Innovation Insights explores the impact of new and emerging concepts in sales, marketing, strategy and leadership for CEOs of growth-driven business-to-business companies.
By Doug Wendt, Chief Growth Officer and Chris Bryant, Hubspot Technical Lead
For more than twenty-five years, I've worked in the profession of growing B2B companies. And for most, if not all, of that time, I have observed that the vast majority of businesses put a surprisingly weak focus on managing data quality and accuracy in their sales and marketing activities.
Tags: marketing, business strategy, engagement, growth strategy, hubspot, business growth strategy, sales effectiveness, data quality, hubspot partner, inside sales
A strategically developed inside sales playbook has long been a critical component of success for B2B companies, and our evolving business landscape has made it even more so. Capitalizing on the agility and innovation needed to navigate the world of contactless sales, a purposefully structured inside sales team can leverage the process and techniques in your playbook for lead generation and business acquisition in changing circumstances and shifting geographies.
Tags: sales process, sales, lead generation, sales strategy, StrategyFirst, sales effectiveness
One of the most critical decisions you can make as a CEO is to select and commit to a technology platform that supports the growth objectives of your business. Many companies try to grow without a consistent set of tools in place to support that growth. However, the sheer complexity of sustaining growth results in a whole new range of problems: ignored leads, missed opportunities and confused priorities. On the other hand, selecting systems without a common strategy and integrated approach will result in many of the same problems. With these risks in mind, how do you choose the right tools for the job?
Tags: CRM, Focus Area: Strategy, business software, marketing automation, customer relationship management, salesforce.com, hubspot, business growth strategy, sales effectiveness, CEO Answers Series, email marketing, stages of growth
