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It shouldn't be a surprise to professional services businesses that it's getting harder to sell. In response to 7 years of less than 2% GDP growth, sales cycles are getting longer and more people (particularly executives) are getting involved in the buying process. But guess what, we all still need to generate more revenue. It's time to work smarter and harder.
Okay, before you think I'm crazy, let me just say that this radical strategy is like the nuclear bomb. You should only use it in the most life-threatening of circumstances. This radical way to make your management consulting business better is to fire your biggest customer. Yes, you heard me right - fire your biggest customer. Does any of this sound familiar? You have a really big customer.
The spray and pray approach just doesn't work anymore. This is the primary conclusions of the Demand Gen Report 2016 B2B Buyer's Survey.With continuing weak economic performance and the real possibility of another recession, B2B buyers are applying more scrutiny to purchases and sales cycles are lengthening.
If you're using SMART goals for your inbound marketing, you're probably in the minority. Many executives we talk to base their inbound marketing strategies on their available budget or even worse, on expectations that aren't based on reality. Any inbound marketing tactic you use can be measured, so it only makes sense to analyze results to optimize your strategy.
HubSpot's 2016 Sales Perception Survey has some real eye-openers for B2B sellers. If you have any doubt that the buyer is completely in control of the sales process, this will disabuse you of that notion. Simply put, most B2B sellers are not in sync with how their buyers want to buy. Let's take a look at what buyers say about the B2B buying process and how you can evolve your ...
Business development is the most important function of any professional services business. That's a bold statement, don't you think? What about sales? Or marketing? Or customer service? The reason business development is the most important function is that it encompasses all of those things and more.
Many business owners recognize the critical role inbound marketing plays in the modern buying process, but don't have the budget to invest in inbound marketing software. HubSpot's new LeadIn software offers businesses an affordable way to introduce inbound marketing into their business development process. And by affordable, I mean free. Yes, that's right, free.
According to HubSpot's new research report, Does Your Website Make The Grade, most websites fail when it comes to performance. HubSpot analyzed over 1 million websites in the areas of performance, mobile optimization, SEO and security and found that the average score was 59 out of 100. That's an F, folks, for fail.
The Inbound Growth Blog covers all topics relating to an integrated marketing strategy. We write about inbound marketing, social media, integrated marketing strategies and the sales process.