a terrific example of this. Some are not even funnels; they are flywheels — you get the gist. Training for closing deals.

Top of Funnel 98

Top of Funnel Funnel Sales Qualified Lead Lead Rank 98

Sales Hacker

DECEMBER 3, 2018

Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning from an early career in Marketing into Sales Operations. . How to execute “developer marketing” and how to build a developer community. Un-Marketing to Developers [14:16].

Lead Rank 59

Lead Rank Opportunity Hiring Marketing 59

Hubspot Sales

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years.

Paid Content 133

Paid Content Top of Funnel Lead Rank Webinar Metrics 133

SalesHandy

MAY 26, 2020

The phrase “ If you don’t ask, you won’t get ” is true in our day to day lives and referral sales as well. Create a flywheel shaped incentive structure. A flywheel shaped incentive structure is one where the incentive redemption itself results in more product usage and client referrals. How to set up referral programs.

Referrals 75

Referrals Scale How To Sales Qualified Lead 75

SalesHandy

MAY 26, 2020

The phrase “ If you don’t ask, you won’t get ” is true in our day to day lives and referral sales as well. We always try to include our customers in our marketing campaigns. This, in turn, gives them an extra push to refer us to more customers Deb Mukherjee, Marketing Manager at Wonderment. Go out and ask.

Referrals 52

Referrals Scale How To Sales Qualified Lead 52

Sales Hacker

AUGUST 11, 2021

After the pandemic ripped up the strategic sales rule book, we needed a new way to build trust and establish rapport , one that worked in our new work-from-home reality. By leveraging existing relationships in — and, more importantly, around — our business, we could get into our top accounts without relying on in-person interactions.

Referrals 119

Referrals Demand Generation Targets Face-to-face Call-back 119