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The Inbound Sales and Marketing Blog

Bill Poole

Recent Posts

Four Things Sales Leaders can Learn from the New England Patriots

“A goal without a plan is just a wish” - Antoine de Saint-Exupéry

As a Ravens fan, it’s hard for me to cheer for the Patriots. But I must admit that the New England Patriots have achieved a level of success that is unmatched in my time as a fan of the NFL. They have been to 9 of the last 18 Super Bowls, winning 5 of them.

Something that makes it truly unbelievable (especially this year) is that they don’t nearly have the best personnel as many of the 31 teams they competed against, that all started out with the same goal.  

The reality is that a lot of the other teams had a wish, not a goal. Let’s look at some things that the the Patriots have in common with a sales team that turns their goals turn into reality by year-end, rather than failing at their New Year's resolutions by the third week of January.

There are 4 elements of a successful team:   

These 2 Simple Steps To Connect Your Message to the Right People

One of the culprits of slower-than-they-could be sales is ignoring the many opportunities of social media. Every day, there’s an audience of millions consuming thoughts and ideas that help them choose products or get their jobs done more effectively.

This is an audience you can and should tap into. I’m going to focus on two simple steps you can take to leverage your sales reps’ LinkedIn connection. We’ve found that sales reps have an average of 500 Linkedin connections. So, if you have 10 reps, you have an audience of 5,000.

Today's Buyer: What Can You Do?

Last month’s blog Today’s Buyer: What Are They Thinking?, looked at the mindset of someone making a relatively calculated thinking.  To summarize, there were 3 progressive thoughts behind a decision:

  • Thought 1: I have a problem to solve or an opportunity to take advantage of.  
  • Thought 2 (days or weeks later): I need to start to think about taking action.  
  • Thought 3 (Days or weeks later): I need to take action

Given this thought process, what can you do at each step to ensure you have the opportunity to help those that you can help?

Today's Buyer: What Are They Thinking?

You’ve probably heard this before: a CEB study revealed that buyers are 70% towards making a decision before they want to talk with a sales rep.

Whether you believe the number is that high given the product or service that you sell, unless there is a glaring emergency to make a decision to fix something that stops working, buyers go through a gradual process before reaching out to talk with a rep.

So, how can you become part of that process to increase your chance of winning? I’ll share a few ideas in a second post. Today, let’s get inside our buyers’ heads and see what they’re thinking before they pick up the phone or fill out a contact form.

Considerations When Choosing a Website Vendor

There are lots of options when selecting a provider to help you with web marketing or the developing a website.

We encourage our clients and prospects to look around and explore their options. When they do, we help them weigh their options and find the right provider. It’s not in our best interest to work with a client that is not suited for our services.

So let’s lay out some considerations for clients that are considering their options for a web provider.

3 Reasons You Shouldn't be Checking Off Web Marketing As Finished

I am relatively disciplined when it comes to getting regular workouts. I really enjoy mountain biking, which makes a lot of the workouts very fun for the majority of the year, but winter is a bit different. Although I live in Colorado, it is not possible to take quick break to go for a ski during the work week, so I begrudgingly go to the gym to get my workout.