News & Opinions
The latest news and insights from Hanley Wood’s outspoken experts and key thought-leaders throughout the residential and commercial design and construction industry.
Alessandra Ceresa / MarketingProfs / December 15, 2014
There is a lot of talk about the death of the sales funnel, but I disagree. The sales funnel is very much alive; it has, however, evolved.
We are now in the Digital Age. Consumers no longer travel straight down the traditional sales funnel; rather, they come in and out at different stages—sometimes even going silent for months before they come back to purchase.
With such unpredictable buying behaviors, the traditional sales funnel no longer accurately depicts the buying process.
The general stages of the traditional sales funnel haven’t changed, but what has changed is the level of influenceRead More
Natalia Siniavskaia / Eye on Housing / October 10, 2014
Looking at single-family homes started in 2013, new NAHB research quantifies regional differences in sale and contract prices per square foot. The prices excluding lot values range from $145 per square foot for contractor-built homes in the Pacific division to $73 per square foot for speculatively-built homes in the West South Central division.
The NAHB analysis is based on the Survey of Construction (SOC) data. The survey information comes from interviews of builders and owners of the selected new houses. The SOC differentiates between houses built for sale, houses built by contractors,Read More
Craig Webb / Remodeling / August 5, 2014
Think of Tom Rousseau as a surgeon for corporations with a specialty in marketing diseases. REMODELING’s parent company hired him a few years ago as executive vice president of strategic marketing services. In that job, he helps our sales team diagnose and cure sales ailments at building product manufacturers. But while Rousseau’s clientele often counts its revenues in the hundreds of millions of dollars, his way of looking at trouble in the corporate body can help cure what ails you, too.
Rousseau’s first advice is to stop trying to diagnose yourself with that standard questionRead More
Demand Gen Report / August 2014
It is quite common for sales and marketing departments to debate who gets credit for a sale, the quality of leads, and other metrics. But it is vital that B2B organizations to enhance the relationship between these two teams to boost productivity — and ultimately results.
Download the e-book today and learn why marketing and sales aligned businesses:
- Close 38% more proposals;
- Lose 36% fewer customers to competitors; and
- Grow 5.4 points faster than less-aligned counterparts.
Brendan Cournoyer / Brainshark / May 8, 2014
Imagine you’re playing Family Feud, it’s your turn at the buzzer, and the question is:
“According to hundreds of sales managers surveyed, what is the NUMBER ONE reason why salespeople miss their quota?”
You hit the buzzer and blurt out… what?
Not enough leads? Lack of training? Poor sales process?
Each of these could certainly be on the board, but none would be the number one answer. At least not according to a report from the folks at SiriusDecisions, who actually did survey 100s of B2B sales managers on this very question.Read More