Blog

Why is Prospect Builder a HubSpot Gold Partner Agency?

May 16, 2017 8:57:53 AM / by Lindsay Kelley posted in Inbound Marketing, Growth and development, Client Relationships, HubSpot

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When it comes to marketing and sales automation platforms, our agency could have chosen any digital sales and marketing platform to implement an inbound methodology on. We chose HubSpot.  

Here is my personal "Why" behind being a HubPartner and attending HubSpot's Partner Day 2017 (North America).

 

“You see, there are over 3,000 HubSpot partner agencies, and only the top 10% are invited to HubSpot headquarters for Partner day. I was honored to have been one of the 230 individuals in attendance."

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Inbound Success #1 - Copier "Sales Rep" Increases Prospecting Activity from 21.6 to 98.5 Calls Per Day

May 2, 2017 8:31:58 AM / by John Pulley posted in Inbound Marketing, Inbound Sales, Prospecting

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Let's get right to it. Inbound Works.

As a Dealer Principal or VP of Sales, you know all too well that getting your sales team to consistently prospect is challenging at best and seemingly impossible at worst. 

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[Video] Buyer Behavior Has Changed - Sales and Marketing Must Unite

Apr 11, 2017 1:23:28 PM / by Lindsay Kelley posted in Inbound Marketing, Lead Generation, Inbound Sales, Buyer 2.0, Buyer's Journey, Growth and development, Tips

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Just 10 years ago, only 20% of the buyer’s journey was happening online. Today, that number is 70%.

Last month, I traveled to the Grand Floridian in Orlando, FL to speak to Business Technology Association (BTA) members about how technology has changed buyer behavior. With sales losing control of the beginning stages of the sales process, how do we help guide the buyer through the online journey they’re not taking when making a buying decision? Marketing needs to bridge the knowledge gap between the information in the heads of the reps and the information available online.

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Connection, Marketing, and Being Human

Apr 4, 2017 7:00:00 AM / by Bryant Duhon

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Possibly the most important thing companies miss when it comes to inbound marketing is that it’s about making a connection with a person.

I’m using the word “person” intentionally here. Businesses talk about their customers, clients, and partners when talking about the people that buy things from them. You talk about suppliers, partners, providers, and network when you’re talking about the people on whom you depend for the materials and support to stay in business.

We should be thinking about Robert, Tammy, Dave, Rosa, Neville, Jeremy, and Staci – the people we work with.

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3 Scary Things Copier Prospects Learn From Your Questioning Style

Mar 28, 2017 11:09:00 AM / by John Pulley posted in Inbound Sales, Sales training, sales reps, Sales

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Failing at this one sales skill has cost me tens of thousands of dollars. I bet it has cost you more than you realize.

Over the past 8 weeks, I have had the privilege of being nominated to work with David Weinhaus one of HubSpot’s top sales trainers. The final part of our Sales Skills Boot Camp is to complete a blog post discussing the key sales skill(s) that I discovered is impacting my sales career. 

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Turn a Deaf Ear to the Inbound Marketing Noise

Mar 28, 2017 7:00:00 AM / by Bryant Duhon posted in Inbound Marketing

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Does Your Website Hurt Your Sales? Ours Just Did (Ouch!)

Mar 22, 2017 9:49:25 AM / by Bryant Duhon posted in Inbound Sales, Buyer's Journey, website

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We preach the value of a good website to all of our clients and potential clients. We share statistics about how people buy online and research online before they buy.

And we've recently had a hammer hit us between the eyes about the importance of a good site.

I'm going to let you in on an embarrassing secret – our website is NOT as good as it should be. It describes what we do adequately and has all of the right elements, but it's still not quite right.

And about that hammer, we've recently learned from our sales guy (John Pulley) and our owner (Darrell Amy) that we've lost potential business because of that.

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Guinness -- Not Gimmicks or Green Beer -- for Inbound Marketing

Mar 17, 2017 3:38:26 PM / by Bryant Duhon posted in Inbound Marketing

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The worst part about St. Patrick's Day, for me, is the idea of green beer. I'm a bit of a beer nerd (OK, fine, I'm a big beer nerd). Beer shouldn't be green – pale, amber, red, gold, brown, chocolate, black; fizzy or hardly carbonated at all; but not green.

Green beer is sold as a gimmick. It's usually mass produced. You're probably drinking it out of a plastic cup. The beer nerd in me hates this. After all, life's too short to drink bad beer.

What's this got to to with inbound marketing?

There's a lot of “green beer” inbound marketing floating around out there these days. Many marketing agencies are simply adding “inbound marketing” as a bullet point to their list o' services.

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Your Sales Team Thinks Inbound Isn’t Working

Mar 13, 2017 11:42:49 AM / by Lindsay Kelley posted in Inbound Marketing, Inbound Sales, Growth and development, sales reps, Partnership, Sales

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The Great Sales Push Back

The effectiveness of our inbound services has recently been questioned by one of our client’s sales team. They had concerns about the “high” price tag of our inbound marketing services and lack of direct ROI. And they had an excellent point, just not in the way you might think.  

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The Buyer's Journey – Why It's Important and Why It's a Problem

Feb 28, 2017 6:57:45 AM / by Bryant Duhon posted in Inbound Marketing, Buyer's Journey

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We sometimes fall into the buzzword bing trap.

We try to be clear when talking about inbound marketing and lead generation, but we aren't perfect and sometimes fall into marketing shorthand (for more on this, read The Vocabulary of Inbound Marketing here).

Having been on the receiving end of IT jargon for years as a magazine editor, I'm sensitive to try not to do that to others. One concept that I think we rely too much on inbound jargon is when we talk about the Buyer's Journey.

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