What Is Sales Enablement?

By Luke Monterosso on 19-Jun-2019 12:47:16

Over the last few years sales enablement as a business buzzword has taken off. We take a deeper dive into the definition, whether it's here to stay and what it means for your business.

Building product companies with sales enablement in place have benefited from higher win rates, larger deal sizes and faster sales cycles. In an environment where project delays can be inevitable, organisations with sales enablement in place have a much more predictable sales cycle.

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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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Do Your Sales Team Follow Up On Construction Marketing Leads?

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

 

A lot of time, effort and money is spent on marketing and advertising each year for building product companies, 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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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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Your Futurebuild 2019 Tradeshow Checklist

By Luke Monterosso on 04-Mar-2019 09:19:10

Attracting over 26,000 visitors and 500 exhibitors, Futurebuild 2019 in London is a much-anticipated event for the construction industry.

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Construction Marketing Strategy: The SEO Trends You Need To Know In 2019 - Part 1

By Abby Buchan-Howard on 01-Feb-2019 11:46:18

The new year is now well underway. For many SEO professionals in the construction marketing industry this is the time to start looking forward to the upcoming trends for 2019 and leverage the latest techniques to dominate in the SERPs.

It’s a well-known fact that search engines are getting more intelligent every day. If you want your building products company to achieve top rankings in 2019, you need to be ready for the latest SEO trends and developments that are coming up.

Read on to find out more…

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5 Goals To Share With Your Sales Team For 2019

By Luke Monterosso on 18-Jan-2019 10:09:13

Whether you’re a manager handling an exceptional sales team, an executive looking after a whole sales organisation or a sales rep looking to hit your numbers, 2019 is a fresh start. However, it may not be wise to leave 2018 completely behind you.

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What are SMART Goals & How Can They Help Grow Your Business?

By Luke Monterosso on 14-Dec-2018 08:53:48

One of the biggest frustrations that senior commercial and financial teams have with marketing is their lack of accountability and vagueness when it comes to planning and ROI.

All too often, objectives are woolly and ambiguous, with no real clarity over what the expected outcome will be in a measurable and time bound fashion.  This is where SMART goals can help build your credibility as a marketer and pull together your marketing activities around an overarching objective.

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Construction Sales Tips: Mind The Gap - Selling With Silence

By Leigh Simpson on 30-Nov-2018 11:45:00

One of the first things  that you’re taught in sales is that you have two ears and one mouth and to use them in that order.

However, you shouldn't use your mouth at all at crucial points in your sales conversations

Learn how silence can unlock a sales opportunity and when to use it.

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