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.
Todd Hockenberry / HubSpot / September 4, 2013
For those of us immersed in the world of inbound marketing, it’s easy to understand how inbound tactics can have a major impact on a company’s bottom line.
However, we work with a lot of companies that are just now embracing inbound marketing principles and tactics. In these cases, the last group within these companies that climbs on board is usually the sales department. When it comes to sales excuses, we’ve heard it all — but it usually boils down to something along these lines of:
- I don’t have time.
- It’s not my job.
- The leads are bad.
As a long time sales personRead More
Sharmin Kent / Business 2 Community / September 2, 2013
Scott Yates / CRM Buyer / September 4, 2013
Back in the days when marketing meant “going to market,” sales success was about location: the best street corner for your market stall, or the best intersection in town to set up your wares. Now, with many products and services, the entire world is your location. Getting noticed is not about where your company has its business, but about how it gets found in Internet searches.
Do you remember walking by telephone poles at downtown intersections 10 or 20 years ago and seeing them covered in fliers, placards and notices? If it was a really popular intersection, there were probably several
John Jantsch / Duct Tape Marketing / August 26, 2013
The rallying cry of inbound and content marketers everywhere is that outbound marketing, you know, things like advertising, cold calling and overt promotion are evil.
The theory is that if you put enough high quality content out there, the right people will find you. And, both in theory and in fact, this is happening.
The funny thing about evolution, however, is that it never really stops.
As marketers and the customers they aim to attract fully embraced inbound marketing, the sales function had to change with it. The most effective sales professionals today practice inbound selling and collaborateRead More
Brian Solis / August 26, 2013
Charlene and I recently published a report that documented the 6 Stages of Social Business Transformation. In the process, we discovered the most common mistakes and successes businesses experienced along their journey. What was most surprising however, not really, was the cavernous disconnect between social media strategy and overall business objectives.
- Only 34% of businesses feel that their social strategy is connected to business outcomes.
- Just 28% of companies we studied feel that they have a holistic approach to social media, where lines of business and business functionsRead More