ViewPoint

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The Quest for Good Leads: Are You Asking the Right Questions?

ViewPoint

Here’s an excerpt from one of his recent blogs (May 2015): This past week I was reading HubSpot's study on the state of inbound marketing, and understandably, with HubSpot being in the inbound marketing business, the study showed that the marketing spend on inbound marketing is rising.

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Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

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Look into Optify (for agencies or small-to-medium companies), HubSpot, Marketo, eTrigue, Pardot, Velocify (formerly Leads360), Fision, NetSuite, Spark, etc. Marketing automation can be had for as little as $300/month, or $750 to $1,500/month for some of the larger players. You can see a list here : on the SLMA Software Review.

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Taking away a salesperson’s excuses!

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HubSpot makes a big deal about doing this up-front. If you have a marketing automation program it will hammer away and help to segment the 75% who say they want to buy, from the 25% who are competitors, students and prisoners.

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Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

ViewPoint

I know you use HubSpot. Actually, that hasn’t been the issue,” he said. We’ve had about 800 raw inquiries a month, but the salespeople are frustrated. No one is buying.”. “I So, you’ve had about 9,600 inquiries…were they called?” They tell me they’ve been called,” he said through clenched teeth.

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PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

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Commenting on strengths and limitations of inbound, he says, “ HubSpot and a lot the inbound marketing—we can’t keep up with them. I go in and meet with a marketing company, and they say, ‘Well, my boss told me, why can’t you be more like HubSpot?’ Their ideology is pervasive. You know I love those guys.

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All Real Salespeople Love Sales Leads (but there is a tiny caveat)

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Marketing automation companies also say they do this filtering; HubSpot , for instance. If you don’t want expensive salespeople doing this qualification, there are many companies that will do the filtering for you and deliver sales-ready (or at least qualified) sales leads.

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Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads

ViewPoint

The eBook also includes thoughtful observations on findings from sales and marketing experts like Barry Trailer, CSO Insights; Brian Kardon, Eloqua; Carlos Hidalgo, The Annuitas Group; Stephanie Tilton, Ten Ton Marketing; Mike Volpe, HubSpot; and Jill Konrath, Selling to Big Companies.