Tag Archives: HubSpot

Your Prospect Tells You How to Sell to Them

30 Nov

Not often that your C-level prospect will tell you how to sell to them.  They’ll hide behind email spam filters and executive assistants but won’t take the time to tell you what you’re doing wrong.  Until this CEO opened up with their automated email reply telling you to do more than just call the vendor hotline at purchasing – a voice mail no one ever picks up.

Top ways to get noticed:

  • Let your prospect find you – ie Inbound Marketing
  • Get introduced by someone they trust – ie Referrals

Top ways to annoy:

  • Constant cold-calls
  • Mass emails to entire executive team
  • Trying to connect via social media

Thanks to Hubspot for the full article.

Advertisement

Tags: , , , , , ,

Follow Salesforce.com's path to the top & other thoughts

4 Sep

The blog articles I read this week worth commenting on and sharing:

  • 111 Successful Plays That Led Salesforce.com from an Idea to $1 Billion in 10 Years – The company (and the man) that made the hosted-elsewhere software applications (whether you call it SaaS, Cloud Computing, ASP, etc) a non-issue with big business. Before <a href=”http://salesforce.com”>salesforce.com</a&gt; there were too many concerns about security, up-time, bandwidth and more. After Salesforce.com paved the way, look how many sites are now in the clouds, including Google Mail, Quicken & TurboTax along with photo sharing and desktop hard-disk backups. You can put your customer data, every email, financial data and tax data all online and not think twice about it. Thanks to Marc and Salesforce.com
  • Tips From @ChrisBrogan on How to Beat Dunbar’s Number – I’ve heard (and repeated the item myself) that the limit of real social relationships is 150. Even mentioned it during the BTR show with Jon Hansen last week. A fact I had not verified before but thanks to HubSpot’s blog and a link to Wikipedia, the source of 150 can be attributed to Robin Dunbar.
  • Have you met your competitor yet? Maybe you should. – Great article about the reasons why you should meet your competitor. Back when I was at Sybase, we were taught to hate our version of the Evil Empire, Oracle. Well, we all know how that battle turned out and many of my Sybase colleagues ended up working at Oracle. They didn’t suddenly become evil although we were both more careful about sharing war stories. Similarily, I’ve always been impressed at the end of hockey games when both teams line up and shake each other’s hands. Geoffrey’s reasons for meeting your competitor:
    1) Learn more about how they sell
    2) Use that knowledge to build credibility with your customer
    3) Never know when you’ll be looking for a new job

For those of you in the US & Canada, enjoy the long weekend!

Tags: , , , , , , , , ,