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.
Tom Rousseau / Hanley Wood / September 16, 2013
Is your sales team always barking about their leads not being high quality?
As you may know—or not know—Hanley Wood in the past year has invested in demand generation and sales automation talent in a big way. (Our practice leaders have been doing this for more than 50+ years when combined altogether.) In addition, we have invested in new technologies around demand generation and marketing, and sales automation services. Now executing 30 or more new and successful demand generation programs, here are some of the most common conversations we have with marketers and their decision
Scott Gruher / Sales Benchmark Index / September 3, 2013
The goal of prospecting – gain access to a high quality potential buyer
A lot has changed in sales over the past 50 years. One thing hasn’t. Referrals continue to be the highest quality leads. However, most sales organizations are awful at generating referrals. I will explain why.
3 Reasons Why You Aren’t Getting Enough Quality Referrals
- Accountability – your team can ask for them. The customer will tell you he’s done it, but you never know for sure.
- Not Effective – no process exists. When sales people have to invent their own method each time, they ignore it.
Robert Minskoff, founder and President of Minskoff Growth Strategies Inc. /
I have sold to and solicited thousands of businesses in my almost two decade long sales career. Have things changed? Absolutely! Has the the buying process changed? Of course! Has social media changed the landscape? Yes! Does your buyer at that major manufacturer or mid sized accounting firm care about what you tweeted yesterday? More then likely not. Do they care if you have a blog? Probably not. Do they care what you post on your Facebook page. Not really.
The cold hard truth in today’s B2B environment is that buyers and prospective buyers want more for less to continually improve their bottomRead More
Mark Hunter / The Sales Hunter / April 16, 2013
The easiest way for you to increase your price is to increase the outcomes your customers receive from using what you sell.
Think about it for a moment.
Your customers will pay more if they believe they’re getting more, and that means the secret lies in being able to increase the benefits of what they get from you.
To do this requires a different perspective from the start.
You first of all can’t believe what you’re selling is based on product features. Take a look at your sales presentation and how you handle your sales calls. Is the information you’re talking about centered around featuresRead More
Elizabeth Rosenthal / Hubspot / February 27, 2013
Inbound marketers have jumped on the idea of using social media to spread content, and generate traffic and leads. But is your sales team making the most of all the social media tools and features out there? Maybe. Maybe not.
Believe it or not, social media can be utilized all the way through the bottom of the sales and marketing funnel, helping your sales organization close more deals, more easily. And the best part? Social networks are coming out with little new features all the time that make Sales’ life easier. So cozy in and take a little tour with me on some of the social features you may —Read More