Your First Sales Hire Will Make or Break Your Company

Posted by Ryan Neu

Mar 12, 2013, 10:35 AM

You have a startup, some sort of Minimum Viable Product and maybe a few bucks in angel or seed fundingmark_roberge.

"You are ready to make your very first sales hire. Who should it be?"

Last week in Dublin, Ireland, I had the chance to hear HubSpot's Mark Roberge give a talk about how to build a predictive and scalable revenue model.

How to Not Lose a Deal in 10 Days

Posted by Ryan Neu

Mar 4, 2013, 7:43 AM

Losing a deal is never fun. We've all lost deals for a variety of reasons. However, if you take a step back, you may notice certain trends that have led to Closed Lost. 

The most dangerous word in sales

Posted by Ryan Neu

Feb 15, 2013, 7:51 AM

Game. Set. Match. In sales, the word 'yes' is incredibly dangerous. Some will argue that the word yes expresses affirmation, which in turn, leads to an eventual sale. Sales people always get caught up in the word yes and most often, it leads to nothing but Closed Lost. Here's why.

How to Find the Right Inside Sales Job

Posted by Ryan Neu

Feb 14, 2013, 7:48 AM

Sales is sales. Every day, month, quarter and year is a grind. All of your activities, including calls, voicemails, and emails, are tracked; you are held to a strict quota; and all of your numbers are transparent within your organization. Not everyone is cut out for sales.

What does Marketing Automation mean for Sales?

Posted by Ryan Neu

Feb 12, 2013, 5:10 PM

Marketing automation is the automated process of nurturing leads down the sales funnel until they become a Marketing Qualified Lead, or commonly referred to as "MQL". As its name implies, marketing automation is generally intiated and managed by a company's marketing department. However, when executed properly, marketing automation can be a huge asset for sales professionals. I've found a few ways to leverage marketing automation to help close more business.

How to get Mark Cuban to Email You

Posted by Ryan Neu

Jan 30, 2013, 6:02 PM

There are a couple of valuable sales lessons that we can learn from leveraging effective emails. Let's set the bar very high. How would you get Mark Cuban to respond to your email? He receives thousands of emails every single month. What would make him open your email, pause, read it, and respond? The chances have to be slim-to-none, right? Absolutely not. 

The Internal Champion is my Homeboy

Posted by Ryan Neu

Jan 28, 2013, 9:00 AM

An internal champion is the person within a company that absolutely loves your product or service and wants to make a purchase. They talk about you to all of their coworkers, they respond to your emails and answer your phone calls--however, they can't sign on the dotted line.

Product Update - Deal Sorting, Deal Stages, and Watchlist

Posted by Ryan Neu

Jan 23, 2013, 12:24 PM

We have some pretty cool product updates this week. We launched 3 features to help you close more business. This week we are introducing the following: Deal Sorting, Deal Stages, and the Watchlist. 

What is a Pipeline CRM?

Posted by Ryan Neu

Jan 22, 2013, 10:38 AM

The CRM industry is pretty hot right now. I guess as hot as you can get for an enterprise application. As is common with hot industries, there are a lot of buzz words being thrown around right now in the CRM space. Social media platforms have continued to evolve and expand, and this has had a trickle-down-effect into the CRM space. This has led to the evolution of "Social CRMs". Social CRMs were created to help you follow and communicate with your customers across social platforms. For example, if your customer is mentioning your product on Twitter, you should track that interaction so that you can engage if necessary. 

How to Define Sales Pipeline Stages

Posted by Ryan Neu

Jan 21, 2013, 6:17 PM

We've talked about the importance of setting deal stages, now let's take a deep dive into the identification of specific deal stages. We will also uncover the purchase indicators which exist behind every deal stage.

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