We spend a lot of time talking about inbound marketing here on our blog, focusing mostly on content, blog writing and inbound strategies. But we don’t spend nearly as much time talking about the sales process.

Because we focus on inbound marketing issues on our blog, we only occasionally venture into discussions about the sales process and how to be effective at it. Many marketers don’t even consider what sales may struggle with; that’s a problem for sales to deal with!

No one is ever happy with their company’s sales. It’s kind of like Congress, or the current cast of Saturday Night Live: you have various different complaints about it, it’s never good enough, and you always wish it could perform better. This is mostly just the nature of sales. It’s a very fickle process, with many ups and downs, and it ...

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One of the common themes we discuss on this blog is the idea that sales are hard. Today’s consumer is smarter, more knowledgeable and more cynical than they’ve ever been. Consider the different forms of media the average person can engage with on an everyday basis: TV, internet, video games, billboards, magazines and newspapers. And now, ...

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There’s no sugarcoating it: sales are hard. When your job is based on convincing people to buy something they probably don’t see as a necessary purchase, it can be very hit or miss. Some weeks will be great; you’ll be on a run where you can’t seem to miss, and the closed sales will pile up. Other weeks will be terrible, where you seem to ...

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Inbound marketing is an exciting and effective way to generate leads and boost your business – but it can also be time consuming. With inbound marketing, you have a lot of moving parts to keep track of: your website, your blogs, your content offers, your leads, your emails… the list goes on and on.

For companies of virtually any size, a need often arises for a CRM (Customer Relationship Management) system. Over the years, CRM has become sort of a marketing/sales buzzword that can be confusing, but simply put, it’s a system that allows your marketing and sales people to work together to track leads and coordinate attempts to convert ...

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Your sales and marketing teams are like the shortstop and second baseman on a baseball team: they operate independently but have the same goal in mind, and when they work in tandem, great things can happen. The problem is, they can also butt heads from time to time.