Getting Started with Sales Enablement

By Luke Monterosso on 21-Aug-2019 08:53:33

Searches for sales enablement has grown almost 50% over the last two years. Aberdeen found that 74% of high-performing organisations have strong sales and marketing alignment; a key aspect of sales enablement.

Although impressive statistics, correlation does not always imply causation. Many sales directors have invested in training, technology, and content that’s supposed to help their sales team perform at higher levels. The benefits don’t materialise or are marginal at best.

Why are some companies reaping the rewards while others feel like they’re pouring money down the drain?

We take a look at what sales enablement isn’t and how to get started with sales enablement that’ll actually be worthwhile for your team.

Topics: Inbound Sales
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Can Sales Enablement Work for My Building Product Brand?

By Luke Monterosso on 10-Jul-2019 08:49:45

Targets, pipelines, prospecting, closure rates, deal sizes, the list goes on. Your sales team has a lot of things to think about throughout the sales process. Sales enablement can feel like it’s adding to the overload of information, tactics and tools out there.

Fortunately, it’s very simple. It’s about making selling as easy as possible by providing salespeople with everything they need to move the sale forward.

Are customers frequently asking what similar projects you’ve worked on? Create a case studies section, by sector, on your website and now your sales team will now have a standardised document to share with customers.

Topics: Inbound Sales
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What Is Really Happening to Your Marketing Content?

By Luke Monterosso on 04-Jul-2019 12:57:12

According to The State of Sales Enablement, 90% of marketing content goes unused by sales. Reps are often unhappy with what marketing is producing and create 40% of all enterprise content themselves.

Not only does this leave less time for sales teams to sell but also its wasting time and resources (through duplicated or unused content) in often an over-strained marketing department.

This issue frequently goes undetected, according to the same report the perception is that marketing creates 80% of content whereas, in reality, that figure is more like 30%. The remaining 70% is created by sales (40%), engineering (10%), services (10%) and other (10%).

Topics: Inbound Sales
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Are Your Building Product Leads Sales Ready?

By Luke Monterosso on 11-Jun-2019 14:21:51

While getting inbound leads through your website might be the easy part, assessing whether they are ready for a sales conversation can be trickier.

Mastering this will help you waste less time with poor fit prospects or annoying those who are not yet sales ready.

Before beginning this process, it is important to recognise the stages of your customer journey. This will help with identifying prospects who are ready to buy and those who may need more help or nurturing.

Once you’ve identified a number of good fit leads, you can begin the sales qualification process by taking a look at your prospect’s level of engagement with your website and marketing content.

Topics: Inbound Sales
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5 Tactics to Shorten Your Sales Cycle

By Luke Monterosso on 07-Jun-2019 08:39:36

In the building product and construction industry, there are a number of factors that can disrupt the sales process. Losing out on specification to a competitor, projects being delayed and legislation changes.

A shorter sales cycle can free up time to generate additional leads. Ultimately improving your sales pipeline and helping you achieve your targets.

When you’ve got more deals progressing through your pipeline, the sales cycle will feel shorter. Done well, it can also become your competitive advantage.

Here are five effective techniques to speed up your sales cycle.

 

Topics: Inbound Sales
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What Is Lead Nurturing?

By Olivia Atkinson on 30-May-2019 15:30:09

Lead nurturing is the purposeful process of engaging a defined target group by providing relevant information at each stage of the buyer's journey. It focuses on marketing and communication efforts to listen to prospects, and provide valuable information and answers.

Effectively you’re guiding prospects to eventually purchase from you, but in a way that is helpful and not sales driven. The more a lead is nurtured, the more knowledgeable they become about your specific product.

This ultimately creates a more qualified lead, ensuring the sales team only get involved when the lead is ready to purchase.

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Using Dashboards To Increase Sales

By Leigh Simpson on 17-May-2019 11:19:10

With an estimated 39% of sales people missing their targets every month, any tool that you can use to help your team succeed has to be seriously considered.

One key problem that many sales teams has is getting access to key information and knowing how they are doing hour by hour, day by day. 

Using ‘live’ reporting on dashboards can fix this, increasing competition amongst the sales team,  improving focus and raising team morale - all leading to an increase in sales.  Learn more here.

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9 Tools to Help Your Sales Team Succeed

By Luke Monterosso on 17-May-2019 10:37:46

According to research by HubSpot the top sales priorities in businesses are closing more deals, improving sales funnel efficiency and improving sales technology. In a study by LinkedIn, 82% of top sales people cite tools ‘critical’ to their ability to close deals.

With so many tools on offer, it can be difficult to decide on what is best for you and your team. We thought we’d tackle those top priorities by listing some of our favourite tools.

Include are tools for prospecting, sales intelligence, lead capture, video and more. Each are listed with a free trial so you can decide what works best for you. 

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Is Sales Wasting Construction Marketing Leads?

By Luke Monterosso on 23-Apr-2019 13:39:54

A lot of time, effort and money is spent on gathering construction marketing leads each year. For building product companies, this may be through trade magazines, building product directories, online marketing, emails, tradeshows or a combination of these. Often, they all point back to one place… your website.

Taking a mystery shopper approach, in our The State of Building Product Digital Marketing 2019 Report, we discovered that 80% of building product companies didn't respond to a product enquiry through their website in any way. Of the 20% that did, only 6% answered the phone to enquire about our requirements and offer additional help.

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7 Reasons Why Content Marketing Helps Building Product Sales Teams Succeed

By Leigh Simpson on 18-Apr-2019 09:01:04

 

From our conversations across the construction industry, it’s clear that building product Sales Leaders view content marketing with suspicion, feeling it could hinder their chances of getting in front of prospects and customers.

Once we explain the benefits to them and their teams of a well executed inbound marketing strategy, they soon understand the potential to help them improve lead generation and lead quality.

Making their sales team busier, more respected in their sector and getting them in front of more influential decision makers and specifiers.

Read on, to find out how we explain the key benefits to sales of inbound and content marketing.


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Sales Enablement: Overcoming Your Fear Of Cold Calling

By Luke Monterosso on 11-Mar-2019 09:34:00

Fear is one of the most common reasons people procrastinate on taking action towards their goals. Psychologists like to say that fear means False, Experiences, Appearing, Real. We want to provide you with actionable steps to help you in the process of overcoming your fear of cold calling. 

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The Good, The Bad and The Ugly – My Pipeline Generation Bootcamp Experience

By Luke Monterosso on 06-Mar-2019 10:06:00

I jumped into 8 weeks of sales training with Mr Dan Tyre, HubSpot’s first sales executive of the now multi-billion-pound company, serial investor and co-author the ‘Inbound Organization’. If anyone was going to dispel the common preconception that top salespeople are born with certain personality traits and sales can’t be taught – this was the right person for the job.

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