Hubspot Sales

MARCH 20, 2018

If you're an IT reseller, value-added reseller (VAR), or channel partner advising clients on any part of the front office (marketing, sales, or customer success) -- especially for businesses under 1,000 employees -- there are a few trends you should be aware of. Four Software Trends IT Resellers, VARs, and Channel Partners Should Watch.

Lead Rank 89

Lead Rank Trends Lead Scoring Outsourcing Services 89

Hubspot Sales

JUNE 8, 2020

If you can open the conversation with "Wait, it looks like you spent a lot of time on our website in 2017," the prospect is secretly (sometimes openly) delighted. As recently as 2017, we saved references until the very end and they were an afterthought in the process. Ask the prospect what the best way to work with them is.

B2B 88

B2B Ideal Customer Profile Top of Funnel Prospecting 88

Nutshell

FEBRUARY 5, 2018

Around the middle of 2017, I realized that my team was busier than we should have been. Of course, no product will solve every problem that a customer will run into, but having a well-stocked knowledge base that provides answers to as many common questions as possible minimizes the need for those non-essential interactions.

Knowledge Base 87

Knowledge Base Call-back Education Face-to-face 87

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. YoY Increase in CAC leading to increased reliance on channel partnerships.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96